Head S&M

  • Ahmedabad, Hyderabad, Kolkata, Chandigarh, Lucknow
  • 65-100 lakh
  • 13-18 years
  • Views
  • 21 Jul 2016

  • Senior Management-Marketing, Senior Management/ General Management, Senior Management-Sales

  • FMCG/ Foods/ Beverages, Telecom/ Mobile Operator/ ISP/ Telecom Vendor, Consumer Durables/ Semi Durables
Job Description

Role: Head Sales & Marketing
Role Purpose:
• This position is critical in driving the Recruitment, Retention & Revenue plan for the organization with a key focus on brand building & awareness for the geography
• The Job involves working with every function within company – Sales, Marketing, Customer Service, Finance, HR & Admin, IT, Network & Legal to deliver the business results for the company.
• To achieve Revenue and Profitability targets across all channels i.e., distribution, modern trade, telesales, retail, direct sales etc
• To formulate and execute Sales and Branding & Communication strategies such as to maximize both subscriber base and revenues
• To assist in formulating strategies around Network Rollout and churn management
• To ensure cost efficiency, especially in Sales & Distribution costs, Administrative costs and Cost to Serve, so as to maximize EBIDTA
• To ensure efficient functioning of the zonal operations through Zonal Heads
• To keep a pulse on the customer requirements and market dynamics to enhance revenue and improve market position
Key accountabilities & Ownership
• Develop overall sales & distribution strategy
• Set sales targets for all products across all sales channels jointly with Sales head and Retail Head
• Develop communication strategy
• Scout for planning and developing new business & revenue streams across all channels
• Plan the customer lifecycle management approach
• Formulate Annual Operating plan
• Provide strategic direction to Zonal Heads for achievement of zonal business targets
• Assist in formulation of Network strategy
• Assist in formulation of Customer service strategy


• Achieve targets of gross and net acquisitions and revenue market share
• Achieve targets for increasing visibility and effectiveness of brands and products
• Achieve customer satisfaction targets by driving high levels of quality in retail operations
• Conduct quarterly, half-yearly and yearly sales planning exercises
• Conduct Operational review for zonal operations and drive the performance on KPIs
• Participate in the purchase process for the circle
• Ensure process adherence, reporting and regulatory compliance in all operations
• Achieve all budgetary targets

• Plan human resource deployment and development for Sales & marketing function and zonal operations along with HR head
• Partner with HR for development and implementation of ‘Career-pathing’, creation and maintenance of Talent inventory, succession planning
• Identify development areas, and recommend relevant training programs / interventions
• Partner with HR in creation of a workplace which is conducive to productivity and is exciting
• Inculcate the culture of sharing best practices– within and outside

Key performance indicators [max 3]:

• Achieve Gross revenue targets across all channels
• Achieve targeted gross acquisitions across all channels
• Achieve overall targeted EBIDTA
• Achieve& maintain leadership brand salience
• Ensure smooth Zonal operations
• Achieve reduction in customer churn
• Assist in Network rollout plan and development of CS strategy


• Ensure service delivery to customers through sales touch-points within the strategy/ guidelines developed by CS
• Enhance access and reach of customer service & sales retail touch points

• Build and develop the sales and marketing capability of the organization (based on understanding of best practices)
• Develop leadership and program management capability of the Zonal Heads
• Ensure employee satisfaction thereby reducing attrition

Core competencies, knowledge and experience (max 5)
• Experience in Sales & Marketing on a pan-India basis, or larger
• Multi-national, multi-geography team leadership experience to bring in best practices
• Proven track record in leading sales, Marketing and service initiatives across varied channels
• Strong ability to Interpret competitive and performance data to unlock business opportunities
• Ability to manage in dynamic, high-growth, high-uncertainty environments
• Powerful influencing and effective relationship management skills
• Independent thought leadership and drive to execute

Budget owned:
Financial Dimensions:
• Responsible for delivering targeted gross service revenue across all sales channels, for all products
• Ensure targeted gross acquisition
• Manage assigned MARCOM budget
• Manage assigned S&D budget
• Deliver targeted EBIDTA

Non-Financial Dimensions:
• Manage an on-roll team and off-roles / service partner team
• Manage the Branding and Communication task
• Ensure continuous extraction and acquisition of new customers
• Ensure smooth operations across the geography through the Zonal Heads
• Manage all channels (distribution, modern trade, telesales, retail, direct sales and SME / Enterprise) across geographies

Competencies/Skill sets for this job

Head Sales Head Marketing Head Sales & Marketing P&L Business Head COO