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Area Sales Manager at Airtel Nigeria

To maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies.

Duties and Responsibilities:

To achieve recharge sales target within state/area -

  • Ensure adequate availability of all recharge denominations in sub channel partners [CP] and retail points

  • Ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers

  • Achieve Electronic Recharge Cards [ERC] and E-pin target in agreed ratios
  • Constantly identify opportunities for driving activation and recharge sales within territory

Achieve Share of Gross & Net Additions (SOGA & SONA) -

  • Ensure full-fledged achievement of Gross Adds [GAD] targets by driving market initiatives in assigned area.
  • Effective management of direct activation teams and monitoring of CP bus activation activities.
  • Know your Customer [KYC] optimization at trade level by ensuring adequate and functional deployment of KYC kits
  • Drive KYC inactivity to nil
  • Other initiatives to increase GAD including new site launch
  • Ensure activation of quality GADs in assigned area
  • Develop and implement activities that will increase SONA in assigned area

Decrement -

  • Implement customer driven activities (product launches, town storms etc) in assigned area
  • Drive voice and data business performance by the implementation of revenue generating activities and initiatives in assigned territory

Channel branding and visibility -

  • Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory
  • Identify visibility opportunities for Airtel brand within the territory
  • Ensure intention to purchase [ITP] increases and gives impetus to customer market share [CMS] and revenue market share [RMS]
  • Effective management of point of sale [POS] stock in the warehouse to avoid damage, wastage, and obsolescence
  • Train market developers [MDs] on POS deployment in line with “look of success”

Distribution Infrastructure -

  • Recruit appropriate number of Retailers - Retail Selling Outlets [RSOs], SIM Selling Outlets [SSOs], Electronic Recharge Cards Outlets [ERCOs] in line with scientific distribution requirements
  • Migrate all other retailers to become one stop shop RSOs and SSOs
  • Maintain the ratio of RSO(5): SSO(1) in line with scientific distribution
  • Maintain KYC infra ratio of 1kit: 3SSOs
  • Identify and recruit suitable sub- CPs in the territory for effective product re-distribution

BTS Management -

  • Ensure constant cash low site [CLS] elimination
  • Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS locations
  • New site launch plan and distribution preparedness
  • Effectively drive and manage target driven initiatives and project

Industry Awareness/Competition Intelligence -

  • Effectively report competitive activities within assigned territory and implement adequate counter initiatives
  • Track on-going initiatives in the market
  • Immediately address or escalate any unusual competitor activity and sale support that may be a threat to the performance of the business

Relevant Skill and Experience

  • B.Sc/HND in any discipline
  • Proof of NYSC completion
  • Computer Literacy
  • Numeric Ability
  • Excellent Interpersonal skills
  • Customer Service Orientation
  • No prior work experience required

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