AREAS OF RESPONSIBILITY

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 AREA

KEY ACTIVITIES

KEY METRICS

1

Executing Distribution sales strategy

• Provide inputs to Regional Head on various distributors, market intelligence and competitor activity in the area, for creation of the Distribution sales strategy
• Review the allocated revenue for the area and reach targets for the year and contracts which are up for renewal this year in the area, and provide inputs to the Regional head in cascading targets to the team below
• Draft action plans to ensure achievement of the revenue budget in the area and ensure execution of the same
• Review the achievement of targets of the team frequently and provide support/ guidance when required to ensure achievement of objectives

• Alignment of plan with Distribution sales strategy

2

Driving sales revenues & ensuring reach of the network

• Identify scope of revenue growth in the area by reviewing existing deals with MSOs and LCOs; review market intelligence report for each of them; identify the actual subscribers  of each distributor to ensure deals which are favorable for the organization
• Track collections from the region and take appropriate action steps to ensure collections as per organization and contractual norms
• Monitor the contractual norms and take appropriate steps in case of any breach of contract by the operator
• Reach out to LCOs and MSOs in the region frequently, understand their business dynamics and issues and build relationship with them
• Leverage relationships with MSO’s and LCO’s in the area and utilize it to draw favorable deals for the organization in terms of cost and reach
• Review the reach of individual channels in the area, and closely work with the Channel Research team to identify gaps; strike deals with LCO’s and MSO’s to ensure proper placement of channel within the budgeted costs
• Manage distributors in the area and ensure high level of performance in the circle

• Revenue achieved vs. target
• Consumer reach
• % growth in revenue
• Collections
• Carriage and placement fee

3

Managing team performance

• Track team performance at an overall and individual level and team level and provide support/ guidance wherever required to ensure achievement of yearly plans
• Manage effective resource allocation in the area, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions

• Team engagement score
• Attrition