Territory Manager - Rural Mass Retail
Role Overview
The role is Territory Sales Manager for the rural mass retail business within the D2C function.
The position is responsible for territory sales, end-to-end customer service, market share, revenue, and go-to-market execution.
The role reports to the Regional Mass Retail Head and directly or indirectly supervises approximately 6 to 7 employees.
Key Skills for This Role
Full Job Posting
Company context
Airtel describes its business as focused on connectivity, technology, customer impact, and broad market reach.
Role overview
The role is Territory Sales Manager for the rural mass retail business within the D2C function.
The position is responsible for territory sales, end-to-end customer service, market share, revenue, and go-to-market execution.
The role reports to the Regional Mass Retail Head and directly or indirectly supervises approximately 6 to 7 employees.
Sales management
- Drive revenue growth through new and existing channel partners.
- Optimize the sales and distribution network to increase market penetration.
- Increase BTL activity, coverage, and transacting outlets.
- Execute merchandising activities to achieve tertiary recharge sales and gross prepaid targets.
Customer experience
- Improve customer experience, customer satisfaction, and issue resolution.
- Ensure channel partners comply with policies and processes and meet customer SLAs.
- Close service-request loops and handle escalated complaints.
Stakeholder management
- Manage and expand channel and distributor networks through incentives and grievance resolution.
- Train partners on product features, sales techniques, and market positioning.
- Manage relationship programs and negotiate mutually beneficial partner agreements.
- Collect feedback and produce regular reports to improve management.
People management
- Lead the territory team and update team knowledge to meet organizational needs.
- Coordinate between mass retail zonal or area sales and service managers.
- Manage the team responsible for installing, servicing, and repairing structures and major components.
- Anchor training for team member development and maintain people connections across the organization.
- Collaborate with marketing, finance, and HR on broader company policy alignment.
Qualifications and experience
- Full-time graduate degree required.
- MBA or PGDM is optional.
- At least 2 years of sales experience required, preferably in telecom or FMCG.
- Proficiency in sales and marketing techniques.
- Basic knowledge of Excel, PowerPoint, Word, and Outlook.
Stakeholders
Internal stakeholders include zonal and area sales managers and field sales executives.
External stakeholders include urban and rural promoters and channel partners.
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