Channel Sales Manager

Role profile 

Role title: Channel Sales Manager

Function: Enterprise 

Band: 

Job Family: Sales 

Business Area: Enterprise Business 

Reports to: Zonal Head and functional reporting to Circle 

SME Head 

Location : Delhi  

Role purpose:  

To manage and drive the market share in order to attain market leadership in territory allocated within the SME 

segment, through growth, in terms of subscriber base , revenues, market share, whilst complying with agreed 

budget , timescales and agreed policy guidelines as also with all regulatory norms 

Key accountabilities and decision ownership: 

Strategic 

• Plan implementation of sales strategies to grow 

subscriber base, better penetration and enhance 

competitive position 

• Channel engagement & development strategies 

to drive loyalty and retention  

Operational 

• Responsible for subscriber growth in SME 

business for the territory allocated 

• Increase the subscriber base through acquisition 

in new accounts, as well as a deeper penetration 

in existing accounts within the allocated 

accounts 

• Account planning & drive sales of voice and data 

products through the channel partner teams 

• Set goals and targets for the acquisition & 

retention and monitor the performance of the 

team 

Development 

• Channel Development & motivation 

• Training and coaching of team

HSW Compliance 

• Ensure that the HSW norms are adhered to 

Core competencies, knowledge and experience: 

Critical Success Factors 

• Continuous Learning & Empowering Talent 

• Building Team Commitment 

• Leads Decision Making & Delivering Results 

• Builds Strategic Relationships & Organizational 

Agility. 

• Analytical Thinking 

Threshold Functional Competencies 

• Strong Implementation skills 

• Strong Commercial Skills 

• Knowledge on Telecom technologies & 

solutions 

• A strong implementation mind set. 

Differentiating Functional Competencies 

• Should be comfortable with change and 

ambiguity given the dynamic business 

environment 

• Ability to communicate at multiple levels with 

both customers and colleagues 

Experience 

• 4- 6 years plus of which at least 2-3 year should 

be in a managerial positions managing channel 

sales teams.  

Must have technical / professional qualifications:

• Essential : MBA 

• Desired :  MBA from reputed institute 

Key performance indicators  

• Subscriber acquisition numbers and subscriber 

base growth. 

• Market-share growth 

• Customer satisfaction 

• Drive quality of subscriber acquisition.