Territory Sales Manager D2C

Purpose of the Job

Current wired broadband sizing n India is estimated at 30 Mn, with government PSUs (BSNL & MTNL) serving 13 Mn, the Private players (Airtel/ ACT, Hathaway etc.) serving 7 Mn and another 10 Mn of unreported base, served by smaller LCOs in partnership with MSOs/ ISPs.

This translates to mere 10% household penetration, much lower than average 50% worldwide and 90%+ in Europe & US. In contrast, India has a total base of 167 Mn linear TV customers over DTH/ Cable, clearly demonstrating the huge market for media consumption in India, which are potential for Homes Broadband.

There are estimated 60K Local cable operators, who provide Cable TV services by laying OH coaxial cable (in tie up with MSOs, estimated 6K), with estimated customer base of 10 Mn, in Tier I, II & III towns. We intend to aggressively pursue this opportunity.

The Channel Manager has to drive business through the identified LCO in the defined 2/3 cities.

The person will be reporting to the regional head Broadband Franchise and will drive Gross add and Base growth – he will be required to demonstrate strong execution skills to ensure participation of LCO in daily activities. The person will also manage and foster relationships with LCO.

Key Deliverables

1. Ensure Targeted new acquisition
2. Drive Base recharge with support of CS and LCO
3. Ensure LCO payouts and other support
4. BTL activities in areas of operations
5. LCO on boarding
6. Team handling

Ensure Go to Market ways of working

1. Skills Required

2. Strong Execution Skill.

3. Partner Management

4. Distribution effectiveness

5. Drive productivity

6. Excellent communication skill

7. Go To Market working