Territory Sales Manager - Mass Retail (MPCG)

About Airtel

Founded in 1995, Airtel is committed to providing global connectivity and enabling limitless opportunities. Serving almost 96% of India’s population, Airtel supports advanced technologies including 5G, IoT, IQ, and Airtel Black, while maintaining an ecological balance.

Work Culture

Airtel fosters a culture of impactful contribution, proactive ownership, and career experimentation. Employees make a meaningful difference on a large scale, take responsibility beyond the norm, challenge conventional practices, and innovate boldly.

Position Summary

The Territory Sales Manager (TSM) for Mass Retail will be responsible for leading sales and comprehensive customer service across the assigned territory. This role aims to expand market share, drive revenue, and implement go-to-market strategies effectively. The role requires building strong relationships with channel partners to enhance the direct-to-consumer mass retail business.

Key Responsibilities

• Increase revenue by engaging new and current channel partners and enhancing market presence.
• Optimize sales and distribution channels to improve market penetration.
• Enhance brand visibility through targeted merchandising and below-the-line marketing activities aimed at boosting recharge sales and prepaid targets.
• Improve customer experience by streamlining processes that ensure customer satisfaction, timely issue resolution, and compliance with service standards.
• Manage channel partners through incentive programs and efficient grievance handling.
• Train partners on products, sales strategies, and market positioning to strengthen the mass retail segment.
• Negotiate beneficial agreements and foster active relationship management with stakeholders.
• Lead and develop the territory team, coordinating across sales and service functions, and conduct training for skill enhancement.
• Collaborate with marketing, finance, and HR departments to align with company-wide policies and initiatives.

Requirements

• Minimum full-time graduate degree; MBA or PGDM is advantageous but optional.
• At least 2 years of sales experience, preferably in Telecom or FMCG sectors.
• Proficient in sales and marketing strategies.
• Basic computer skills including MS Office applications such as Excel, PowerPoint, Word, and Outlook.

Organizational Structure & Reporting

This position reports to the Regional Mass Retail Head (Zonal or Area Manager level). The manager will directly oversee a team of approximately 6 to 7 members, and indirectly manage a similar number.

Stakeholder Interactions

• Internal: Zonal and Area Sales Managers, Field Sales Executives.
• External: Urban and Rural Promoters, Channel Partners.