Territory Sales Manager - Mass Retail (Indore, Madhya Pradesh)

About Airtel

Founded in 1995, Airtel is dedicated to providing global connectivity and fostering vast opportunities. It serves approximately 96% of the Indian population with infrastructure capable of supporting advanced technologies such as 5G, IoT, IQ, and Airtel Black. The company emphasizes creating meaningful solutions for customers while maintaining ecological balance.

Role Overview

The Territory Sales Manager (TSM) for Mass Retail acts as the frontline business leader for an assigned territory, responsible for driving sales growth and ensuring superior customer service delivery. The position focuses on augmenting market share, revenue, and executing go-to-market strategies by engaging and nurturing partnerships with channel partners to expand Airtel's direct-to-consumer (D2C) mass retail footprint.

Key Responsibilities

• Drive sales revenue by cultivating new and existing channel partnerships and expanding geographic presence within the territory.
• Optimize distribution networks to maximize market penetration and coverage.
• Enhance the distribution ecosystem through increased below-the-line (BTL) marketing activities, effective area coverage, and growing the number of active retail outlets.
• Ensure strong brand visibility via organized merchandising activities to meet tertiary recharge sales and prepaid gross targets.
• Implement processes to improve customer experience, satisfaction, and prompt issue resolution in compliance with company policies.
• Monitor and ensure partner adherence to policy and service level agreements; manage and resolve escalated customer complaints swiftly.
• Manage and grow channel and distributor networks with appropriate incentives and efficient grievance handling mechanisms.
• Train and partner with channel associates on product knowledge, sales skills, and market positioning to strengthen business outcomes.
• Lead relationship management efforts by negotiating favorable agreements and maintaining industry best practices through feedback and reporting.
• Oversee and support the territory sales team, coordinate with Zonal/Area Managers across sales and service functions to facilitate knowledge updates and teamwork.
• Manage service installation and maintenance teams and conduct necessary training to develop team capabilities.
• Build strong interpersonal connections at all organizational levels and collaborate with corporate functions such as marketing, finance, and HR for policy alignment.

Candidate Profile and Requirements

• Possess a full-time graduate degree; MBA/PGDM is advantageous but optional.
• Minimum of two years of sales experience, ideally within Telecom or FMCG sectors.
• Proficient with sales and marketing strategies and techniques.
• Basic competency in MS Office programs including Excel, PowerPoint, Word, and Outlook.

Organizational Reporting & Team Structure

This role reports to the Regional Mass Retail Head (akin to Zonal/Area Manager) and directly supervises 6-7 employees, with an equal number managed indirectly.

Interaction

• Work cross-functionally with internal zonal and area sales managers and field sales executives.
• Maintain effective relations with external partners including urban and rural promoters and channel distributors.

Additional Information

Location: Indore, Madhya Pradesh, India

Employment Type: Full-time, Onsite