Regional Business Head

A. PROFILE

Role Title: Regional Business Head
Reporting to: Head of Sales & Distribution
Division: Sales & Distribution
Department / Section: Sales & Distribution 

B. CONTEXT

Purpose: Manage operations of the regional business overseeing regional mass market sales & distribution, and mobile money business. Provide strategic direction and thought leadership focusing on site level profitability, increase in CMS,

Champion the need of consumers specific to his/her region. Work closely with the support office teams BUs such as Networks, finance, marketing & Customer Service. Meet the needs of the regional consumer market and deliver the Revenue and Profit targets, Customer Satisfaction levels, and acquisition and retention targets as defined by the company.

Capability build up of team members, train and coach sales team with respect to required capability with the help of on the job and class room training.

Context: This Department will be responsible for executing and implementing consumer business strategy and building brand affinity and connect in order to achieve growth in customer market share and revenue market share; through focus on the various business and distribution channels and customer experience. It will develop and execute the companys digital and Sales strategy covering the consumer segment, improving user engagement and value through consumer understanding, product innovation, integrated marketing & communications.

The Regional Business leader will take full responsibility in his/her region for ensuring that all activities are geared towards fulfilling the needs of all U9 customers across all segments, maintaining market share, protecting revenues and achieving the profit, customer experience, and staff satisfaction targets committed to in the annual business plan.

This position is only open for Myanmar Nationals.

C. ROLE ACCOUNTABILITIES

• The Regional Business Head is responsible for Revenue, increasing customer market share, development and implementation of an effective sales/distribution strategy and execution processes for the region to achieve company targets
• Ensure effective and Impactful Visibility, communication and Trade engagement
• Ensuring availability of stocks and site, village and dealer level.
• Expansion of Distribution: Appointing Distributors at strategic locations, appointing new dealers at site level
• Lead cross functional teams in sales, marketing, and customer services to work closely in the region. Work closely with network engineering team to ensure best customer experience
• Building and Coaching the Sales Team members with an objective of career progression and succession Planning
• Development of Strategy & Plan for Region (Close coordination amongst Sales & Distribution, Marketing, Customer Experience, Network) in line with Company objectives
• Execution of Sales & Distribution covering mass market, Mobile Money & plans to achieve the market share, defined revenue targets which is (Primary > Tertiary as per companies norms) in line with Annual Operating Plan
• Ensuring Compliance to Sales & Distribution, Mobile Money,
• Developing Sales team (via training) or acquiring (via recruitment) of identified skill set to meet planned business objectives.
• Building and Coaching the Team members with an objective of career progression and succession Planning
• Performance tracking and appraisal of team as per defined process

D. KEY PERFORMANCE INDICATORS

• Distribution Service as per norms, distribution expansion, Channel (DTR) management.
• Consumer Market Share.
• Primary > Tertiary as defined by company.
• Customer retention, acquisition/ gross adds, cost of acquisition, cost of Sales & service
• Site wise profitability
  Digital Recharges as per required norms.

E. WORKING RELATIONSHIPS & DECISION MAKING

Interacts with:
Internal: President, CEO, CXOs and Cross functional and mainly with S&D support office, marketing, customer experience, and network

External: Business partners; Distributors, Dealers, Business partners, Government Official in the regions

Decision Making

• Overall responsibility for the development and execution of Regional Business associated business plans.
• Final decision making authority in the HOW part of achieving the annual targets defined by the management.

F. EXPERIENCE AND QUALIFICATIONS

Minimum Experience & Essential Knowledge

• International Sales & Marketing Professional
• Minimum 10 years of Asian telecom experience
• Experience in the P&L accountability portfolio is a must
• Good communication and writing skills
• Managed large business teams with business revenues of minimum $ 100 m annually

Minimum Entry Qualifications

• Minimum a degree holder in marketing, economics, business administration, preferably Master or MBA equivalent
• Preferred post graduate in marketing management