Group Head - Traditional Channel (Telco)

About the Company

Our client is a leading telecommunications company with a strong presence across mobile, broadband, and digital services. With a nationwide footprint and a large subscriber base, the company continues to strengthen its commercial capabilities by optimizing traditional trade channels to drive mass-market reach, subscriber growth, and sustainable revenue across urban and rural markets.

Role Overview

The Group Head – Traditional Channel is responsible for leading the end-to-end traditional channel strategy for the telco business, covering general trade outlets, independent retailers, distributors, and sub-distributors. This role drives subscriber acquisition, recharge and usage growth, and channel productivity through extensive distribution networks while ensuring strong execution, coverage expansion, and alignment with overall commercial objectives.

Job Description

• Define and execute the traditional channel strategy for telco products, including SIM cards, prepaid/postpaid services, recharge products, and broadband offerings.
• Drive subscriber acquisition, usage growth, and revenue performance across traditional trade outlets nationwide.
• Manage and optimize distributor, sub-distributor, and retailer networks to ensure effective coverage and availability.
• Oversee channel planning, sales targets, forecasting, and performance monitoring across regions.
• Ensure strong field execution, including visibility, pricing compliance, promotions, and activation programs.
• Collaborate with Marketing, Product, Distribution, and Sales Operations teams to ensure effective go-to-market execution.
• Analyze channel performance, regional trends, and outlet productivity to identify growth and optimization opportunities.
• Lead, coach, and develop regional and field sales teams to build a high-performing traditional channel organization.
• Ensure governance, compliance, and consistent execution standards across all traditional channel operations.

Requirements

• Bachelors degree (S1) in Business, Management, Marketing, or a related field.
• Minimum 10–15 years of experience in sales or commercial roles, with strong exposure to traditional trade / general trade channel management.
• Proven experience managing large-scale distributor and retailer networks.
• Strong understanding of telco prepaid/postpaid products, recharge mechanics, and mass-market distribution.
• Solid commercial and financial acumen with experience driving revenue growth and channel profitability.
• Strong leadership and people management capabilities across multi-region and field-based teams.
• Excellent negotiation, communication, and stakeholder management skills.
• Data-driven mindset with the ability to analyze sales performance, coverage, and outlet productivity.