GM -Circle Modern Trade & SPO

Role 

D2C & SCM Lead 

Job Level/ Designation

M3 

Function / Department 

Sales & Distribution 

Location 

Delhi

Job Purpose 

The Lead – D2C& SCM is responsible for leading the control channel to achieve customer acquisition and revenue targets for Vi in the assigned circle and for sales capability management. This role bridges the gap between strategy and execution by driving sales capability, automating sales processes, and managing promoter productivity through high-impact training and trade marketing initiatives. 

Key Result 
Areas/Accountabilities 

1. Strategic Channel Management
   Strategy & Execution: Formulate and implement the Circle promoter channel strategy to drive leadership in gross adds, net adds, and revenue.
   Strategic Alliances: Identify and set up new partnership models and strategic alliances to expand brand presence across top smartphone outlets. 
2. Operational Governance: Oversee end-to-end promoter channel operations, including cost control (COCA), stock availability, and service level compliance. 
3. Sales Capability & Workforce Excellence 
   Capability Building: Lead onboarding and frontline training programs to build a future-ready sales force. 
   Sales resource Management: Onboarding training for frontline, focus on deployment, governance, and reducing attrition, SIP payouts & utilization, Reward & Recognition (R&R) programs and manage agencies. 
   Productivity Optimization: Work with Sales Managers to drive sales team productivity through tailored incentive management and trade-combat programs. 
4. Sales Transformation & Automation 
   Systems & UAT: Lead User Acceptance Testing (UAT) for sales automation tools. Act as the bridge between the circle and tech teams for requirement gathering and digitalization of sales processes. 
5. Trade Marketing: Execute shopper activation and AVI (Active Video Integration) strategies to enhance the "sell-out" focus at the retail level. 
6. Compliance & Audit: Conduct market audits to ensure HSW (Health, Safety, and Wellbeing) compliance and monitor Retailer NPS/T-SAT analytics. 

Core Competencies, 

Knowledge, Experience

Experience: 8–10 years in managing organized retail distribution and sales transformation within fast-paced industries (Telecom/FMCG/Handsets).
Thought Leadership & drive to execute: Proven ability to lead change and influence stakeholders across a matrix hierarchy. 
Analytical Rigor: Strong skills in workforce planning, retail analytics, and budget management (Acquisition costs). 
Agility: High learning curiosity with a "getting results" mindset under high-pressure environments. 

Must have technical / professional qualifications 

Must have technical / professional qualifications: 
Desired: Graduate & MBA, Specialized certification in Sales Training or Sales Transformation.