Channel Manager, Home & Broadband (HBB)

Qualifications

• A first degree or its equivalent in Business Administration, Sales and Marketing or humanities.
  
• An MBA will be an advantage
  

Relevant Experience & Functional / Technical Skills

• 10 - 15 years of varied experience in Sales & Marketing with at least 5 years at management level handling independent businesses units.
  
• 5–8+ years’ experience in telecoms, FMCG, or channel sales environment
  
• Proven experience managing retail channels and field sales teams
  
• Strong understanding of broadband or fixed wireless products (preferred)
  
• Experience working with third-party vendors and installers.
  

Channel Management & Strategy

• Develop and execute the distribution strategy for home and broadband services across Airtel shops outlets, field, and assigned partner channels.
  
• Identify and expand effective acquisition channels to maximize subscriber growth.
  
• Drive channel productivity improvement initiatives aligned to business targets.
  
• Ensure consistent customer experience across all touchpoints.
  

Drive Retail Showroom channel productivity as a sale growth channel

• Oversee performance of all broadband KPIs across Airtel retail shops.
  
• Ensure availability of HBB products, devices, and promotional materials.
  
• Drive showroom footfall conversion into active subscribers.
  
• Implement sales standards, merchandising compliance, and customer engagement practices.
  
• Monitor and optimize showroom KPIs such as:: sales conversion rate and revenue per store
  

Coordination of Installer Organization Sales Acquisition channel.

• Manage and optimize third-party and internal installation teams as a key channel for customer acquisition.
  
• Ensure timely, high-value customer acquisition via installation channel.
  
• Track installer productivity and SLAs (e.g., Number of new customer acquisition from installation channel).
  
• Train installers on product offerings, customer experience standards, and upsell opportunities.
  

Customer Acquisition Drive.

• Lead targeted acquisition campaigns across assigned territories.
  
• Design and implement BTL (Below-the-Line) initiatives including activations, roadshows, and community engagement programs.
  
• Collaborate with marketing to localize campaigns for maximum impact.
  
• Track and optimize cost of acquisition (COA).
  
• Drive door-to-door, cluster sales, and digital-assisted acquisition strategies.
  

Airtel Showroom Developers (ASD) Management

• Recruit, train, and manage Area Showroom Developers/field agents.
  
• Set clear sales targets and productivity benchmarks.
  
• Monitor field performance and ensure consistent pipeline generation.
  
• Provide coaching, motivation, and performance feedback.
  
• Ensure ASD coverage across high-potential residential clusters.
  

Performance Tracking & Reporting

• Own and deliver key KPIs including: gross additions (subscriber acquisition), revenue growth (ARPU improvement), channel productivity, installation SLAs and customer market share metrics
  
• Develop dashboards and reports to track channel performance.