Why Airtel Malawi plc?

At Airtel Malawi, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you.

We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers.

By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Malawi.

Airtel Malawi is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

JOB PURPOSE

Managing territory retail sales and distribution activities including management and supervision of distributors, channel partners, subscriber acquisition, retention, dealer relations, and related financial performance in order to achieve revenue, quality gross additions and market share growth targets. Also to monitor territory sales and distribution performance in relation to business goals

POSITION LOCATIONS

Mangochi and Mzuzu (2)

KEY RESPONSIBILITIES

1. Business Performance

Achieving subscriber volumes, retail revenue and market share objectives as per territory Business Plan.

Managing retail sales budgets to ensure budget achievement

2. Business Plan Execution

Execution of annual territorial retail and distribution Business Plans, Revenue growth

Attainment of territory Sales targets for the three business lines – Voice, Data and Airtel Money.

Attainment of territory EVD sales contribution targets

3. Subscriber, Retailer and Agents Acquisition

Quality Gross Additions Acquisitions for the territory.

Recruitment of Voice, AM and Data retailers and/or agents within responsible territory.

Executing door to door retailer and Franchisee management in the territory

4.Distribution and Serviceability

Product availability and service delivery in the territory

Development, roll out and management of distributor network, Wholesalers and Strategic Supply Depots (SSDs).

5. New Channel Development

Identification and development of new trade channels

Branding opportunities and development

6. Trade Development

Enhancing brand visibility in the responsible zone

POS roll out in trade based on set standards and trade marketing guidelines

Trade and consumer promotion execution

7.Training and Development

On the job coaching of distributor sales men(DSRs),SSOs, ISPs & Brand Ambassadors

Reporting

8. Reporting

Preparation of timely and accurate management reports to reflect the performance of the sales zone in line with company objectives and set operational benchmarks on both team and individual targets.

9. Market Intelligence

Providing regular market intelligence and competitor developments to the management

Be able to adopt and adapt to changing environment and priorities in accordance with company objectives.

Visibility

Ensuring that all outlets are visible and merchandised to standard as laid out in the Route to market specification

10. Customer Appreciation

Maintaining dealer relations and Implement customer appreciation programs in line with programs laid out in the annual plan

11. Reporting

Preparation of timely and accurate management reports to reflect the performance of the sales zone in line with company objectives and set operational benchmarks on both team and individual targets.

12. Market Intelligence

Providing regular market intelligence and competitor developments to the management

Be able to adopt and adapt to changing environment and priorities in accordance with company objectives.

JOB REQUIREMENT / QUALIFICATION

3 – 5 years sales and distribution experience within FMCGs dealing with multiple channels.

Bachelor’s Degree preferably in Sales, Marketing or Related Business Field from a reputable institution

REQUIRED SKILLS

Mobile telephony knowledge and clear understanding of the dynamics of the telecommunication industry

People management skills

Communication skills

GENERAL COMPETENCIES

Building Value Based Relationships

Leveraging and Respecting Others

Problem Analysis / Problem Solving

Results focused

Sustaining operational excellence

Integrity

ANALYTICAL SKILLS

Priority setting within the framework of responsibilities

Rapid execution of decisions through internal management process

Planner and executer

• Achieving subscriber volumes, retail revenue and market share objectives as per territory Business Plan.
• Managing retail sales budgets to ensure budget achievement
• Execution of annual territorial retail and distribution Business Plans, Revenue growth
• Attainment of territory Sales targets for the three business lines – Voice, Data and Airtel Money.
• Attainment of territory EVD sales contribution targets
• Quality Gross Additions Acquisitions for the territory.
• Recruitment of Voice, AM and Data retailers and/or agents within responsible territory.
• Executing door to door retailer and Franchisee management in the territory
• Product availability and service delivery in the territory
• Development, roll out and management of distributor network, Wholesalers and Strategic Supply Depots (SSDs).
• Identification and development of new trade channels
• Branding opportunities and development
• Enhancing brand visibility in the responsible zone
• POS roll out in trade based on set standards and trade marketing guidelines
• Trade and consumer promotion execution
• On the job coaching of distributor sales men(DSRs),SSOs, ISPs & Brand Ambassadors
• Preparation of timely and accurate management reports to reflect the performance of the sales zone in line with company objectives and set operational benchmarks on both team and individual targets.
• Providing regular market intelligence and competitor developments to the management
• Be able to adopt and adapt to changing environment and priorities in accordance with company objectives.
• Ensuring that all outlets are visible and merchandised to standard as laid out in the Route to market specification
• Maintaining dealer relations and Implement customer appreciation programs in line with programs laid out in the annual plan

• Mobile telephony knowledge and clear understanding of the dynamics of the telecommunication industry
• People management skills
• Communication skills
• Building Value Based Relationships
• Leveraging and Respecting Others
• Problem Analysis / Problem Solving
• Results focused
• Sustaining operational excellence
• Integrity
• Priority setting within the framework of responsibilities
• Rapid execution of decisions through internal management process
• Planner and executer

• 3 – 5 years sales and distribution experience within FMCGs dealing with multiple channels.
• Bachelor’s Degree preferably in Sales, Marketing or Related Business Field from a reputable institution