Expected Key Results 

       Activities (Detailed KPIs) 

1. To add Revenue earning customer net additions – Prepaid and Postpaid in the zone

• To drive the zonal S&D KPIs in the zone through the zonal teams.
• Plan and execute market development input led activities
• to drive quality of gross additions, gain SOGA, leverage new sites deployment.

2. Primaries growth and recharge availability

• To drive primaries through the month ahead of decrement
• Monitor and execute channel performance on primaries through zonal team
• Ensure retail recharge availability index and ensure no trade stock outs

3. Site wise KPIs

• To plan, execute and monitor program on ground with zonal teams for Site Productivity on % utilization, Retail
• Outlet presence as per norms and Revenue per Site as per norms.

4. To deliver Channel Satisfaction Score

• Constantly ensuring healthy ROI of channel partners (Distributors, retailers, resellers).
• Timely disbursement of claims to the market, regular trade servicing, Channel delight activities.

5. Rural Penetration

• Develop localized strategies that would ensure an increase in Airtel’s penetration and dominance of the rural market in the zone.

6. Distribution Width and Depth

• To identify and formulate zonal sales strategies to help drive distribution through input parameters of Retail Outlets presence and expansion, Sim selling outlets penetration, Distributor infra as per norms on DSRs / Stock norms, Scope non-conventional methods to drive Gross and Revenue.

7. People Development

• Continuously motivating the front line by leading from the front and setting examples for them to follow, create effective on ground execution, Market Intelligence, Training and Development, Effective feedback mechanism for individual development needs and to monitor program on the agreed needs of each team member

8. Review Mechanism

• To develop and implement review calendar with team (Weekly, Mid-Month and Monthly) on all Zonal KPIs, track cross functional issues for follow ups and closure, engage in regular and well-structured Channel Review system

9. Trade visibility

• Constantly ensure that the Airtel Brand is visible in the trade and that all retail outlets carry the required branding

10. Zonal Process Compliance

• Ensure that the zonal process interfacing with Customer (Internal & External), Cost Optimization and DOA are adhered to basis the norms through conducting regular audits. Also, to replicate any Best Practice sharing from other zones for quick deployment at your own zone