RTM Project Work

For further details : conctact Hariharan, 9840933607, hariharan@sarvasreshta.com

1 Roles and Responsibilities

Roles and Responsibilities Key Result Areas

Develop territory for current and future business Ensure consistent targets) performance (meet and exceed

Develop strong and able distributors Develop efficient and capable DSRs

Contd.
2 Roles and Responsibilities

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Key Result Areas

Ensure reach, availability and visibility of Airtel products Ensure timely and accurate information dissemination on Products, Policies, Promotions & Competition to FSEs Ensure profitable relations with customers, distributors and retailers

Ensure timely & accurate reporting

urther details : conctact

3 Roles and Responsibilities

Distributors Expectations from RTM

Works jointly in the following areas: Ensures Profits Ensures ROI Analyses market Develops territory

Contd.
4 Roles and Responsibilities

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Distributors Expectations from RTM

Introduces systems and ensures process compliance for business maximization Manages DSRs Reviews DSRs Treats distributors respect with fairness and

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5 Roles and Responsibilities

DSRs Expectations from RTM

Sets targets Enables target achievement through capability building

Coaches FSE on a structured selling approach

Handles and resolves conflicts within FSEs

Helps establish bonds with retailers

Is approachable and shares information
6 Roles and Responsibilities

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Superiors Expectations from RTM

Develops territory Develops efficient and capable taskforce Ensures good market share & market input Ensures consistency in performance

Ensures accurate and timely reporting

Ensures reach, availability and visibility of Airtel products
7 Roles and Responsibilities

urther details : conctact

Roles & Responsibilities: Territory

Developing Territory

Ensuring Market share growth

Managing Channel

Analyzing market and competitive situation

Supporting City Distribution and City Lead in planning

Acting as voice of customer and voice of channel within company

Contd.
8 Roles and Responsibilities

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Roles & Responsibilities: Enabling

Developing FSE capability through:

On-the-job Coaching One-on-One Coaching and Observations-Sharing Weekly Review Meetings Contd.
9 Roles and Responsibilities

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Roles & Responsibilities: Channel

Appointing and pruning additional outlets and Distributors Ensuring adequate stocks with Distributor Selling to and collecting from Distributor Ensuring Distributor meets financial goals and procures sustainable ROI Ensuring timely and quality reporting by Distribution team
10 Roles and Responsibilities

urther details : conctact

RTM Project work

Understand geography area TN or Kerala Prepare yourself on the details district wise, town wise, potential territory wise population / telecom competitors, Teledensity, issues faced by this industry and their business opportunities. Basic knowledge about Telecom Industry Terminologies used DSL, PSTN, ISDN, VoIP, Data, Leased Lines, Centrex, BTS, Switch, Modem, Signaling (Analog and Digital),PRI/BRI understanding about the abbreviations / use /purpose / technology etc. In detail. Market Coverage (telecom products) Identify one market / Territory , understand the operators, products, stocking, business volume, revenue, issues faced by them etc.. (team should not be more two members.) . Each team will go to diff. Market.

urther details : conctact

11 Roles and Responsibilities