Sl.

No: 1

CIA No:1

Subject: Sales and Distribution Management

Submitted By

Name:

Gnanadeep Kodavali
Kawal Kaur
Antrang Jain
Venik Chamling Rai
Jashwanth Sai Reddy A

Section: CM2

USN:

22MBAR0557
22MBAR0905
22MBAR0900
22MBAR0833
22MBAR0968

Semester: 3
Submitted to:

Dr. Saurabh Srivastava

Associate Professor,
Marketing Area
CMS Business School

No.17, Seshadri Road, Gandhi Nagar, Bengaluru,

Karnataka 560009 Phone: 08046840400
2023

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 ORGANISATION: JIO FIBER

1. Key Result Areas of Area Manager in JIO Fiber:

Key Result Areas (KRAs) for an Area Manager at Jio Fiber would typically revolve
around achieving the company's business objectives and ensuring the smooth operation
of the fiber broadband services in their designated area. These KRAs may include:

1. Customer Acquisition and Retention:

- Achieving sales targets for new connections and upgrades.

- Implementing strategies to retain existing customers and reduce churn.

2. Network Expansion and Maintenance:

- Ensuring network infrastructure is well-maintained and operational.

- Planning and executing network expansion to cover more areas.

3. Team Management:

- Leading and motivating a team of sales executives, technicians, and customer

service representatives.
- Setting performance targets and monitoring team performance.

4. Customer Satisfaction:

- Monitoring customer feedback and addressing complaints.

- Implementing measures to improve overall customer satisfaction.

5. Revenue Generation:

- Meeting revenue targets for the assigned area.

- Identifying upsell and cross-sell opportunities to increase ARPU (Average Revenue
Per User).

6. Compliance and Quality Assurance:

- Ensuring compliance with regulatory requirements and company policies.

- Maintaining service quality standards and reducing service downtime.

7. Market Research and Analysis:

- Keeping abreast of market trends and competitor activities.

- Providing insights and recommendations for product/service enhancements.

8. Budget Management:
- Managing the budget for the area, including cost control and cost optimization.

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 8. Training and Development:

- Conducting training programs for employees to enhance their skills and knowledge.
- Ensuring that the team is well-equipped to handle customer inquiries and technical
issues.

9. Reporting and Documentation:

- Generating regular reports on key performance metrics.

- Maintaining accurate records of customer interactions, network maintenance, and
financial transactions.

11. Health and Safety Compliance:

- Ensuring that all operations in the area comply with health and safety regulations.
- Implementing safety protocols for technicians and field personnel.

12. Vendor Management:

- Managing relationships with vendors and suppliers for equipment and materials.
- Negotiating contracts and ensuring timely deliveries.

13. Community Engagement:

- Building positive relationships with local communities.

- Addressing community concerns related to service delivery or infrastructure
deployment.

2. Key Areas And Responsibilities of Jio Fiber Area Manager:

The key areas and responsibilities of a Jio Fiber Area Manager typically encompass a
wide range of tasks related to managing and overseeing the operations of Jio Fiber
services in a specific geographical area. These responsibilities may include:

1. Sales and Revenue Generation:

- Meeting and exceeding sales targets for new Jio Fiber connections.
- Developing and implementing strategies to maximize revenue and ARPU (Average
Revenue Per User) within the area.

2. Customer Acquisition and Retention:

- Identifying potential customers and market segments.

- Ensuring effective customer onboarding and addressing customer queries and
concerns.
- Implementing customer retention strategies to minimize churn.

3. Team Management:

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 - Leading and supervising a team of sales executives, customer service
representatives, and field technicians.
- Setting performance targets, conducting performance reviews, and providing
coaching and training as needed.

4. Network Infrastructure Management:

- Ensuring the network infrastructure is well-maintained and operational.

- Overseeing network expansion projects and infrastructure upgrades as necessary.

5. Compliance and Quality Assurance:

- Ensuring compliance with regulatory requirements and company policies.

- Maintaining service quality standards and reducing service downtime through
proactive maintenance and troubleshooting.

6. Market Analysis and Competitive Intelligence:

- Monitoring market trends, customer preferences, and competitor activities.

- Providing insights and recommendations for adapting Jio Fiber services to changing
market dynamics.

7. Budget and Cost Management:

- Managing the budget for the area, including cost control, cost optimization, and
financial reporting.

8. Reporting and Documentation:

- Generating regular reports on key performance indicators (KPIs) and area-specific

metrics.
- Maintaining accurate records of customer interactions, network maintenance, and
financial transactions.

9. Health and Safety Compliance:

- Ensuring that all operations in the area comply with health and safety regulations.
- Implementing safety protocols for technicians and field personnel.

10. Vendor and Supplier Relationships:

- Managing relationships with vendors and suppliers for equipment and materials.
- Negotiating contracts and ensuring timely deliveries.

11. Community Engagement:

- Building positive relationships with local communities.

- Addressing community concerns related to service delivery or infrastructure
deployment.

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12. Marketing and Promotions:

- Collaborating with marketing teams to execute promotional campaigns and

initiatives.
- Localizing marketing efforts to suit the specific needs and preferences of the area's
customer base.

13. Strategic Planning:

- Contributing to the development of area-specific business strategies and objectives.

- Aligning the area's goals with the broader company objectives.

14. Troubleshooting and Issue Resolution:

- Resolving complex customer issues and escalations.

- Coordinating with technical teams to ensure timely issue resolution.

15. Continuous Improvement:

- Identifying areas for process improvement and operational efficiency.

- Implementing best practices and process enhancements.