ODU & IDU Sales Planning & Program

Sales plan & target cascade

Build the national ODU and IDU sales plan (GA, acquisition revenue, sell-in) and cascade monthly targets to Circle, branch and cluster, weighted by 5G coverage, install capacity and device stock.

Incentive & KPI design

Model and govern the sales incentive schemes for managers (GA 60%, M0 revenue 20%, % productive AE 20%, 5G booster) and the TL/AE frontline slabs; keep internal KPIs and partner SLAs (MPX, SDP) pointing the same way, including caps.

Sales device custody (fraud control)

Control the 5G devices, especially IDU, that AEs, TLs and sales partners draw from managed service partner storage to sell. Set stock limits per AE and channel; require IMEI/serial scan at hand-over, sale and return; run daily issue–sell–return reconciliation with the storage partner; age unsold stock; trigger clawback and agency action on missing devices.

Dismantle & device recovery support

Set the process for sales to help arrange dismantle and recovery. The managed service team leads it, but customers often contact the AE or TL who sold to them. When that happens, sales logs the request in iSales and books the dismantle or pickup slot with the managed service partner. When the partner cannot reach a customer, sales helps make contact. Set the SLA and the incentive or penalty that makes this happen.

Sales programmes

Run the national programme calendar: contests, push programmes, 5G drives, seasonal pushes, early-bird sell-in. Measure each and stop what does not pay back.

Pacing & performance review

Run the weekly national sales review: MTD vs LMTD, run-rate to month end, gap to target and corrective action by Circle.

Market & cluster readiness

Run the readiness check before a new city or cluster opens for selling: coverage, device stock, storage, installer capacity, sales force, channel.

Channel view & tooling

Keep one national view of performance across direct (AE, TL) channel. Specify planning, stock and recovery tracking needs in iSales through the Business & IT interface role.

Team leadership

Lead FWA Commercial Analytics; set the analytics agenda behind planning, pacing and device reconciliation.

Qualifications

• Bachelor's degree in business, economics, engineering or statistics.
• Five to eight years in sales planning, sales operations or commercial planning, ideally in telco or FMCG with a large field sales force.
• Built and cascaded targets across regions and designed incentive schemes, including payout cost and cap structure.
• Strong in Excel modelling and Power BI (or similar); comfortable with run-rate forecasting.
• Willing to tell a Circle its plan does not add up, with the numbers to back it.