AVP-Head of FTTH Indirect Channels

Role Purpose

The role is responsible for driving FTTH subscriber and revenue growth through non-direct sales channels beyond direct Door to Door. Role includes mainly handling Telesales, Mitra and other channels development. The position focuses on designing and executing channel strategies, onboarding and enabling partners and ensuring operational excellence across all non-direct sales channel. The role requires strong collaboration with internal teams and external partners to deliver scalable acquisition models, improved conversion, partner productivity while maintaining compliance standards & optimize cost per acquisition. The role works closely with Service delivery, Product, Digital, Network and Customer Experience teams to unlock incremental demand and faster Sales. Success in this role will be measured by channel contribution to FTTH base growth, revenue growth while maintaining product mix and ARPU.

Key Responsibilities

Channel Strategy & Planning

• Develop the FTTH Non-direct channel strategy (Telesales, Mitra and other) aligned with growth targets, product mix and ARPU objectives.
• Build scalable acquisition models per channel to maximize conversions, Net Adds and Partner productivity.
• Base growth with clear quarterly and monthly targets at national, regional, and partner levels.
• Identify, evaluate and onboard high-potential Mitra partners, ensuring capability, compliance and coverage in priority clusters.
• Drive enablement programs (sales kits, digital tools, training, certification) to rapidly ramp partner productivity.
• Optimize telesales operating model (Digital Leads Planning, Tools, AE Productivity, Product Mix, Incentives).
• Improve conversion rates by end-to-end tracking from lead to installation.

Cross-Functional Collaboration

• Work closely with Service Delivery to secure faster installations.
• Partner with Product to shape bundles, pricing, and promos suited to non-direct channels and local market dynamics.
• Align with Digital on lead sourcing, CRM workflows, telesales tooling.
• Collaborate with Customer Experience & CVM to tighten NPS pre- and post-install, reduce early churn.

Performance Management & Compliance

• Build channel scorecards: daily/weekly dashboards on leads, conversion, installs, activations, ARPU mix etc.
• Measure ROI and partner productivity and take corrective actions, manage partner incentive schemes to drive volume, quality, mix, ARPU, low-churn etc.
• Enforce sales compliance, ethical selling standards across all partners and telesales operations. remediate issues promptly with corrective action plans
• Ensure contractual adherence (SLAs, payouts, brand guidelines) and manage disputes/resolution.
• Develop structured training for telesales agents and Partner staff. Provide sales kits, playbooks, pitch scripts and objection handling
• Maintain regular communication cadence: performance reviews, best-practice sharing
• Run continuous improvement initiatives (process simplification, automation, digital tools adoption).

Key Skills & Capabilities

• 5-8 years of experience in channel sales, telesales operations, digital lead management and FTTH business dynamics.
• Strong understanding of FTTH acquisition and channel mix optimization
• Proven experience managing large partners and their networks
• Deep knowledge of telesales, lead management and conversion optimization
• Strategic thinking combined with hands-on execution capability
• Partner management, negotiation, Data-driven mindset with ability to use analytics for performance management
• Cross-functional leadership and stakeholder management
• Strong governance, compliance and process orientation
• Ability to scale operations rapidly in high-growth environments