Head – Distribution

Job description

Job Description
Why Airtel Africa?
At Airtel Africa, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you.
We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers.
By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Africa.
Job Purpose

To drive data-led decision-making across Airtel Zambia’s distribution network. The role ensures accurate reporting, insightful performance analysis, effective trade issue resolution, timely commission and frontline settlements and continuous tracking of competitor activities to support market share growth and execution excellence.

Responsibilities

1. Distribution Reporting & Performance Analytics

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Own end-to-end distribution reporting across all channels and territories.
Develop and maintain dashboards, and Key Performance Indicator reports for leadership and field teams.
Provide actionable insights on sales performance, productivity and coverage.
Identify risks and opportunities within the distribution network and recommend corrective actions.
Ensure data accuracy, integrity, and timeliness across all reporting systems.

2. Trade Operations & Issue Resolution

Act as the central point for escalation and resolution of trade-related issues (commissions disputes, settlement queries, stock variances.
Monitor trade compliance and adherence to Airtel policies, procedures, and contractual terms.

3. Commission Management & Frontline Settlement

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Oversee commission validation, and timely payment for all distribution partners and frontline teams.
Ensure transparency, accuracy, and fairness in commission structures and payouts.
Partner with Finance to reconcile commissions, settlements, and accruals.
Analyze commission effectiveness and recommend optimizations to drive desired performance.

4. Decision Support & Strategic Insights

Translate complex data into clear insights for senior management decision-making.
Support sales planning, forecasting, and performance reviews with robust analytics.
Continuously enhance analytical tools, automation, and reporting efficiency.

 5. Team Leadership & Capability Building

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Lead, coach, and develop a high-performing reporting and analytics team.
Build strong analytical capability and a performance-driven culture within the function.
Set clear objectives, performance standards, and development plans for team members.

Qualifications
Bachelor’s degree in business, Economics, Statistics, Finance, or related field (Master’s an advantage).

Relevant Experience:

8–12 years’ experience in sales operations, distribution analytics, or commercial performance management with atleast 2 years at manager level handling independent businesses.
Experience in telecoms, financial services, or FMCG distribution strongly preferred.
Competence in Excel Data Manipulation, reporting, PowerPoint presentations and SQL Data Mining.
Must be a member of the Zambia Institute of Marketing (ZIM) or any other applicable professional body.

Competencies Required for the Post

Business awareness.
Result Orientation.
Great problem-solving skills
Good communications skills.
Good interpersonal skills.
Customer centric.
Sound understanding of Sales systems and Process.
Creative self-starter.
Entrepreneurial skills.
Consumer Knowledge.