AVP-Devices

Reports to: EVP-Head of National Sales & Distribution

Job Summary

Senior Device Partnership & Commercialization is responsible for driving device-led commercial growth by identifying, developing, and managing strategic partnerships with device manufacturers and distributors. The role focuses on increasing customer penetration in device ownership, including second-device adoption and replacement, by enabling compelling device propositions across sales channels. This role also covers development of IOH system compatibility to all devices used by our customer/consumers in the market. This role will make sure IOH winning proposition through devices used.

This role acts as a subject matter expert in the device ecosystem—combining deep understanding of device industry trends, product specifications, and customer needs to recommend the right device portfolio, pricing approach, and bundling strategies. The role is accountable for shaping device roadmaps, evaluating device capabilities and translating technical features into clear commercial value propositions that can be effectively sold in walking stores and other distribution channels.

The role works cross-functionally with commercial, sales, supply chain, and marketing teams to ensure seamless execution of device programs—from partnership alignment and device selection to logistics readiness and in-store availability. It also supports sales teams by defining how devices should be positioned and sold to maximize conversion and customer value.

Ultimately, this role plays a key part in unlocking incremental revenue through device bundling, strengthening partner ecosystems, and enhancing overall customer experience without direct team management responsibility.

Key Responsibilities

• Partnership Development & Management
  
  

Identify, evaluate, and establish strategic partnerships with device manufacturers, devices outlets and distributors. Negotiate commercial terms and align joint business plans. Strong and sustainable device partner ecosystem

Deliverables: # of active strategic partnerships; partnership revenue contribution (%); commercial deal margin / profitability

• Device Portfolio Strategy & Roadmap
  
  

Define device portfolio (smartphones, routers, FWA devices, etc.) aligned with target segments and business strategy. Build short- and long-term device roadmap.

Deliverables: Device portfolio hit rate (sell-through %); time-to-market for new devices; portfolio contribution to total sales (%)

• Commercialization & Bundling Strategy
  
  

Design device + service bundling strategies (e.g., FTTH, FWA, mobile bundles). Define pricing, subsidy, and promotion schemes.

Deliverables: Device attach rate (%); bundle penetration (%); incremental revenue from bundles

• Device Capability & Value Proposition
  
  

Analyze device specifications and translate them into clear, customer-centric selling points. Ensure alignment with network/service advantages. Strong and differentiated value proposition

Deliverables: Conversion rate in stores (%); sales effectiveness (device sell-out per store); customer uptake of targeted devices

• Channel Enablement & Sales Support
  
  

Equip sales channels (walking stores, frontline teams) with the right positioning, training materials, and selling guidelines. Improved frontline sales capability and execution

Deliverables: Sales productivity per store; mystery shopping/sales quality score; training effectiveness score

• Supply Chain & Logistics Alignment
  
  

Collaborate with supply chain teams to ensure device availability, demand planning, and distribution readiness.

Deliverables: Stock availability rate (%); inventory turnover days; stock-out/overstock incidents

• Cross-functional Program Execution
  
  

Coordinate across commercial, marketing, sales, and operations teams to execute device programs end-to-end. Seamless and timely execution of device initiatives

Deliverables: On-time program launch (%); execution quality score; cross-function project SLA adherence

• Performance Tracking & Optimization
  
  

Monitor device sales performance, customer behavior, and market trends. Continuously refine strategy and partnerships. Continuous performance improvement and growth

Deliverables: Device GMV / revenue growth (%); sell-through vs forecast accuracy; ROI of device programs

Job Qualification

• Bachelor’s degree in Business, Engineering, Telecommunications, or related field MBA or Master’s degree is an advantage
• Experience 7-10+ years of relevant experience
• Proven track record in device industry, telco, or consumer electronics commercial roles
• Experience in device partnership management, portfolio strategy, and go-to-market execution
• Hands-on exposure to device lifecycle management (selection, pricing, launch, sell-out)
• Experience in bundling devices with services and working with cross-functional teams
  
  

Technical Skills

• Strong understanding of device ecosystem, specifications, and technology trends
• Expertise in commercial strategy, pricing, and bundling models
• Ability to translate technical device features into customer value propositions
• Strong data analysis and performance tracking capability
• Good understanding of sales channels and basic supply chain/logistics for devices