Mission Statement for the Role:

To lead a region composed of 4 to 5 territories and drive key metrics of channel expansion,sales efficiency and people productivity for the territory field sales teams to achieve growth in customer acquisiition as per the given targets

Overall Responsibility:

Development of regional sales & distribution tactics, building a high performance sales team in the newly assigned territories and implementing go to market strategies that will ensure optimal sustainable sales growth in the most efficient and productive way as per the assigned targets.

Financial:

Take measures and drive cost efficiencies throughout the customer acquisition process as directed by the company. Ensure productivity per sales resource as per the commercial objectives of the company

People:

Direct reportees -Approximately 4 to 5 Territory Sales managers. Indirect: 30-40 Field sales reps /trainees

Location: Western Region: Kisumu, Eldoret & Nakuru.

Key SMART Results for A-Player Success:

• Hire a team of Territory Sales Managers and Field Sales Trainees and adhere to the hiring processes laid out by the company to meet the revenue objectives in the region – By end of Q3 2024
• Coach, train and mentor Territory Sales Managers and the overall team of Field Sales Trainees to elevate them to Field Sales Representatives – By end of Q3 2024
• Mentor, lead and coach the performance management efforts of regional field sales teams by conducting weekly, monthly and quarterly performance reviews as well as analyzing the training developmental needs in order to increase customer conversion rates – By end of Q3 2024
• Drive 100% compliance to channel specific sales processes by overseeing the activities and performance of Field Sales teams within assigned region – By the end of Q3 2024
• Take ownership of the lead management process within the assigned sales territories and employ techniques that will ensure proper tracking of sales funnel for optimal conversion rates -Continuous
• Drive implementation of best practice in the region pertaining to efficient route planning, market coverage, adherence to sales processes and route completion to enhance efficiency & effectiveness in trade execution-Continuous
• Accurate, timely and comprehensive sales performance reports of all the regional field sales activities including sales funnels, installations, failed surveys, network gaps, sales forecast per network and performance per team -Continuous
• Take charge of regional trade marketing costs including cycle activities impact vs results and drive efficient utilization of fliers, giveaways and point of sale material in the region to ensure cost of sale is as per the company goals – By the end of Q3 2024
• Take ownership of the indirect channels through crafting strategies that will ensure consistent recruitment, training of the sales agency teams within region in order to achieve active rate of 80% of recruited agents – Continuous
• Drive optimal tower utilization for existing distribution points within the assigned region through implementation of targeted market specific sales initiatives for increased customer acquisition within each neighborhood – By end of Q2 2024

Level of Management Experience required (Mandatory & Nice to Have)

Experience leading a regional sales team across 4-5 counties, overseeing a direct team of 7 managers and an indirect team of 40 or more sales representatives in a B2C business model is required.

Department stage of development where this role sits : Scaling

Requirements

Key Competencies Criticality (H, M, L)

• Ability to manage people dynamics in a high pressure operation and lead to achieve the best performance possible from the team-  H
• Ability to develop and implement new sales structures, build high performing teams while implementing management routines geared for sales growth- H
• History of managing exceptional high performing field sales teams and demonstrable experience in growing and developing them – H
• History in managing customer relationship activities including statistical reports, sales performance reports (weekly and monthly), and data essential to maintain KPI measurements to track territory Sales team performance –  H
• Have exceptional interpersonal skills capable of influencing and delivering results in a highly cross-functional role, plus excellent communication skills both written and verbal – M
• Build peer support and strong internal-company relationships with other key departments – M
• Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless – H

Mandatory Criteria if any with no exceptions to hire

• Owned a sales number target, for a multi level (management and teams) team.
• Must have multi level management experience with experience in managing over 7 people at mid managerial level.
• Coordinated target setting, monitoring and performance evaluation, and actions of field sales team leaders.
• Conversant with Data analysis, reporting and CRM tools.