Mission Statement for the Role:

Run a highly efficient and super motivated Sales team to exceed monthly targets and deliver monthly business results

Overall Responsibility

To manage and operate an assigned sales team, ensuring that they are meeting the revenue targets by driving day to day performance and efficiencies of the Sales Representatives. Ensure that team averages are in line with business objectives and targets of the company

Financial

Ensure all sales are closed through company M-Pesa transactions

People

25 Tele Sales Representatives (TSRs)

Key SMART Results for A-Player Success

• Responsible to achieve a set target that will be communicated every month. The target will have sales efficiency and a sales target set for the month – Monthly
• Strategize and execute plans to improve sales efficiency. Work on delivering 100% of sales results from only 30% to 40% of leads – Monthly
• Quality Analysis & Reporting: Analyze 30 calls daily from different Tele- Sales Representatives, and input feedback for improvement & report to the Head of Tele- Sales – Daily
• Work Discipline: Ensure 100% of team are compliant to work timings & foster a culture of discipline & time management – Daily
• Reports & Data: Generate reports on daily talk time, sales, paid sales, lead generation through different campaigns, referral leads, sales funnels and conversion analysis – Weekly
• 1. Conduct weekly Performance Reviews with each team member, document the minutes, and share it with Head of Sales for review. 2. Be responsible to action Performance Improvement Plans in coordination with HR for Tele- Sales Representatives performing at less than 65% of allocated monthly targets. 3)Ensure 100% compliance to the sales channel processes – Monthly
• Training: Conduct a weekly training programs for agents with performance and skill gaps on specific content which will boost performance – Weekly
• Align self and team to organizational goals and to the incentive structure as per 3X Growth strategy for 2023 – Monthly
• Attain an average talk time of 4 hours per person daily which will increase monthly as the targets increase – Daily
• Recruitment of Tele- Sales Representatives: Responsible for attaining full module of Tele- Sales Representatives in reference to the business plan for number of Tele- Sales Representatives required on a monthly basis – Monthly

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

Supervisory level management with not less than 3 years of sales experience 1 yr of which should have been leading sales team of not less than 5 people

Department stage of development where this role sits (starting, preparing for scale, scaling, mature)

Relentless hands on management to deliver

Core energy required for this position (e.g. Sirdar Profile Type)

Coach, Mentor, Driver

Key Competencies Criticality (H,M,L)

• Build and manage high performing relentlessly driven sales teams -H
• Manage the people dynamics of such a high pressure operation and lead to achieve the best performance possible from the team -H
• Ability to motivate and support to drive performance -H
• Hands On, Lead from the front and make sales! –  H
• Willing and able to be tactical, scrappy, relentless -H
• Experience selling home internet services on the phone- M

Mandatory Criteria if Any with no exceptions to hire.

• Must have “owned a team sales number”
• Must have led and managed at least a team of 10 Sales people
• Must have exceptional customer service, telephone etiquette, communication skills and working knowlegde of latest technology in sales (telesales) organisation