Territory Sales Manager
Found in: beBee S KE - 2 weeks ago
ABOUT THE COMPANY
Poa Internet is a multi-award-winning and highly innovative Internet Service Provider (ISP) whose vision is to connect every home across Africa to the internet. We are already one of the fastest-growing ISP's in Kenya and are backed by Venture Capital partners to allow us to scale rapidly; our teams will not stop pushing forwards until we achieve this mission. Do you want to join us? Why work at poa? "Fast-paced"," ever-changing", "multicultural", "vibrant", "exciting" and "a little bit crazy" are just a few of the many words that describe what it's like working at poa We are a people-centric organisation that champions curiosity, continuous learning and high standards across everything we do. We value our customers and go the extra mile to make sure we deliver an excellent service to the communities we serve. We are firm but fair and transparent at all levels of the company. You will be kept on your toes with no time to snooze… but fear not, for we love to reward those who deliver
JOB SUMMARY
Key Competencies Criticality (H,M,L)1. Build and Managed High Performing relentlessly driven Territory sales teams making sales across low income and rural communities in Kenya - H2. Managed the people dynamics of such a high pressure operation and lead to achieve the best performance possible from the team - H3. Proven track record of exceeding the Sales Number - H4. A proven arsenal of brilliant sales management techniques and hands-on sales experience with an in depth understanding of sales strategies and consumer objection handling - H5. CRITICAL FACTOR Hands On, on the ground, in the Field. Not a desk job - H6. History of recruiting exceptionally high performing field sales teams and demonstrable experience in growing and developing them - H7. Experience in setting up commission only indirect sales agency models at scale to drive sales volumes and referrals - M8. Eagerness to work for Success Based performance and not just a salary - H9. Have exceptional interpersonal skills capable of influencing and delivering results in a highly cross functional role plus excellent communication skills both written and verbal - H10. Build peer support and strong internal-company relationships with other key departments - M11. Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless - HMandatory Criteria if Any (e.g. must have directly managed at least ten people) with no exceptions to hire1. Must have “owned a team sales number” and demonstrated high performance.2. Must have led and managed at least a team of over five people in a field based role.3. Must have managed a team on the ground in the field, preferably within the communities we serve.4. Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment.5. Must have good knowledge in using google spreadsheets, google docs and google slides.
RESPONSIBILITIES
1. Sales Efficiency: Maintain a month on month sales average of 50 sales per person per month for FSRs with 6+months vintage, 30 sales per FSR 4-6 months and at least 15 sales average for FSRs with vintage of 1-3 months by implementing daily routines focused on channel expansion, people productivity & sales growth activities - Monthly2. Manage the performance efforts for the territory sales teams (FSRs) through conducting daily shadowing programs, daily field accompaniments & coaching and steering daily performance meetings, weekly one on ones and monthly performance evaluations to ensure the team attains the set monthly goals (minimum 90%) - Daily3.Sales Funnel Management: Drive customer visit efficiency of 500 leads entered into Freshsales per FSR per month and ensure 90% categorization of the contacts into hot, warm, cold .Drive at least 10% conversion on qualified leads each day.Conduct daily follow up calls of hot leads generated by FSR teams (20 Hot leads per day) -Daily4. Operational Excellence:Achieve 100% compliance to channel specific sales processes by ensuring each field sales representative adheres 100% to customer onboarding process, and drive prompt resolution of sales operation tickets (queries) within 24 hours.Ensure proper utilization of point of sales material, parasols, fliers and staff uniform ( for every 12 fliers issued, at least 1 sale), always branded sales team - Monday to Saturday) - Daily5. Ensure quality hiring, resource planning and and proper onboarding of new field sales representatives by ensuring each hire (assigned) is trained, inducted into the role and equipped with working tools within the first one week of joining.Conduct at least 12 field observations & demonstrations every month for FSRs and share documented findings and performance improvement plans for each FSR -Monthly6. Sales Reporting: Ensure timely provision of sales reports for assigned territory*Daily : activity plan, market activation plan, daily sales vs actual, failed surveys, market insights.*Weekly : Month to date performance vs target, lead generation, MTU coverage update.*Monthly : Monthly activity plan, sales efficiency per team, Mitigation plan, monthly insights.
REQUIRED SKILLS
Customer service, Account management, Business development, Direct sales, Sales performance tracking and reporting, Retail sales, Sales strategy, Territory management, Sales management, After sales, Marketing
REQUIRED EDUCATION
Bachelor's degree
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