Territory Sales Manager

3 weeks ago

Nairobi, Nairobi Area, Kenya Poa Internet Full time

Mission Statement for the Role:


Run a highly efficient and super motivated territory sales team to exceed targets in the designated territory and deliver month in month out.


Overall Responsibility:
Building, hiring, supervising and organising a territory wide Field Sales team, comprising Field Sales Representatives and Trainees .

In-charge of developing and deploying profitable acquisition strategies across the territory to meet targets and coordinating with the business on marketing and lead generation activities to exceed against set business goals.


Financial:


Ensure all sales are closed through company M-pesa transactions, feedback on the effectiveness of marketing activation as effectively as possible.

Take measures and drive cost efficiencies throughout the customer acquisition process as directed by the company.

People:
Approximately 10 Field Sales Representatives (depending on size of territory).
Key SMART Results for A-Player Success

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 - Monthly
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%) - Daily

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) -Daily

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) - Daily


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 -Monthly

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.

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

Supervisory level management with not less than 4 years of sales experience 1 yr of which should have involved 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 of an area team to deliver

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

Coach, Mentor, Driver

Key Competencies Criticality (H,M,L)

Build and Managed High Performing relentlessly driven Territory sales teams making sales across low income and rural communities in Kenya - H
Managed the people dynamics of such a high pressure operation and lead to achieve the best performance possible from the team - H
Proven track record of exceeding the Sales Number - H
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 - H
CRITICAL FACTOR Hands On, on the ground, in the Field. Not a desk job - H
History of recruiting exceptionally high performing field sales teams and demonstrable experience in growing and developing them - H
Experience in setting up commission only indirect sales agency models at scale to drive sales volumes and referrals - M
Eagerness to work for Success Based performance and not just a salary - 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 - H
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 (e.g. must have directly managed at least ten people) with no exceptions to hire

Must have "owned a team sales number" and demonstrated high performance.
Must have led and managed at least a team of over five people in a field based role.
Must have managed a team on the ground in the field, preferably within the communities we serve.
Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment.
Must have good knowledge in using google spreadsheets, google docs and google slides

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