Area Sales Manager

Company Overview:

Regen Organics is an award-winning social venture based in Nairobi, Kenya. We implement a circular economy model to sustainably manage sanitation and organic waste generated in cities. Using technologies developed in-house, we upcycle the waste into insect-based protein for animal feed, organic fertilizer, and biomass fuel. We operate the largest organics recycling plant in East Africa. 

Operational since 2011, Sanergy collects and treats over 50,000T of residual organics per year, and successfully sells its agri-inputs to farmers in over 40 counties in Kenya, who see improved yields and increased incomes. Our work is pioneering climate action in Africa - we offset nearly 50,000T of carbon per year and we have big expansion plans to scale this impact. Our goal is to expand across Africa and Asia, safely processing 1,000,000T a year of waste and more than 1,000,000T of carbon emissions offsets per year in the next decade.

For our work, we have been recognized by the Gates Foundation as one of the 2030 Sustainable Development Goals accelerator; by Fast Company as one of the 10 most innovative companies in the world doing social good and one of the 10 best companies in Africa,by Earthshot Prize as a Finalist a and the Food Planet Prize for our innovative circular economy approach.

Job Purpose Statement:

To meet our sales targets, we are looking for an experienced and organised Area Sales Manager who will be responsible for generating demand amongst farmers within a defined region, alongside sales associates and commission-based agents. The role involves: closing sales to commercial farmers, developing and driving the performance of a team, and managing day-to-day operations of multiple channels.

Key Duties and Responsibilities:

Set-up and oversee a hub of Evergrow sales and marketing activity

• Become an expert in the farming activities and characteristics across your hub area
• Develop a strong partnership with the major distributor(s) in your sales hub
• Identify and convince local resellers within each ward of the hub, to stock our products
• Secure shop spaces for Evergrow information centres with good visibility and within budget
• Identify and set-up optimal demo farms owned by influential farmers in strategic areas
• Recruit and oversee the management of commission-based lead generation agents
• Resolve issues impacting sales operations

Manage a team of Sales and Marketing Associates selling to small and medium farms

• Refer candidates who fit the role criteria and can drive performance for your hub area
• Run weekly performance dialogues (PDs) with each sales and marketing associate
• Run monthly or quarterly performance reviews
• Ensure near 100% adherence to the defined sales processes
• Conduct frequent field visits to provide coaching and solve problems on the ground
• Build a team spirit through mutual support and team interactions (virtual or in person)
• Be the first point of contact for your direct reports (resolve issues or support others in resolving)

Build your own pipeline and close sales to large farms in the area

• Identify and build a list of the largest farmers in your hub
• Secure meetings with the farm decision-makers to pitch the product
• Build a relationship with the farm decision-makers to push them through the sales funnel
• Guide the farm owner / manager through the process of setting up any required trials
• Close sales to the large farms, ensure they repeat buy and increase their purchase amounts

Reporting and admin

• Weekly reporting of sales, accounts receivables and other performance related metrics
• Root-cause analyses for performance, as well as developing corrective and preventive actions
• Ensure distributors make payments and place orders in advance to avoid stock-outs
• Work with the Accounts Receivable team to ensure distributor orders are processed on time
• Coordinate with distribution teams to ensure fertilizer is delivered on time and in full

Key Result Areas:

Adherence to sales input metrics
- Leads generated across segments (SHF, medium farms, corporate farms)
- Farmers engaged per day across the team (calls, visits, events)
- Conversion of new and repeat farmers
Sales output metrics
- Bags/tons sold per farmer
- Overall sales
Accounts receivable collection targets
Quality of distributor relationship
Cost of sale

Qualifications and Skills:

• 5+ years of experience selling agri-inputs directly to large commercial farmers
• Bachelor's degree
• Qualifications in agronomy or agribusiness will be an added advantage
• Must have sound knowledge of farming activities in the area of operation
• Experience managing field teams and / or coaching sales teams
• Strong communication and interpersonal skills
• Self-motivated with a results-driven approach
• Comfortable using tech tools i.e. smartphones, laptops
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint)
• Comfortable running basic analysis i.e. on performance metrics, cost-benefit analysis for farms
• Fluent level of spoken and written English, good level of Swahili
• Able and willing to self-drive (must have a driving license)