Area Sales Manager- Nakuru at Regen Organics

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)