Head of Sales Conversion at Autochek Africa

JOB SUMMARY:

The Head of Sales Conversion will be responsible for the conversion of all approved financing leads within the country. You will be responsible for walking customers through the sales conversion funnel and driving high conversion rates across all channels. You will be responsible for developing the sales conversion plans, managing sales operations, developing the deal making playbook and driving closed deals. You will also develop and submit weekly, monthly and quarterly performance and progress reports at key company wide meetings.

As the Head of Sales Conversion, you will be responsible for achieving the commercial goals of the business in the country and building the long-term strategy for optimizing conversions while focusing on a quarterly execution approach.

ESSENTIAL JOB FUNCTIONS:

•  Develop sales conversion plans for company growth and improvement of sales. Manage all aspects of the country’s sales conversion funnel end to end:
  • Drive follow up and conversion for all leads that have been originated by the originations team
  • Drive a sales conversion structure with strong time dependent SLAs for customer engagement and conversion
  • Drive a strong culture of ownership to ensure that lost leads are negligible or minimized
  • Continuously optimize the conversion playbook to ensure shorter turnaround times in deal adaptation for ever
•  Aggregate data driven solutions to frequently raised challenges from customers to ensure scale driven conversions
•  Build a close relationship and playbook with the credit team ensure deal making for each customer is priority
•  Drive strong operational processes across the sales funnel to ensure we drive efficiency at each step and fast loan disbursement timelines
•  Drive strong collaboration with the operations team to ensure all SLAs are met
•  Understand the uniqueness of each sales channel and the strategies to improve
•  Continually assess sales and conversion processes and compile strategic goals reports to submit to superiors in line with reporting timelines. This among others will include funnel conversion, declines, SLAs
•  Oversee the hiring, training and performance management of the sales conversion team in your country. Be involved in staff selection, training development, scheduling, performance management and ongoing professional development of employees
•  Set the vision for the Sales Conversion team and define the overall strategy for increasing conversions at every step in the funnel growth to scale
•  Improve our sales channels and grow community engagement
•  Ensure a data-driven decision-making process for improving the sales conversion funnel
•  Passionately drive continuous improvement initiatives across all facets of the sales operations funnel. Benchmark internally and externally while driving the organization towards best-in-class performance
•  Maintain, manage, and establish as necessary key performance indicators (KPIs) to drive continuous improvement
•  Work closely with the country manager and the Global Head of Sales Conversion to ensure that sales operations structures are properly deployed locally with respect to local nuances

COMPETENCY PROFILE: TECHNICAL REQUIREMENTS  

• Strong communication, organization and negotiation skills
•  Motivated self-starter with the ability to work with little or no supervision
•  Excellent data analytics skills and ability to understand and interpret data patterns
•  Proven track record of leading successful, innovative commercial operations teams
•  A deep understanding of country’s local nuances 
• Solid understanding of reporting and tracking
• Good people management skills
• Strong reporting skills

KNOWLEDGE & SKILLS REQUIRED

•  Ability to define the long term sales operations strategy while also having the ability to craft immediate hands-on tactical responses to the conversion process
•  Proactive, ethical, high energy, hands-on manager with great interpersonal skills to function across all levels of country operations
•  Thoughtful and demonstrates good judgment and strong decision-making based on accurate and timely analysis
•  Strong organizational and project management skills; attention to detail
•  Proven experience building strong partnerships able to establish credibility and support with other stakeholders
•  Data oriented mindset with the ability to understand well the metrics of the activity
•  Ability to granularly manage a team with
•  Results-oriented approach to work; willingness to do whatever it takes to help the team
•  Ability to identify and implement efficiencies and process improvements
•  Able to deliver highest standards of customer service
•  Strong problem solving and creative skills
•  Understand the extended enterprise and have an appreciation for value creation based on understanding of overall vision for the business

EDUCATIONAL REQUIREMENT

•  BSc or Master’s degree in Business Administration,Management, Engineering or related  Extensive training in sales, operations, team building, leadership, management and other business areas

EXPERIENCE  

• Minimum of 8 years of sales and operations experience with increasing levels of responsibility
•  Previous experience in credit sales, insurance sales, non traditional products
•  Extensive experience in managing complex projects and growing/scaling an unstructured business
•  Experience working in a matrix, extremely dynamic, fast-paced, results-oriented multi-country environment; and prioritization