Regional Manager at M-KOPA Solar

Job Purpose

• The Regional Manager is responsible for leading and managing regional field sales operations to achieve business growth, sales performance, and operational excellence. The role oversees a multi-layered sales structure, ensuring strong execution of sales strategies, effective territory management, team capability development, and adherence to operational and compliance standards.
• The position plays a key role in driving productivity, improving customer quality outcomes, and building a high-performing sales culture across the assigned region.

Key Responsibilities

Sales Leadership & Team Management

• Lead, coach, and develop a high-performing regional field sales team to achieve business objectives.
• Drive a culture of accountability, performance management, and continuous improvement across the region.
• Support recruitment, onboarding, and capability development of field sales teams.
• Conduct regular performance reviews, field visits, and coaching sessions to strengthen team effectiveness.
• Foster employee engagement and maintain strong team morale across all territories.

Regional Sales Performance Management

• Drive achievement of regional sales targets through structured performance tracking and execution discipline.
• Monitor key sales KPIs and implement corrective actions where performance gaps are identified.
• Execute sales initiatives and commercial activities aligned with overall business objectives.
• Analyse sales trends and customer insights to improve productivity and market penetration.
• Ensure strong pipeline management and consistent sales execution across the region.

Operational Excellence & Compliance

• Ensure field sales teams are fully trained and compliant with M-KOPA sales processes, onboarding standards, and company policies.
• Maintain high standards of operational discipline, customer onboarding quality, and process adherence.
• Monitor sales quality metrics and implement interventions to improve portfolio performance and customer outcomes.
• Support implementation of audit, compliance, and risk mitigation initiatives within the region.

Territory & Channel Management

• Oversee regional territory planning and ensure optimal market coverage across assigned areas.
• Support efficient sales channel operations and distribution management within the region.
• Monitor field productivity and resource allocation to maximise sales opportunities.
• Identify expansion opportunities and recommend market growth strategies.

Reporting & Business Insights

• Prepare and deliver accurate daily, weekly, and monthly sales performance reports.
• Analyse operational and sales data to generate actionable insights and recommendations.
• Maintain visibility on regional performance trends, risks, and improvement opportunities.
• Collaborate with cross-functional stakeholders to support informed business decision-making

Decision Making & Authority

Decisions

• Manage regional sales execution plans and resource allocation within approved structures.
• Implement performance management interventions and coaching plans for field teams.
• Approve regional operational priorities and territory execution activities.

Recommendations

• Recommend staffing requirements, territory adjustments, and sales growth initiatives.
• Recommend performance improvement actions, promotions, and disciplinary interventions.
• Provide recommendations on market expansion opportunities and sales process improvements.

Qualifications & Experience

Education

• Bachelor’s Degree or Diploma in Business, Sales, Marketing, or a related field.

Experience

• Minimum 7 years’ experience in field sales management or commercial operations.
• Experience within financial services, FMCG, telecommunications, fintech, or consumer electronics environments is preferred.
• Proven experience managing large, distributed field sales teams.

Skills & Competencies

• Strong leadership and people management capabilities with experience coaching high-performing teams.
• Strong analytical and data interpretation skills, including sales reporting and dashboard management.
• Excellent stakeholder management and cross-functional communication skills.
• Good understanding of sales incentive structures and performance management frameworks.
• Strong operational planning and execution capabilities.
• High integrity, accountability, and ability to perform in fast-paced environments.
• Customer-focused mindset with strong problem-solving ability.
• Passion for driving business growth and delivering impact aligned with M-KOPA’s mission.