Regional Sales Manager - Finserve at Equity Bank Kenya

The Finserve Regional Sales Manager (FRSM) is responsible for driving sales growth and managing the sales team within the assigned Region. This role involves developing and implementing sales strategies, managing key accounts, and ensuring that the sales team meets or exceeds sales targets. The Finserve Regional Sales Manager will work closely with other departments at Head Office, Regional Office and Equity Branches and agents to align regional sales activities with overall Finserve objectives. To be successful in this role, you should have previous experience in Telco/Fintech/FMCG sales and distribution management for more than 5 years. Experience in Ecommerce and mobile banking will be an added advantage.

Responsibilities

Sales Strategy Development:

• Own the Finserve activities, Products and sales targets in the assigned Region (Equitel – Customers STK, Airtime Sales, Agent STK, POS SIM Cards, Ecommerce – Jenga API and PGW, Mobile Money, etc).
• Develop and implement regional sales strategies to achieve Finserve business objectives and develop action plans for achieving them.
• Drive customer acquisition, activation, and retention across GSM, E-commerce mobile money platforms.
• Analyze market trends, competitor activities and identify opportunities for growth within the region.
• Provide inputs to management to assist expansion and acquisition decisions.
• Expand and optimize agent and merchant networks to ensure service availability and liquidity.

Team Management:

• Recruit, train, and manage a team of salespeople.
• Provide coaching and mentoring to the sales team to improve performance.
• Conduct regular performance reviews and address any performance issues.
• Facilitating communication within the team and with external stakeholders.
• Managing conflicts and resolving issues arising within and without the team.
• Removing impediments that block the team’s progress.
• Providing technical guidance and expertise to the team.

Customer Relationship Management:

• Build and maintain strong relationships with key customers and partners.
• Identify key ecosystems in the regions that will help drive product uptake in the assigned region.
• Support marketing activities in the region by ensuring there is brand awareness and visibility at every customer contact point.
• Ensure high levels of customer satisfaction by addressing customer needs and resolving issues and escalating customer outstanding issues promptly.
• Negotiate contracts and close sales with key clients.

Sales Operations:

• Support Branch Equitel and mobile money Sales Desk with day-to-day operations with focus on new customer onboarding, SIM replacements, customer education, airtime sales.
• Make and document daily trade visits to branches, Ecommerce merchants, Agents, PWE Merchants and any other visits. Monitor float management and ensure timely resolution of distribution bottlenecks.
• Evaluate daily sales members’ individual performance and giving written feedback to salespeople on how to improve.
• Originate, manage and convert enterprise sales pipelines for B2B sales.
• Prepare sales forecasts and report on regional sales results.
• Coordinate with products, risk and sales admin teams to ensure timely delivery of products to customers.
• Creating detailed project plans, including timelines and resource allocation.

Budget Management:

• Develop and manage the regional sales budget.
• Monitor expenses and ensure that sales activities are within budget.

Collaboration and Communication:

• Work closely with the marketing team to develop regional marketing campaigns.
• Report on regional sales results for all Finserve Products via various communication channels – Call Card, Emails, weekly meetings.
• Communicate sales activities and performance to senior management.
• Collaborate with EBKL Channels team in regional office and other Finserve Regional Sales Managers to share best practices and align strategies.
• Collaborate with branches and regional teams to support agent onboarding, training, and performance.

Compliance and Reporting:

• Ensure that the sales team adheres to company policies and procedures.
• Maintain accurate records of sales activities and customer interactions.
• Prepare, present and defend sales performance in the assigned region.

Qualifications

Requirements

• Bachelor’s degree in business, IT, Marketing, or a related field.
• Proven experience in sales management. A minimum of 5-7 years of experience in sales, with at least 2-3 years in sales management role.
• Strong leadership and team management skills.
• Ability to coach and develop team members, helping them improve their sales skills and achieve their sales targets.
• Proficiency in analyzing market trends, customer needs, and competitive dynamics to identify opportunities and threats.
• Ability to deliver presentations, pitches, and reports to clients.
• Ability to effectively use digital tools, technologies, and platforms.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to analyze sales data and develop effective strategies.
• Proficiency in CRM software and Microsoft Office Suite.
• Willingness to travel within the region as required.