Regional Sales Manager - Nairobi East at Poa Internet

Mission Statement for the Role: 

• Leading a regional business for Poa Internet, which includes managing 5-6 territories. Aim to surpass business expectations by acquiring new customers, enhancing the productivity of sales representatives, and increasing revenue while keeping the cost of acquisition low, in alignment with the company's goals.

Overall Responsibility: 

• Attain the set targets for acquiring new customers through the creation of effective strategies and tactics that boost the productivity of frontline sales representatives. Implement training and growth initiatives to close skill gaps and enhance conversion rates by continuously nurturing and developing individuals for exceptional performance that propels the company to new heights.

Financial:

• Guarantee the profitable distribution of towers by maximizing the productivity of Field Sales Representatives (FSRs) and reducing the cost of sales. Achieve this by ensuring the optimal utilization of marketing materials in conjunction with sales efforts

People:

• Direct reports - Successfully manage a team of 5-6 Territory Sales Managers in the Eastern Nairobi Region, overseeing 50-75 indirect reports in front-line sales positions. Effectively handle the field sales business in accordance with the strategic guidance provided by Poa, until the establishment of the vertical is completed

Key SMART Results for A-Player Success

• Attain a monthly objective of acquiring 1,700 to 2,000 new customers by inspiring and guiding a team composed of Territory Sales Managers and Field Sales Representatives -Continuous
• Take accountability for executing the approved manpower budget to achieve desired outcomes. Successfully onboard new Field Sales Representatives (FSRs) and Territory Sales Managers (TSMs) in accordance with the budget plan provided by the company for the Eastern region of Nairobi - Continuous
• Take ownership of closely monitoring the sales funnels, promptly familiarize yourself with Poa's CRM applications. Monitor the ratios of contacts to potential customers, Hot prospects to conversions, and ensure that trackers and reports provide clear visibility of these metrics to thoroughly analyze performance -Continuous
• Conduct thorough analysis of sales activities to identify gaps in skills and knowledge. Provide guidance to Territory Sales Managers (TSMs) to implement a comprehensive training program that combines classroom and field training, focusing on empowering employees with the specific skills identified through data analysis - Continuous
• 1)Daily Route Planning: Develop and execute efficient daily route plans to maximize productivity and optimize resource allocation for sales representatives.
  2)Weekly Meetings with TSMs and Head of Field Sales: Conduct weekly meetings with Territory Sales Managers (TSMs) and the Head of Field Sales to discuss progress, address challenges, and align strategies to ensure effective coordination and performance.
  3)Monthly Sales Meetings: Organize monthly sales meetings to review targets versus actual performance, identify areas of improvement, and develop action plans to meet or exceed sales targets.
  4)Daily Reporting on Projections vs Actuals: Provide daily reports on sales projections versus actual performance to track progress and identify any deviations.
  5)Devise Tactical Items for Catch-up Plan: Analyze performance gaps and develop tactical items to implement a catch-up plan, ensuring necessary adjustments are made to meet sales targets and achieve desired results
• 1)New FSR Recruitment: Adhere to company policies and procedures for recruiting new Field Sales Representatives (FSRs).
  2)Performance Training: Identify underperforming individuals and implement targeted training programs to improve their performance.
  3)Performance Improvement Plan (PIP): Put continuous non-performers on a performance improvement plan and provide support to help them improve and retain their position.- Continuous
• Collaborate with the Marketing department to develop a monthly marketing calendar, plan marketing activities and costs, and utilize spreadsheets to evaluate the return on marketing investments.- Continuous
• Maintain a balanced mix of Field Sales Representatives (FSRs) based on their tenure. Aim for a distribution of FSRs with more than 6 months of experience to be between 50% to 60%, FSRs with 4-6 months of experience to be between 20% to 30%, and FSRs with less than 1 to 3 months of experience to be between 10% to 30%. - Continuous
• Demonstrate cultural sensitivity by fostering an inclusive and respectful work environment that values and appreciates diverse cultures. Promote cultural awareness and understanding among the team members, resulting in improved cross-cultural collaboration and customer satisfaction - End Q4 2023

Level of Management Experience Required (Mandatory & Nice to Have)

• Managerial level with not less than 8 years of sales and sales management experience 5yrs of which should have been leading sales team of not less than 10 people.

Department stage of development where this role sits

• Scale up

Key Competencies (H, M, L)

• Ability to manage people dynamics in a high pressure operation and lead to achieve the best performance possible from the team - H
• Ability to develop and implement new sales structures, build high performing teams while implementing management routines geared for sales growth - H
• History of managing exceptional high performing field sales teams and demonstrable experience in growing and developing them - H
• History in managing customer relationship activities including statistical reports, sales performance reports (weekly and monthly), and data essential to maintain KPI measurements to track territory sales team performance- H
• Have exceptional interpersonal skills capable of influencing and delivering results in a highly cross functional role plus excellent communication skills both written and verbal - M
• Build peer support and strong internal-company relationships with other key departments - M
• Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless -M

Mandatory Criteria if Any with no exceptions to hire

• Must to have handled Regional Sales role in earlier assignments
• Greater than 10years of experience in Sales & People Management
• Coordinated target setting, monitoring and performance evaluation, and actions of field sales team leaders
• Conversant with Data analysis, reporting and CRM tools
• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment