Regional Sales Training Lead at M-KOPA Solar

Job Purpose

• The primary responsibility of this position is to supervise the hiring, onboarding, and certification of direct sales representatives (DSRs). This position entails training and field support for direct sales representatives in the area, sales promotion for new hires, and doing needs assessments to provide pertinent training materials.
• The function requires close cooperation with the Training Manager, Regional Manager, and HQ sales support staff in order to ensure the successful implementation of knowledge and procedures in the region. Along with training Sales Executives and Field Sales Managers, the role also comprises coaching, developing, and supporting DSRs with sales proposals. This is an onsite role based in Kisumu/kakamega Region.

Key Responsibilities
Training and development:

• Support creation of relevant annual Learning and Development /training calendar through training needs surveys, assessments, reports and feedback survey.
• Define training out comes to stake holders and ensure all activities are focused on these outcomes.
• Designing appropriate business impactful trainings or learning and development actions that support achievement of business objectives.
• Deliver high impact trainings that can be immediately applied in the workplace.
• Drive learning transfer and deploy performance support where possible to teams in the field.
• Document results of trainings delivered.
• Achieve 90% and 85% Satisfaction levels, and make sure that all teams are sufficiently trained and up skilled to efficiently perform their roles.

Direct Sales Representative (DSR) Recruitment and Retention:

• Schedule orientations and related training events for teams and staff attached to sales.
• Observe sales encounters and determine the training needs for individuals and/or sales teams.
• Ensure timely registration of all newly trained DSR. Help remove blockers and demotivating factors for DSR, creating an enabling environment for DSR support and performance.
• Provide regular candid feedback to Sales teams and other support teams on areas of great work and areas of improvement in DSR support.
• Work towards improved pass rates per cohort.
• Ensure DSR retention within your control and keeping track of DSR exits and ensure monthly system clean up, tracking of active and inactive DSR, coaching for performance improvement or understanding of DSR issues.

Project Readiness:

• Coordinate project and pilot set up with project teams.
• Ensure processes, product, project/ pilots training e.g. new product roll out, price and process changes, FSE, TV Parties are done timely and, in a cost, effective manner.
• Make sure that the teams in the field and other areas are 90 percent skilled, informed, and trained before rolling out of new projects / pilots, product or processes.
• Development and creation of up-to-date training material to enable delivery of good quality training, engaging suppliers of trainings and skills transfer.

Training and Coaching for productivity DSR/FSM/SE

• Conduct coaching calls, learning and development interventions like, talks and quizzes as part of engagement and productivity of the field teams.
• Ensure teams are well equipped and up to date with all company information, new processes, ideas, issues, through regular communications.

Experience/Education/Skills Requirements

• Bachelor’s Degree
• 2+ years of experience in training and sales operations.
• 2 years driving experience
• Strong analytic skills to work with large volumes of data.
• MS office proficiency
• Ability to motivate and lead a team
• Good planning and organizational skills

You Might be a good fit If:

• You are an agent of change
• You are passionate about our mission to finance progress
• You’re comfortable in a fast-moving environment with frequent change and a sense of urgency
• You have high integrity and openness combined with commitment to good governance.