Sales & Distributions Lead - Finserve at Equity Bank Kenya

Role Purpose

The Sales and Distribution Lead is responsible for overseeing and driving the sales and distribution strategy of Finserve Africa products & services. This role ensures optimal product availability, manages distribution channels, and maximizes sales performance. 

The role holder will be responsible for developing sales strategies, overseeing distribution channels, managing sales teams, and ensuring optimal market coverage to maximize revenue and brand presence.

Role Responsibilities

Sales Strategy & Business Development:

• Develop and implement sales strategies to achieve revenue and profitability targets.
• Set and monitor sales targets for regional teams and distribution partners.
• Identify new market opportunities and develop strategies for expansion.
• Work closely with marketing teams to support promotional campaigns.
• Monitor market trends, competitor activities, and consumer preferences to refine sales strategies.

Distribution & Supply Chain Optimization:

• Oversee the distribution network to ensure efficient product availability.
• Develop strong relationships with Equity Branches, agents and merchants.
• Optimize inventory levels to prevent stock shortages or overstocking.
• Coordinate with Finserve Operations teams to ensure timely product deliveries.
• Optimize the distribution network to improve efficiency and reduce costs.
• Ensure product & service availability in all customer touchpoints in collaboration with other stakeholders.

Team Leadership & Performance Management:

• Recruit, train, and mentor sales and distribution teams.
• Set sales targets and monitor team performance through KPIs
• Monitor team performance, providing feedback and coaching for improvement.
• Conduct regular sales meetings, provide coaching, and implement performance improvement strategies.
• Monitor Regional Sales Managers route plans to ensure optimal coverage.
• Foster strong relationships with Bank branches, Agents, merchants and other key stakeholders.

Customer & Relationship Management:

• Build and maintain relationships with key stakeholders, branches, retailers and merchants.
• Address customer complaints, resolve issues, and ensure high levels of customer satisfaction.
• Conduct regular visits to key accounts to strengthen partnerships and drive sales growth.

Market Analysis & Reporting:

• Monitor and analyze sales performance, preparing regular reports for senior management.
• Track distribution performance and identify areas for improvement.
• Track sales trends, competitor activities, and market conditions.
• Prepare regular reports on sales performance, distribution effectiveness, and market insights.
• Utilize data analytics to drive strategic decision-making.

Qualifications

Role Requirements

• University degree from a well-recognized university.
• Minimum 5 years’ experience in field sales, 3 of which must have been spent leading a sales team preferably in the Banking, Telecommunication or FMCG industry.
• Proven ability to analyze complex business issues and identify, design, and implement effective practical recommendations.
• Able to operate in a performance driven organization.