Territory Manager- Clean Cooking at Sun King (Formerly Greenlight Planet)

The Clean Cooking Territory Manager will lead sales, collections and distribution operations in the area they are assigned for the direct distribution of Sun King Clean Cooking products sold on Pay-As-You-Basis (also called and recognized as “EasyBuy” Business unit) through a network of sales agents called as “Energy Officer” and delivery agents called “Installers”. EasyBuy technology and services allows customers to purchase units by paying for their clean cooking products in small instalments, thus ensuring they are extremely affordable for off-grid customers. 

The Territory Manager is ultimately accountable for generating sales, ensuring collections are timely and retail operations happen as planned to ensure customers always have gas.

What you would be expected to do

Sales management

• Exceed your sales, collections and service targets: Meet or exceed sales, collection and service targets established and agreed on 2nd of every month by your Sales Manager. 
• Drive robust field sales processes: Review collection progress with your Energy Officers daily and provide adequate training to them on driving better collections in your areas. This includes, customer and area profiling, ensuring regular and timely collection follow-ups, resolving customer issues to ensure they make payments and ultimately repossessing the systems as a last recourse in case the customer defaults. 

Territory  Management 

• Control Marketing & Other Support spend: Provide adequate marketing support & equipment (such as smartphones) necessary to all your Energy Officers and Installers. Ensure we get maximum return on investment for all the costs we incur in areas of marketing, supply chain, store maintenance and smartphone issuance. 
• Daily management: Creation of daily operational plan within territory so that all orders can be completed by end of day. Ensure customers never run out of LPG. Ensures all team members handle clean cooking products according to SOPs.
• Stock management: Ensure AHQs and customers never run out of clean cooking inventory. Complete and reconcile end of day balances. Follow up with any discrepancies highlighted in end of day stock counts. 
• Hire & retain Energy Officers and Installers: Hire, train and maintain a team of Sun King Energy Officers and installers in the area. 
• Training of Energy Officers and Installers: Provide training to the Energy Officers and Installers on several aspects of the business such as sales, collections, product, technical, inventory and logistics related. Ensure that the first 5 sales and installations of each recruit are done along with the Territory Manager in the area, to ensure that the core sales, collection and installation process is fully understood.
• Provide role clarity to Energy Officers and Installers: Provide complete clarity to Energy Officers and Installers related to their day to day tasks, sales & collections plans, routes and targets. 
• Field visits: Have a weekly touchpoint with every Energy Officer and Installer in your area – either through in-person meetings, making a sale to the customer in your area or having a call. Resolve all possible issues faced by the Energy Officers and report them to your Sales Manager, every week. Conduct joint field work with a group of Energy Officers to provide sales and collection training on a weekly basis and drive EO engagement. This includes doing night demos, market activations, visiting local communities and gatherings such as SACCOs, Self Help groups, retail centers and markets to make group sales. 
• Review meetings with Energy Officers and installers: Conduct weekly table meetings with Energy Officers and ensure that you have a sales manager present in those meetings to resolve any outstanding customers or EO issues. Coordinate, plan and organise the meeting to have maximum attendance and progress. Recognize outstanding performers from time to time and ensure the motivation of Energy Officers is maintained at an all-time high. 

Customer care

• Resolve customer issues: Provide world-class support to your customers as it relates to product delivery, training on how to use and make payments, installation, after sales warranty issues. Ensure that you work with your Energy Officers and Installers to establish clear expectations and processes to resolve all customer issues within 24 hours.   

Other activities - 

• Other activities include but are not limited to - Collates and responds to all clean cooking accidents and incident reports in the territory, Coordinating between key stakeholders for expansion plans, Providing key stakeholders with key updates on milestones, successes and challenges, Benchmark product pricing against competitors, Ensure PPE available and being used for specific roles, Ensure installers have available vehicles for activities

You might be a strong candidate if you

• Possess a Diploma in any educational background. 
• Have at least 2 years of field sales experience in the same area/region. Preferably having worked in Micro-Finance, Banking or Telecom field sales roles. 
• Are experienced with selling clean cooking products.
• Are passionate about working with consumers and resolving their issues. 
• Are a process oriented individual and work style, can work independently and lead the area.
• Are driven by the social mission to provide energy to consumers and employment to rural communities. Should be a value driven individual. 
• Have good communication and interpersonal skills to be able to build and lead large EO teams.