Territory Sales Manager- Thika at Poa Internet

Mission Statement for the Role: 

• Run a highly efficient and super motivated territory sales team to exceed targets in the designated territory and deliver month in and month out.

Overall Responsibility: 

• Building, hiring, supervising and organising a territory-wide field sales team, comprising direct sales representatives and a network of sales agents. In charge of developing and deploying profitable acquisition strategies across the territory to meet targets, and coordinating with the business on marketing and lead generation activities to exceed set business goals.

Financial:

• Ensure all sales are closed through company M-Pesa transactions, feedback on the effectiveness of marketing activation as effectively as possible. Take measures and drive cost efficiencies through out the customer acquisition process as directed by the company.

People:

• The role will have responsibility of managing Field Sales Representatives, Trade development representatives and commission only sales agents (indirectly)

Key SMART Results for A-Player Success

• Maintain a month-on-month average sales efficiency of 50 sales per person per month for salaried territory sales representatives - Q3 2023
• Lead the performance management efforts of both direct and indirect territory teams by conducting monthly and quarterly performance reviews, training and developmental needs analysis, coaching and mentorship sessions - Q3 2023
• Achieve 100% compliance to channel-specific sales processes by overseeing the activities and performance of territory teams - Q3 2023
• Hire, resource, plan and profitably retain adequate team resourcing to meet planned sales targets and business growth for the territory - Q3 2023
• Ensure accurate, timely and comprehensive sales performance reports of all the field sales activities including lead generation, sales forecast per network and performance per team reports - Q3 2023
• Develop and implement ongoing structured territory sales training including objection handling, competitive analysis and closing techniques - Q3 2023
• Maintain a month-on-month average sales efficiency of over 10 sales per person per month for non-salaried commission-only agents - Q4 2023
• Take charge of company resources within the territory, ensuring optimal utilisation of trade marketing activity to drive the highest conversion rates possible - Q4 2023

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

• Supervisory level management with not less than 4 years of sales experience 1 year of which should have been spent leading a sales team of not less than 5 people.

Department stage of development where this role sits

• Scaling

Key Competencies (H, M, L)

• Build and managed high performing relentlessly driven territory sales teams making sales across low-income and rural communities in Kenya - H
• Managed the people dynamics of such a high-pressure operation and lead to achieve the best performance possible from the team - H
• Proven track record of exceeding the Sales Number - H
• A proven arsenal of brilliant sales management techniques and hands-on sales experience with an in-depth understanding of sales strategies and consumer objection handling - H
• Hands-on, on the ground, in the Field. This is not a desk job! - H
• History of recruiting exceptional high-performing field sales teams and demonstrable experience in growing and developing them - H
• Experience in setting up commission-only indirect sales agency models at scale to drive sales volumes and referrals - M
• Eagerness to work for success based on performance and not just a salary - 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 - H
• 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 - H

Mandatory Criteria if Any with no exceptions to hire

• Must have owned and delivered sales targets through working with teams
• Must have led and managed at least a team of over five people in a field-based role
• Must have managed a team on the ground in the field, preferably within the communities we serve
• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment