Openings at Topup Mama

About the role 

Head of Sales will be responsible for managing the general trade sales department, fostering a team that achieves and exceeds sales targets through acquiring new general trade restaurants and servicing existing ones with a focus on increasing GMV and building long term relationships with the restaurants.

They will also be required to manage the sales team in order to allow skill gaps to be filled so that the GMV can be increased on a monthly basis.

Key Responsibilities:

• Take full ownership of the day to day sales activities of the TDRs and daily reporting protocols 
• Focus on growing the number of restaurants ordering with TopUp Mama to 3 new restaurants per person per day by 
• Managing the overall execution of the trade strategy.
• Achieve the set yearly GMV
• Collaborate with other teams to drive new pipeline and revenue opportunities
• Run all daily, weekly and monthly sales meetings
• Have 75% of the sales reps hit 100% of their targets
• Consistently hits sales metrics through upskilling of TDRs to cross sell to existing customers and acquisition
• Hit a retention rate of not less than 80% across the restaurant base

Who you are 

We are looking for someone who is results-driven, with excellent interpersonal skills to actively seek out and engage customer prospects, ensure customer satisfaction and continuous growth.

We are looking for someone who has:

• Ability to own a sales number with proven ability to meet and exceed sales quotas
• Excellent leadership skills – incl. monitoring of goals & quality standards and motivating large teams to reach goals; incl. making tough decisions
• Excellent interpersonal and communication skills (written and spoken). Solid demonstrated presentation skills.
• Ability to implement problem solving techniques in order to resolve customer issues and take corrective action
• Ability to work independently as well as thrive in a cooperative work environment
• Proficient in Microsoft Suite and G-Suite

Qualifications:

• Experience in a managerial position as a sales manager or head of sales
• In-depth understanding and experience in the Hospitality industry’s 
• Procurement and supply chain experience will be a key advantage.
• Strong relationship building skills
• Strong time management skills with the ability to multitask while being flexible with the changing demand

This role will be based in Kenya.

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About the role

TopUp Mama has experienced extremely fast growth in the last year. We have proven that there is demand for our product and that we can make it work operationally.We are looking for a Sales Representative who will be responsible for acquiring new restaurants and servicing existing ones with a focus on increasing net revenue while building long term relationships with the restaurants.

Key Responsibilities :

• Manage placed orders effectively to ensure zero cancellations and returns of items to reduce our warehousing costs.
• Reporting – Share accurate and timely sales reports highlighting each day’s achievements against set targets.
• Focus on growing the number of restaurants ordering with TopUp Mama by acquiring 3 new quality restaurants daily in assigned territory.
• Monitor and report all competitor’s activities in the market so that TopUp Mama can devise ways of staying competitive in the market.
• Achieve ambitious targets for net revenue and average product mix per order, which will be determined per month.
• Hit a retention rate of not less than 80% across all the customers acquired by you.

Who you are

We are looking for someone who is results-driven, with excellent interpersonal skills to actively seek out and engage customer prospects, ensure customer satisfaction and continuous growth.

Qualifications:

• Ability to own a sales number with proven ability to meet and exceed sales quotas
• Energetic and aggressive with personal selling experience with a wide sales network, go-getter attitude
• Good communication and negotiation skills – ability to express themselves and sell
• Good knowledge of Nairobi Metropolitan market and the general trade landscape preferably in FMCG industry
• Have an attitude of ownership, accountability and quality by working collaboratively with the relevant stakeholders in proactively sharing feedback and escalating customer issues to attain the best customer experience
• Proficient in Microsoft Suite and G-Suite

We believe that a great Sales Representative  can come from many industry and organizational backgrounds and there is no set years of experience that is required for a talented person to fill this role. However, preference will be given to people who have previously worked B2B sales preferably in the FMCG industry (selling to hotels & restaurants is a plus) 

This role will be based in Nairobi.

Why TopUp Mama

We are venture-backed and growing fast. We launched less than 10 months ago and we are already serving more than 3000 customers. You get an opportunity to jump onto the rocket ship near the ground floor. We believe that:

• Our team should grow as fast as the company. If you do well, you will have every opportunity to rocketship your career
• If we win, our team should win. Company shares are a key part of the compensation for all mid-senior hires
• Speed is a Virtue. We make decisions quickly and are not afraid of failing. We prioritize learning by doing
• Everyone is an owner of their work. We do not micromanage, only challenge. We let you own your domain and drive your work independently.

If that sounds exciting, great! Topup Mama may be the perfect place for you. But, Topup Mama is not for everyone.

• We are an early-stage start-up. It may be chaotic at times with shifting priorities
• This is not a 9-5 job. This a whatever it takes to get it done job
• This is not a place where we will tell you exactly what to do. You will be expected to manage your own work to achieve the outcomes
• We love being around our customers. If you enjoy sitting behind a desk all day, this may not the best place for you

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About the Role

We are looking for MBA fellows to support scaling our operations in both Nigeria and Kenya. You will be working closely with our COO, Country Teams and the Head of Growth to scale the business. The exact responsibilities may vary depending on your profile and the needs of the business when you join, but the repeatability and scalability of our operations will be central to this role. Some examples of specific projects are: lead expansion to a new city, lead the set-up of fresh warehousing & centralized kitchen, improve the procurement cycle to cut working capital requirements while maintaining zero stock-outs, create sales handbooks & improve sales processes and achieve higher sales efficiency, etc. This is a great role for someone looking to grow into a Strategy & Operations manager, Head of a Business Unit, Country manager, Head of Growth, or Chief of Staff to a COO.

TopUp Mama is a diverse team of ambitious individuals that take ownership of their work, see speed as a virtue, and are fixated on helping restaurant owners grow. Does that sound like you? We look forward to receiving your application!

Responsibilities:

Responsibilities will vary across the different projects and will be defined before starting. Example responsibilities for leading the expansion to new cities is:

• Create the new city expansion plan covering all aspects of operations
• Identify blockers to overcome in new city expansion and work with team to solve these
• Act as project manager to ensure all moving pieces are in sync and we meet timelines, within budget
• Work with Country Managers and teams to get first new cities live and reach net revenue targets
• Determine KPIs for scale-up, ensure dashboards are created, and monitor progress on a daily basis
• Support operational teams in overcoming challenges as they arise on a daily basis
• Combine all learnings into a roll-out playbook and hand this over to the team

Who you are

For any operations & expansion project, we are looking for someone who is:

• Excellent at thinking through operational processes and identifying dependencies and risks
• Exceptional problem solving skills and ruthless prioritization, and the ability to hustle today while looking for long-term solutions
• Be pragmatic and thorough in documenting SOPs (Standard Operating Procedures)
• Have excellent data & analytics skills – advanced excel skills are a must and experience with BI tooling is preferred
• Be adept at the test & learn approach – test hypotheses rapidly, capture learnings and incorporate these in a next iteration
• Have a good understanding of our target customers (SME business owners, restaurants) and markets (Nigeria and Kenya)
• Excellent communication skills, both written and verbal

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About the role 

Our customers rely on us to get all the products that they need to cook & run their restaurant – convenience and reliability are core to our proposition. On top of that, we are the first player in the market to deliver both fresh & dry goods to small and medium-sized restaurants. Our Fresh Procurement Manager will be responsible for building a supply chain model that delivers the best customer experience, while managing our resources well. 

Key Responsibilities :

• Have reliable, good quality, fair price suppliers for all our fresh products.
• Provide processed food to customers, for at least 3 different types of SKUs.
• Ensure that 100% of meat & fish is integrated into dry delivery, and 70% of fruit & vegetables.
• Implement branded packaging for fresh & processed products.
• Contribute to the overall GMV from fresh sales and processed products.
• Increase the average gross margin on fresh products.

Who you are 

We are looking for someone who has a passion for food and innovation in procurement & Supply chain. This person needs to be 100% on top of day-to-day operations and work with the product & operations teams to continuously improve and change how we do things. This person should see opportunities in better servicing our customers and hustle to get that fixed – we have enough people on the team who can support the strategic planning, so the hustle side is more important.

Attributes Needed:

• In-depth knowledge of fresh food, where to source it, and how this should be handled and processed
• Ability to hustle to fix things and grasp opportunities today, and to identify the shortcuts that need to be solved to make things scalable
• Test & learn approach – can roll out tests in a rapid tempo, with well-defined hypotheses and capturing data to distill learnings
• Ability to develop SOPs that ensure high quality and to programmatically implement this
• Is explorative, seeks opportunities for continuous improvement & innovation
• Strong project management skills – can break a large plan into small bits and achieve those results

Qualifications:

• Hold a senior role in procurement (restaurants/ kitchen management) in a cloud kitchen start-up
• Senior in fresh procurement/processing/warehousing in a start-up or scale-up dealing with fresh foods/ perishable goods
• Senior in a supply chain role in restaurant chain with a centralized kitchen and/or supply chain.

This role will be based in Nairobi, Kenya.

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About the role 

We are looking for a dedicated sales lead to coordinate our sales teams, ensure the team’s sales quotas are met, and support the management. The sales lead will perform sales, management, and administrative tasks, such as maintaining your sales performance.

You will be required to exceed your sales numbers through acquiring new general trade restaurants with a focus on increasing GMV while building long term relationships with the restaurants.

Key Responsibilities:

• Focusing on growing the number of quality general trade restaurants by acquiring 6 new restaurants per sales representative per day with an increase in average order value  and a total GMV across the team per week
• Managing placed orders effectively to ensure zero cancellations due to sales related issues and returns of items to reduce our warehousing costs and losses to the company
• Accurate and timely daily, weekly and monthly reporting of your team members highlighting achievement against the set target
• Designing a weekly route plan to guide the sales representatives on their day to day activities
• Monitoring and reporting all competitor’s activities in the market so that TopUp Mama can devise ways of staying competitive in the market.
• Regular appraising of team members together with the Head of Sales for performance management purposes
• Ensuring 100% compliance of the defined sales process
• Hitting a retention rate of not less than 80% across all the general trade restaurants acquired by you or your team.

Qualifications:

We looking for someone who is results-driven, with excellent interpersonal skills to actively seek out and engage customer prospects, ensure customer satisfaction and continuous growth.

We are looking for someone who has :

• Strong sales ability, business acumen, and commercial awareness
• Good understanding of client/customer and market requirements and dynamics
• Strong relationship building skills
• Strong time management skills with the ability to multitask while being flexible with the changing demands
• Good communication and  reporting skills – basic excel knowledge