Jobs at Poa Internet

Overall Responsibility:

All aspects of Commerciality of Kenya, covering Sales, Marketing, & Community Teams

Financial:

• Overall Sales Number
• New Customer Revenue Number
• Customer Number
• Cost of Acquisition
• Brand & PR, Awareness, Sales & Marketing Headcount

People:

Currently circa 30 people, across Field Sales, Telesales, Community Management & Marketing

Key SMART Results for A-Player Success

• Design, build and hire for an A Player Commercial organisation to deliver the commercial success of the Kenyan business for the next 3 years delivering onwards above 150,000 customers across Kenya by the end of 4Q21
• Deliver an overall S&M Cost of Acquisition at less than $30 per Customer by the end of 2Q22
• Develop a S&M function at scale with the most effective balance of insourcing and outsource partners by the end of 2Q22
• Deliver 30,000+ new broadband customers with a recurring run rate of over 3000 new sales per month by the end of 2Q22
•  Plan and structure in place for 100,000+ customers nationwide across Kenya by the end of 2023 with a recurring run rate of over 10,000 new sales per month by the end of 2Q22
• Develop the company's Brand & Marketing capability to support and deliver other departments (e.g. as HR for EVP and Employer of choice) by the end of 2021
• Develop a strategy of moving from push to pull marketing driving the lower cost of acquisition and greater brand demand and awareness to reduce the cost of launching new networks by Mid 2022
• Shift Poa from physical to digital, driving a change in channel split from primarily Field-based to more Inbound telesales and Online by the end of 2021
• Level of Management Experience required (Mandatory & Nice to Have)
• Mandatory - the senior experience in building and operating successful S&M functions in fast-moving consumer tech services business in East Africa.
• Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
• Prepare for Scale / Systemisation / Team Building / Growth

Key CompetenciesCriticality (H,M,L)

• Build High Performing Commercial & Creative Teams that can collaborate and work together. The driver of collaborative performance for both insource and outsource partnerships - H
• Has delivered demonstrable 10x Commercial growth during tenure while maintaining competitive Cost of Acquisition targets - H
• Have built a Commercial function from an early stage in company life with little defined and structured, into a large scale operation supporting hundreds, if not thousands of people - H
• Design, implement and coordinate a national multi-channel acquisition strategy including direct, indirect, inbound, outbound and digital marketing channels - H
•  Revised Creative Brand, Tone of Voice, Message, Proposition to Maximise Success - M
• Worked with insourcing and outsource partners, build exciting commercial relationship structures and minimised CoA through delivering these partnerships - H
• Build and Operate a Rolling S&M Campaign Calendar, measure and Tweak to Maximise Commercial Success over a number of years - M
• Strong collaborative interaction across multiple parts of the business, especially around customer experience, capacity planning, forecasting - M
• Has ideally built a Commercial function beyond Kenya. Must have worked with multicultural leadership and understands the dynamics associated with introducing more cultures and geographies - M
• Has built systemised structure and accountability with total documentation and paper trails for all Commercial related aspects of the business, providing clarity to employees, management, legal and investors - H
• Experience of operating at a senior level in a consumer technology service industry - M

Requirement

• Mandatoy Criteria if Any (e.g. must have directly managed at least ten people) with no exceptions to hire.
• Must have built, managed and grown a consumer Sales & Marketing function in a subscription service industry, ideally within low-income communities across Kenya
• Must have had full budgetary responsibility and directly owned a company-wide Revenue number, Sales number and a Cost of Acquisition number, as well as owned all planning, forecasting and go to market strategy.
• Must have operated in a business with similar aspirational Values and DNA to Poa to ensure cultural alignment
• Must have built and supported a rapid large scale growth organisation including countries in East Africa
•  Ideally has held a senior Commercial role in a big company 
• Must have worked with multicultural leadership / investment groups

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Overall Responsibility:

This position is responsible for implementing market expansion strategies as well as building and sustaining key relationships with a wide variety of internal and external stakeholders including key state officers, local government officials, community leaders, organized community groups members, customers, and potential tower hosting building owners including their caretakers. The role’s goal is to ensure that all building contracting activities are done as per process and early enough to support tower, MTU, Uko poa! service and other network works for smooth and efficient network launch

Financial:

• Lowest overall costs of network infrastructre per network Distribution point.
• Lowest cost of school acquisition
• Lowest cost poa:street location acquisition
• All landlord payments are on time, with 100% uptime

People: None direct, managing community relationships is paramount

Key SMART Results for A-Player Success:

• Ensure a final "Go/No Go" market assessment in any new areas to ensure all desktop, technical and research-based analysis is complemented with on-the-ground validation by the end 2022
•  Understand and communicate the “informal community dynamics” by getting deep into each community and their leaders and understanding the challenges and opportunities for poa! by the end of 2022
• Ensure the lowest cost per tower commercial deals for all deployments of the network by negotiating within the constraints set by the company to ensure the best value commercial deals for the business at all times both on the supplier and customer side by the end of 2022
• Ensure that all major Sambazas in a new community are identified, known and conversations have been held with all about the wholesale provision of capacity to them. Preferably sign at least one Sambaza before handover to the sales team by the end of 2022
• Accurate and daily periodic performance reporting of network expansion activities including findings and insights that shape expansion strategies by the end of 2022
• Ensure that all major ‘sambazas’ in a community are identified and known in person and have had documented conversations with all about the wholesale provision of capacity to them by the end 2022
• Identify strategic high traffic areas and contract businesses in the areas for Street Wi-Fi service by the end of 2022
•  Ensure successful negotiation (within the constraints set by the company), acquisition, and contracting of a minimum of 60 buildings per month in your assigned network for success by the end 2022
• Achieve zero conflicts and misunderstanding with the communities we serve and other third parties by ensuring 100% compliance to the written down community engagement processes and procedures by the end of 2022
• Identify community group provision of services (e.g. free internet to Schools) in place with the relevant parties.
• Ensure poa! has a number of community organisations in place and installed with poa! services as directed by the Head of Sales by the end of 2022
•  Play a lead role in identifying strategic high footfall areas for Street Wi-Fi service by the end of 2022
• Achieve zero network downtime as a result of community-related reasons e.g. building running out of tokens for power etc End 202113Work collaboratively in events, monitoring and building relationships with community stakeholders and influencers within the assigned network by the end 2022

Level of Management Experience required (Mandatory & Nice to Have):

• A minimum of 2 years experience working in low-income communities preferably on community projects and field sales assignments
• Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
• Preparing for scale-up
• Core energy required for this position (e.g. Sirdar Profile Type)
• Extrovert / Huslter / Negotiator

Key Competencies

• Ability to work independently, prioritise tasks, and manage time effectively - H
• Poarean attitude - POA VALUES all over them - H
• Be a self-starter capable of taking on a role with minimal supervision and guidance and delivering them through to a successful conclusion - H

Excellent negotiation skills - H

• Knowledgeable in how local authority, government, and communities run their affairs with an appreciation of minimum legal requirements affecting relationships of the role - H
• Exceptional interpersonal skills with the ability to own and manage both internal and external communication - H
• Mandatory Criteria if Any (e.g. must have directly managed at least ten people) with no exceptions to hire.
• Must have worked in the fast-growing tech services sector with not less than 2 years experience in market expansion and community-related work - new market acquisition, market analysis, and research
• Must have a minimum of a college Diploma qualification and above
• Fieldwork experience in operating with informal communities

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Mission Statement for the Role:

To own the end-to-end technical and operational aspects of the company's impact. Impact is at the core of Poa's ability to scale, as it is fully integrated with our core offering. Impact will assist in both improving the lives of the communities we serve, as well as create the framework for the same towards other stakeholders and as such, drive the narrative.

Overall Responsibility:

Key SMART Results for A-Player Success

• Understand how Poa drives impact in the communities and countries where we operate (both the positives and opportunity areas); articulate into a Theory of Change.
• Develop roadmap to improve/increase impact. Get buy-in of company/management/board.
• Implement roadmap across company.
• Communicate impact to stakeholders. Develop narrative, build momentum; tell Poa's impact story internally and externally.
• Foster a culture of impact in company; build internal understanding around how solution design in all departments fits into the Theory of Change.
• Ensure we meet ESG roadmap.
• Balance all impact with the company's strategy and commercial objectives.
• Measure and report on /quantify ESG and its impact to management, board, and shareholders.
• Level of Management Experience required (Mandatory & Nice to Have)
• Mandatory - Senior experience in impact development and managing diverse teams
• Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
• Prepare for Scale / Systemisation / Team Building / Growth

Key Competencies Criticality (H,M,L)

• Build High Performing impact team that can collaborate and work together and work across functions -H
• Ability to facilitate the process of turning impact data into meaningful stories for the organization -H
• Worked with large funding organizations such as USAID, DFID and The Gates Foundation as well as other entities in the impact investment community and is comfortable speaking their language -H
• Experience working in international development and a deep understanding of the sector -H
• Possess strong analytical, evaluation design, and methodological skills, and utilizes “right-fit” methods for a broad range of quantitative and qualitative approaches to communicate a rigorous, yet compelling story about poa's impact - H
• Strong network in the 'for good' development space -M
• Held budgetary responsibility for end to end impact function -M
• Ability to facilitate the process of turning impact data into meaningful stories for the organization -M
• Owned and delivered impact and ESG plan in high tech/fast moving environment -M

Mandatory Criteria if Any (e.g. must have directly managed at least ten people) with no exceptions to hire.

• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment.
• Must have built and supported rapid large scale growth organisation including countries in East Africa.
• Must have worked with multi cultural leadership team.
• Excellent communication and writing skills, with a keen ability to synthesize and present complex data in a simple, compelling, meaningful way (ability to produce beautiful and top-notch data visualization is a plus).
• Experience in survey methodology and monitoring social or environmental outcomes in a development context.
• Experience in owning impact and ESG domain.
• Role is Africa-based and requires field trips.

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Overall Responsibility

Responsible for designing, developing, building, hiring, supervising and organising the Telesales teams in all areas where they operate on the poa! network. In-charge of developing and deploying profitable acquisition strategies to meet targets, and coordinating with the business on marketing and lead generation activities to exceed against set business goals.

Financial

Meeting Telesales acquisition growth targets while delivering with a Telesales Cost per Converted Lead in line with the Business Plan.

People

• Currently 2 Telesales Team Leaders and 12 Telesales Reps.

Key SMART Results for A-Player Success

• To have evaluated and make recommendation on suitability and performance management of existing Team Leaders within the team, considering scale targets for the next 24 months, and implement plan accordingly in terms of coach, redeploy etc. by the end of 2Q22
• To have established coaching, training, management development and leadership skills across Telesales so the business is prepared for scale. Developed a Sales Management traning and development programme to ensure best in class sales leadership at all levels in the organisation by the end of 3Q22
• To have consistently delivered or exceeded quarterly Telesales targets while developing and upgrading the team to ensure the business delivers a minimum of 30,000 subs by the end of 2022 at an acceptable cost of sale by the end of 4Q22
• To have developed and maintained a month on month average sales per Telesales Sales team rep of at least 80 per person on a rolling monthly 3 month basis from 3Q22 onwards by the end of 4Q22
• To hands on mentor, lead and coach the performance management efforts of all Telesales teams by being in the office conducting monthly and quarterly performance reviews, training and developmental needs analysis, and coaching and mentorship sessions of the current and the next generation of Telesales team leaders by the end of 2021
• To have developed a methodology of coaching, mentoring and developing all teams, including systemising of hiring, product training, onboarding, and entry into the business, so all agents hit the ground running with the best chances possible by the end of 3Q22
• Ensure 100% hands on sales activity by the Telesales Team, by ensuring Team Leaders are accountable for their Teams on a daily basis and having Daily Stand-Ups to know what is expected of the day. Deploy best in class performance through dedicated hands on, detail oriented leadership to get the teams up to performance levels by the end of 2Q22
• 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 by the end of 3Q22
• Built and managed system of digital marketing campaign planning / execution / lead generation and success measurement to drive Cost of Acquisition metrics by the end of 3Q22

Key Competencies Criticality (H,M,L)

• Ideally managed a Telesales team making sales nationwide across low income communities in Kenya - M
• Proven track record of exceeding the Sales Number and owning Cost of Acquisition - 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 - M
• Hands On, on the ground, in the Office, inspiring people to turn up to work and put in the hours to drive success  -  H
• History of recruiting exceptional high performing Telesales teams and Managers and demonstrable experience in growing and developing them - H
• Manage and report on Digital lead development activities including pipeline management, sales management reporting, coaching, forecasting, and statistical reports, sales performance reports (weekly and monthly), and data essential to maintain KPI measurements to track Telesales team performance - H
• Eagerness to work for Success Based performance and not just for a base salary - H
• Ability to identify emerging markets and market shifts in new areas while being fully aware of competition status and sharing feedback on the same so that poa! can competitively position itself - 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 - H

Mandatory Criteria if Any with no exceptions to hire.

• Owned a Telesales Number, and end to end ownership of a Telesales channel, for a multi level (management and teams) team
• Managed "managers", meaning a team of team leaders each who operate their own teams. Must have multi level management experience including "hiring and firing"
• Owned a Cost of Sales number
• Coordinated target setting, monitoring and performance evaluation, and actions of Telesales teams and team leadersMust have operated in a business with similar Values and DNA to Poa to ensure cultural alignment
• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment