Sales Roles at SunCulture Kenya Ltd

About the role:

• Reporting to the Telesales Team Lead, the Telesales Agent will provide expert advice and information to our potential customers regarding a variety of products offered by SunCulture. S/he will play a key role in increasing our profitability and sales revenue through excellence in customer service and an informed, consultative approach to selling and client conversion. S/he will also be troubleshooting and escalating complaints across a number of communication channels. The person should have excellent communication and interpersonal skills. Computer knowledge and usage are also a must-have for this role.

Key Responsibilities:

• Achieve over 70% target set the month-on-month KPI’s being Lead generation, Lead conversion, Sales targets, and talk-time set by achieving a high conversion rate.
• Contact potential or existing customers, businesses, or groups to give them correct information about SunCulture products using the product knowledge.
• Explain technical product features and answer customer questions about SunCulture products.
• In addition to leads shared by SunCulture, be proactive in generating your own leads and ensure you have a robust pipeline of potential customers at all times.
• Ensure at least an 80% conversion rate from leads generated by you.
• Be versatile in making extensive outbound calls that meet the organization's KPIs.
• Adjust sales scripts to better target the needs and interests of specific individuals.
• Respond to correspondence from customers on both mail, direct messages and phone and follow up initial sales contacts.
• Have the ability to go above and beyond to cover your talk time daily and hourly targets set by SunCulture.
• Conduct client or market surveys to obtain information about potential customers to be able to measure customer experience and ability to afford the product
• Create a sense of urgency among potential customers in order for them to see the need to purchase sooner than later.
• Ensure all calls are received/made through 3CX for easier tracking of calls and easier management of the quality of calls.
• Undertake all training scheduled to better improve the quality of your output and relationship with customers.

Does this sound like you?

• Experience in Sales and Customer Service.
• Additional experience as a Telesales Representative is an added advantage.
• Proven track record of successfully meeting sales quota preferably over the phone.
• Good knowledge of relevant computer programs (e.g. CRM software) and telephone systems.
• Ability to learn about products and services and describe/explain them to prospects.
• Hands-on, detail-oriented, and with strong execution skills.
• Excellent Communication Skills with the ability to resolve issues and address complaints.
• Passion for irrigation and in-depth knowledge of the industry and current trends adaptable for SunCulture.
• Independent thinker with proactive decision-making capabilities.
• Comfortable with ambiguity and experience working in a dynamic environment.
• Have the ability to handle pressure, keep a cool temper, and handle rejection gracefully.
• Be organized and be an expert in time management and meet deadlines.  
• A diploma or degree in Sales or any other related field is an added advantage.

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About Role 

• Reporting to the Head of Sales, the Regional Sales Manager has the primary responsibility for managing all sales activities within a defined geographical region. The role is field-based and requires proper planning within the assigned region and is suitable for an individual who is passionate about sales and people management. The successful candidate should be keen on working in a thriving tech-driven and innovative social impact business focused on small-scale farmers with an aim of transforming business.  

Responsibilities

• Active participation in the setting of the sales targets and ensuring all Sales Team Leads get clear communication on the target.
• Conducts daily, weekly, monthly, and quarterly sales performance reviews to ensure team performance delivery while offering support in the field and remotely.
• Own the regional sales targets and work on 100% achievement of the set targets through the team by ensuring the sales team leads are equipped with the necessary knowledge and skill to enable them to deliver results.
• Have a good understanding of the territory and ensure proper agent distribution in the region, while solving all issues faced by the sales agents and ensuring the STLs and Sales agents clearly understand their commission structures and retrain periodically.
• Spearheaded joint fieldwork with Sales Team Leads and Sales agents alongside weekly training to drive agent recruitment. Ensure the scheduled work plan from the Sales Team Leads are well executed by handling weekly work reviews and planning to review.
• Building the business in the region through networking with other businesses for partnership opportunities and building relationships.
• Ensure their Sales Team Leads follow the set recruitment process and achieve target month on month with the key set competencies from SunCulture.
• Analyzing competitor activities in the region and assessing opportunities for business development.
• Managing the Sales Team Leads and ensuring they have the necessary tools and support to deliver on their roles
• Attending relevant industry events and conferences to build the business and generate leads.
• Ensuring team activities are in line with the sales strategy.

Does this sound like you?

• A Bachelor Degree in Sales and Marketing or other related fields.
• At least 2-4 years experience in a leadership role and managing teams.
• Ability to speak the local language and willingness to visit farms and do door-to-door sales as the role requires close engagement with farmers.
• Excellent communication, listening, and negotiation skills.
• Work experience in direct sales target-driven business and good with group presentation and selling.
• Experience managing a team and passion for mentoring and coaching.
• Comfortable with ambiguity and experience working in a dynamic environment.  
• Detail-oriented, delivery-focused, and willing to learn.
• Experience in solar/ off-grid pump systems would be an advantage.
• Experience developing new territories.
• Minimum of 2 years’ valid driving license required. 

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About the Role

• As the Regional Training Officer (RTO) you will be responsible for training and empowering the sales team with the knowledge and skills required to meet their sales targets. To prosper in this role coaching will be your daily role and your passion should be in training and working with diverse teams. 
• This role requires 80% travel. You will be based in your respective region with frequent travel to other regions to support the sales teams as and when required.

Key Responsibilities

• Actively participate in the recruitment and selection process of new sales agents in the region
• Onboard all new sales agents by scheduling the orientation process, training the agents on the sales process,
• Assist in the development of a training curriculum and ensuring the training conducted is as per the training curriculum
• Developing the individual coaching plan for each sales agent and ensuring all resources needed by the agent are provided,
• Coaching each agent by observing what they are doing and providing guidance whenever needed,
• Identifying the knowledge gap among the sales agents by spending more time with them in the field and giving a necessary recommendation in filling the gaps,
• Developing training materials, conducting training sessions, evaluating and recommending areas for improvement,
• Supporting the training financial objective by ensuring training activities are within budgets allocated and controlling costs.
• Ensuring all training done is towards achieving the sales strategy in place and reporting on the impact of the training program. 

Does this sound like you?

• Passionate about developing others’ capabilities and empowering those around you.
• Willing to gain experience in ‘doing’ what is being asked of others before learning how to train it.
•  Effective communicator in front of small-medium-sized groups of people.
• Comfortable with ambiguity and experience working in a dynamic environment.
• Have discretion in using budgetary allocations for the region and/or department
• Experience in solar/ off-grid pump systems would be an advantage.
• Experience working in a start-up would be an advantage.
• Experience training experientially would be an advantage
• Work experience as a sales agent is an added advantage

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About Role

• As a Sales Team Lead, you will be in charge of the Sales Agents in your territory. You will be responsible for managing sales, ensuring that targets are attained, and handling clients in the territory. You have to be dynamic, self-motivated, have excellent interpersonal and leadership skills.

Responsibilities

Recruitment and training.

• Source, identify and recruit astute and goal-oriented sales agents who will be willing and capable of selling SunCulture products
• Train, and onboard the sales agents to ensure they have all been set up for success  in bringing in sales and meeting the company KPIs

Team Management

• Carry out daily and weekly check-ins with the teams to ensure there is maximum productivity
• Track Lead generation and selling processes of the sales agents
• Coordinate aftersales customer service to ensure brand strength

Sales

• Work closely with the Regional Sales Manager in developing and establishing clear sales KPIs meant to be exceeded by the sales agents
• Monitor and push for numbers closures when it comes to the sales targets on the selling of SunCulture commodities
• Establish a rapport with the clients and also the community in ensuring that all the clusters allocated are fully utilized and understand SunCulture products and brand

Does this sound like you?

• Proven experience in a sales role in the energy sector
• Proven track record of successfully meeting sales quota
• Strong leadership abilities and outstanding interpersonal skills.
• Ability to think and plan strategically, plan, manage, and act to achieve set outcomes.
• Ability to work under deadline pressure and meet targets.
• Passion for irrigation and in-depth knowledge of the industry and current trends adaptable for SunCulture
• Independent thinker with proactive decision-making capabilities
• Comfortable with ambiguity and experience working in a dynamic environment
• Have the ability to handle pressure, meet targets, keep a cool-temper, and handle rejection gracefully.
• Be organized and be an expert in time management- both at personal and team levels
• A diploma or degree is an added advantage.

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About Role 

• Reporting to the Regional Sales Manager with a dotted reporting line to the Fleet Operations Manager, the Service Center Associates will manage our Service Centers.  The key role will be good customer service to all customers that come to the service center, sales conversion, stock management, troubleshooting, and escalating all aftersale issues reported by the customers through the service centers. 50% of the role expectation is highly centered around sales with overall support for the shop operations and general management.

Key Responsibilities

Customer Service

• High-level knowledge of all SunCulture products with the ability to address all questions asked by customers
• Acknowledging and resolving customer complaints within stipulated SLAs.
• Communicating with customers through various channels and responding promptly to customer inquiries.
• Analyze trends to create solutions to ensure customer service needs, business goals, and objectives are met or exceeded.
• Ensure service center operational standards are adhered to.
• Be the lead in monitoring and maintaining the required stock levels at the service center by conducting regular stock takes and ensuring a majority of components needed by the team/customers are available at the service centers.
• Promote the SunCulture brand by ensuring the service center is kept clean and tidy at all times noting the operation hours of the Sales and Service Centers are 9am to 5pm Monday to Friday and 8am to 12pm on Saturday.
• Assist in sales/after sales requests placed by various customers and team members.
• Follow up on customer issues to resolution by following the stipulated aftersales escalation process.
• Maintaining a positive, empathetic, and professional attitude towards customers at all times.

Aftersales

• Ensure all aftersale issues are raised via a ticket and track records of customer interactions, comments, complaints, and aftersale issues.
• Providing feedback to all customers in reference to their queries and aftersale issues.
• Troubleshoot all aftersale issues, resolve non-technical issues, and escalate to the aftersale product team any issue not resolved at the service center level.
• Ensure all spare parts are available in the service center and proper inventory management.
• Generate all reports in reference to service center activities and stock level.

Sales

• Achieve lead generation targets and ensure constant follow-up on leads in order to convert them to sales.
• Initiate selling tactics that will ensure leads are converted I.e conducting demos, sourcing to market activities and customer referral programs.
• Work closely with the Regional Sales Manager in developing and establishing clear sales KPIs (that is sales targets, lead generation and sales call logs to be achieved daily and Quality Assurance [QA] 90% score). The assigned sales targets and corresponding commission is as guided by our commission structure.

Qualifications:

• A Diploma or Degree in Business Administration (Sales and Marketing option), our Customer service will be an added advantage.
• At least 2 years of proven experience in sales or customer service. 
• Proven track record of successfully meeting sales targets. 
• Outstanding interpersonal skills with the ability to interact freely with customers.
• Ability to think and properly plan the day-to-day work, proper inventory management, and tackle customer complaints.
• High EQ with the ability to work under pressure, and meet deadlines, and targets set.
• Passion for customer service, the industry, and current trends adaptable for SunCulture. 
• Independent thinker with proactive decision-making capabilities. 
• Comfortable with ambiguity and experience working in a dynamic environment.
• Be organized and be an expert in time management- both at personal and team levels.