Sales, Marketing, Retail, Business Development,
Field Sales Representative – Kitengela/Athiriver
Mission Statement for the Role:
Responsible for delivering the overall revenue and customer growth targets within their specific defined geographical territory
Overall Responsibility:
Make sales and hit the sale number!
Financial:
Collect payments from customers via M-PESA
Key SMART Results for A-Player Success
- Achieve an average of above 60 sales per month on rolling 3-month average
- Adhere to prescribed sales process with zero deviations ensuring the assigned field sales territory is enjoying the highest industry customer satisfaction rates as a result
- Achieve a 100% work attendance record with an absence management that is fully compliance to company policies and procedure
Key Responsibilities
- Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless energy and focus to exceed targets
- Hands-On, on the ground, in the field. This is not a desk job!
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities
- Ideally, experience in selling home internet services in the field, and ideally in low income and informal communities
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports
- Execute all sales activities within your specific defined geographical region
- Experience operating on the ground in informal communities
- Work with the Marketing team to deliver improvements in brand engagement scores in assigned territory
Key Competencies (H,M,L)
- Relentlessly driven and highly competitive to succeed – H
- Exceptional Salesmanship skills – H
- Tactical, scrappy, relentless energy and focus to exceed targets – H
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities – H
- Ideally experience selling home internet services in low income and informal communities – H
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports – H
- Work with the marketing team to deliver improvements in brand engagement scores in assigned territory – M
Mandatory Criteria if Any with no exceptions to hire.
- Must have owned and delivered on a Sales Number
Field Sales Representative – Rongai
Mission Statement for the Role:
Responsible for delivering the overall revenue and customer growth targets within their specific defined geographical territory
Overall Responsibility:
Make sales and hit the sale number!
Financial:
Collect payments from customers via M-PESA
Key SMART Results for A-Player Success
- Achieve an average of above 60 sales per month on rolling 3-month average
- Adhere to prescribed sales process with zero deviations ensuring the assigned field sales territory is enjoying the highest industry customer satisfaction rates as a result
- Achieve a 100% work attendance record with an absence management that is fully compliance to company policies and procedure
Key Responsibilities
- Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless energy and focus to exceed targets
- Hands-On, on the ground, in the field. This is not a desk job!
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities
- Ideally, experience in selling home internet services in the field, and ideally in low income and informal communities
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports
- Execute all sales activities within your specific defined geographical region
- Experience operating on the ground in informal communities
- Work with the Marketing team to deliver improvements in brand engagement scores in assigned territory
Key Competencies (H,M,L)
- Relentlessly driven and highly competitive to succeed – H
- Exceptional Salesmanship skills – H
- Tactical, scrappy, relentless energy and focus to exceed targets – H
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities – H
- Ideally experience selling home internet services in low income and informal communities – H
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports – H
- Work with the marketing team to deliver improvements in brand engagement scores in assigned territory – M
Mandatory Criteria if Any with no exceptions to hire.
- Must have owned and delivered on a Sales Number
Field Sales Representative – Thika
Mission Statement for the Role:
Responsible for delivering the overall revenue and customer growth targets within their specific defined geographical territory
Overall Responsibility:
Make sales and hit the sale number!
Financial:
Collect payments from customers via M-PESA
Key SMART Results for A-Player Success
- Achieve an average of above 60 sales per month on rolling 3-month average
- Adhere to prescribed sales process with zero deviations ensuring the assigned field sales territory is enjoying the highest industry customer satisfaction rates as a result
- Achieve a 100% work attendance record with an absence management that is fully compliance to company policies and procedure
Key Responsibilities
- Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless energy and focus to exceed targets
- Hands-On, on the ground, in the field. This is not a desk job!
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities
- Ideally, experience in selling home internet services in the field, and ideally in low income and informal communities
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports
- Execute all sales activities within your specific defined geographical region
- Experience operating on the ground in informal communities
- Work with the Marketing team to deliver improvements in brand engagement scores in assigned territory
Key Competencies (H,M,L)
- Relentlessly driven and highly competitive to succeed – H
- Exceptional Salesmanship skills – H
- Tactical, scrappy, relentless energy and focus to exceed targets – H
- Ownership of Clarity, Accuracy of Forecasting and Credible Pipeline management of opportunities – H
- Ideally experience selling home internet services in low income and informal communities – H
- Provide ongoing and timely feedback on all your sales activities not limited to your up-to-date prospects list, competitor information, network issues, theft, non-compliance by our customers on our home internet service and other ad hoc reports – H
- Work with the marketing team to deliver improvements in brand engagement scores in assigned territory – M
Mandatory Criteria if Any with no exceptions to hire.
- Must have owned and delivered on a Sales Number
Regional Sales Manager – Nairobi East
Mission Statement for the Role:
Leading a regional business for Poa Internet, which includes managing 5-6 territories. Aim to surpass business expectations by acquiring new customers, enhancing the productivity of sales representatives, and increasing revenue while keeping the cost of acquisition low, in alignment with the company’s goals.
Overall Responsibility:
Attain the set targets for acquiring new customers through the creation of effective strategies and tactics that boost the productivity of frontline sales representatives. Implement training and growth initiatives to close skill gaps and enhance conversion rates by continuously nurturing and developing individuals for exceptional performance that propels the company to new heights.
Financial:
Guarantee the profitable distribution of towers by maximizing the productivity of Field Sales Representatives (FSRs) and reducing the cost of sales. Achieve this by ensuring the optimal utilization of marketing materials in conjunction with sales efforts
People:
Direct reports – Successfully manage a team of 5-6 Territory Sales Managers in the Eastern Nairobi Region, overseeing 50-75 indirect reports in front-line sales positions. Effectively handle the field sales business in accordance with the strategic guidance provided by Poa, until the establishment of the vertical is completed
Key SMART Results for A-Player Success
- Attain a monthly objective of acquiring 1,700 to 2,000 new customers by inspiring and guiding a team composed of Territory Sales Managers and Field Sales Representatives -Continuous
- Take accountability for executing the approved manpower budget to achieve desired outcomes. Successfully onboard new Field Sales Representatives (FSRs) and Territory Sales Managers (TSMs) in accordance with the budget plan provided by the company for the Eastern region of Nairobi – Continuous
- Take ownership of closely monitoring the sales funnels, promptly familiarize yourself with Poa’s CRM applications. Monitor the ratios of contacts to potential customers, Hot prospects to conversions, and ensure that trackers and reports provide clear visibility of these metrics to thoroughly analyze performance -Continuous
- Conduct thorough analysis of sales activities to identify gaps in skills and knowledge. Provide guidance to Territory Sales Managers (TSMs) to implement a comprehensive training program that combines classroom and field training, focusing on empowering employees with the specific skills identified through data analysis – Continuous
- 1)Daily Route Planning: Develop and execute efficient daily route plans to maximize productivity and optimize resource allocation for sales representatives.
2)Weekly Meetings with TSMs and Head of Field Sales: Conduct weekly meetings with Territory Sales Managers (TSMs) and the Head of Field Sales to discuss progress, address challenges, and align strategies to ensure effective coordination and performance.
3)Monthly Sales Meetings: Organize monthly sales meetings to review targets versus actual performance, identify areas of improvement, and develop action plans to meet or exceed sales targets.
4)Daily Reporting on Projections vs Actuals: Provide daily reports on sales projections versus actual performance to track progress and identify any deviations.
5)Devise Tactical Items for Catch-up Plan: Analyze performance gaps and develop tactical items to implement a catch-up plan, ensuring necessary adjustments are made to meet sales targets and achieve desired results - 1)New FSR Recruitment: Adhere to company policies and procedures for recruiting new Field Sales Representatives (FSRs).
2)Performance Training: Identify underperforming individuals and implement targeted training programs to improve their performance.
3)Performance Improvement Plan (PIP): Put continuous non-performers on a performance improvement plan and provide support to help them improve and retain their position.- Continuous - Collaborate with the Marketing department to develop a monthly marketing calendar, plan marketing activities and costs, and utilize spreadsheets to evaluate the return on marketing investments.- Continuous
- Maintain a balanced mix of Field Sales Representatives (FSRs) based on their tenure. Aim for a distribution of FSRs with more than 6 months of experience to be between 50% to 60%, FSRs with 4-6 months of experience to be between 20% to 30%, and FSRs with less than 1 to 3 months of experience to be between 10% to 30%. – Continuous
- Demonstrate cultural sensitivity by fostering an inclusive and respectful work environment that values and appreciates diverse cultures. Promote cultural awareness and understanding among the team members, resulting in improved cross-cultural collaboration and customer satisfaction – End Q4 2023
Level of Management Experience Required (Mandatory & Nice to Have)
Managerial level with not less than 8 years of sales and sales management experience 5yrs of which should have been leading sales team of not less than 10 people.
Department stage of development where this role sits
Scale up
Key Competencies (H, M, L)
- Ability to manage people dynamics in a high pressure operation and lead to achieve the best performance possible from the team – H
- Ability to develop and implement new sales structures, build high performing teams while implementing management routines geared for sales growth – H
- History of managing exceptional high performing field sales teams and demonstrable experience in growing and developing them – H
- History in managing customer relationship activities including statistical reports, sales performance reports (weekly and monthly), and data essential to maintain KPI measurements to track territory sales team performance- 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 – M
- 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 -M
Mandatory Criteria if Any with no exceptions to hire
- Must to have handled Regional Sales role in earlier assignments
- Greater than 10years of experience in Sales & People Management
- Coordinated target setting, monitoring and performance evaluation, and actions of field sales team leaders
- Conversant with Data analysis, reporting and CRM tools
- Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment
Community Representative – Mombasa
Mission Statement for the Role:
To develop, engage with, and maintain all aspects of the communities we serve, from developing relationships in each location to maximising sales opportunities, minimising network infrastructure costs, and creating Impact in all areas we serve,
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 infrastructure 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:
No direct reports, but 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 – Q4 2023
- Understand and communicate the “informal community dynamics” by getting deep into each community and their leaders and understanding the challenges and opportunities for Poa! – Q4 2023
- 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 – Q4 2023
- Accurate and daily periodic performance reporting of network expansion activities including findings and insights that shape expansion strategies – Q4 2023
- 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 – Q4 2023
- Identify strategic high traffic areas and contract businesses in the areas for Street Wi-Fi service – Q4 2023
- 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 – Q4 2023
- 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 – Q4 2023
- Identify community group provision of services (e.g. free internet to Schools) in place with the relevant parties – Q4 2023
- Ensure poa! has a number of community organisations in place and installed with poa! services as directed by the Head of Sales – Q4 2023
- Play a lead role in identifying strategic high footfall areas for Street Wi-Fi service- Q4 2023
- Achieve zero network downtime as a result of community-related reasons e.g. building running out of tokens for power – Q4 2023
- Work collaboratively in events, monitoring and building relationships with community stakeholders and influencers within the assigned network – Q4 2023
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
Key Competencies
- Ability to work independently, prioritise tasks, and manage time effectively – H
- Poa attitude -Has 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 (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
- Fieldwork experience in operating with informal communities