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Territory Sales Manager
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 month out.
Overall Responsibility:
Building, hiring, supervising and organising a territory wide Field Sales team, comprising Field Sales Representatives and Trainees . 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 against 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 throughout the customer acquisition process as directed by the company.
People:
- Approximately 10 Field Sales Representatives (depending on size of territory).
Area:
- Mombasa West (Jomvu, Mikindani, Miritini, Aldina, Bomu)
Key SMART Results for A-Player Success
- Sales Efficiency: Maintain a month on month sales average of 50 sales per person per month for FSRs with 6+months vintage, 30 sales per FSR 4-6 months and at least 15 sales average for FSRs with vintage of 1-3 months by implementing daily routines focused on channel expansion, people productivity & sales growth activities – Monthly
- Manage the performance efforts for the territory sales teams (FSRs) through conducting daily shadowing programs, daily field accompaniments & coaching and steering daily performance meetings, weekly one on ones and monthly performance evaluations to ensure the team attains the set monthly goals (minimum 90%) – Daily
- Sales Funnel Management: Drive customer visit efficiency of 500 leads entered into Freshsales per FSR per month and ensure 90% categorization of the contacts into hot, warm, cold .
- Drive at least 10% conversion on qualified leads each day.
- Conduct daily follow up calls of hot leads generated by FSR teams (20 Hot leads per day) -Daily
- Operational Excellence:
- Achieve 100% compliance to channel specific sales processes by ensuring each field sales representative adheres 100% to customer onboarding process, and drive prompt resolution of sales operation tickets (queries) within 24 hours.
- Ensure proper utilization of point of sales material, parasols, fliers and staff uniform ( for every 12 fliers issued, at least 1 sale), always branded sales team – Monday to Saturday) – Daily
- Ensure quality hiring, resource planning and and proper onboarding of new field sales representatives by ensuring each hire (assigned) is trained, inducted into the role and equipped with working tools within the first one week of joining.
- Conduct at least 12 field observations & demonstrations every month for FSRs and share documented findings and performance improvement plans for each FSR -Monthly
- Sales Reporting: Ensure timely provision of sales reports for assigned territory
- Daily : activity plan, market activation plan, daily sales vs actual, failed surveys, market insights.
- Weekly : Month to date performance vs target, lead generation, MTU coverage update.
- Monthly : Monthly activity plan, sales efficiency per team, Mitigation plan, monthly insights.
Level of Management Experience required (Mandatory & Nice to Have)
- Supervisory level management with not less than 4 years of sales experience 1 yr of which should have involved leading sales team of not less than 5 people.
Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
- Relentless hands on management of an area team to deliver
Core energy required for this position (e.g. Sirdar Profile Type)
Coach, Mentor, Driver
Key Competencies Criticality (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
- CRITICAL FACTOR Hands On, on the ground, in the Field. Not a desk job! – H
- History of recruiting exceptionally 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 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 (e.g. must have directly managed at least ten people) with no exceptions to hire
- Must have “owned a team sales number” and demonstrated high performance.
- 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.
- Must have good knowledge in using google spreadsheets, google docs and google slides.
Field Sales Trainee
Mission Statement for the Role:
Responsible for delivering the assigned customer growth targets within their specific defined geography within the territory.
Overall Responsibility:
Make sales and hit the sale number! Be part of the team aiming to deliver over 100% of the total company sales.
Area:
Mombasa West (Jomvu, Mikindani, Miritini, Aldina)
Key SMART Results for A-Player Success
- Drive attainment of monthly sales targets as per the vintage:
- Month 1 : 10 sales
- Month 2: 15 sales
- Month 3: 20 sales
- Source at least 20 prospective customer visits on a daily basis and develop a sales funnel of customers categorized into Freshsales system as below:
- Hot leads : 20%
- Warm Leads: 30%
- Cold leads: 40%
- Paid customers: 10%
- Marketing Material Utilization: Drive 12 fliers per sale. Must adhere to brand guidelines prescribed by the company which are periodically auditable – First 3 months from Joining
- Operational Excellence:
- Attain 100% work attendance record with an absence management that is fully compliant to company policies and procedures
- 100% compliance on Freshsales system usage for lead generation, categorization & sales made
- Timely reporting of sales updates at 11am, 3pm and 7pm on a daily basis
- Ensure 100% adherence to company’s guidelines on financial transaction from customers. No cash transactions – First 3 months from Joining
Level of Management Experience required (Mandatory & Nice to Have)
None
Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
Rapid Scale and Growth
Core energy required for this position (e.g. Sirdar Profile Type)
Doer / Positive/ Aggressive
Key Competencies Criticality (H,M,L)
- Excellent Sales Person with good understanding of buying and selling process – H
- Tactical, scrappy, relentless energy and focus to exceed targets – H
- Accuracy of forecasting and credible pipeline of sales funnels – H
- Ideally, experience selling consumer durables/FMCG/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 marketing team to deliver improvements in brand engagement scores in assigned territory – M
- Ability to work and adhere to rules prescribed by the company. Adhere to CRM tools for inputs and must maintain healthy conversion ratios to exceed expectations – M
Mandatory Criteria if any with no exceptions to hire
- Must have direct selling experience to end customers, 1-2 years of successful track record of earning incentives.
- Must have successfully achieved monthly, quarterly and yearly sales targets .
- Must have a strong sales acumen and high on integrity.
Agency Sales Manager
Mission Statement for the Role:
In charge of overseeing designated territories in Poa Internet’s agency business model. Manage a team of 7-10 Trade Development Representatives to exceed business targets through customer acquisition, improving team productivity, and optimizing commission-sales agent onboarding for better efficiency.
Overall Responsibility:
Achieve goals by establishing a commission-only sales agent framework for Poa Internet. This involves devising effective strategies to onboard productive agents, implementing engaging tactics and maximizing individual agent productivity.
Financial:
Attain organization-defined monthly, quarterly and yearly benchmarks for your designated territory. Optimize resource allocation and marketing materials to enhance revenue by acquiring new customers while minimizing the cost of acquisition.
People:
Direct reports – Successfully manage a team of 7-10 Trade Development Representatives in the respective territory, overseeing up to 350 indirect active sales agents. Effectively handle the agency 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
- Achieve progressive monthly sales targets within your designated territory, starting at 100 in the first month and scaling up to 1,000 by the twelfth month. This objective aligns with the expanding growth of the business, encompassing both increased market penetration and broader geographical coverage within the territory- Continuous
- Take accountability for executing the approved manpower budget to achieve desired outcomes. Successfully onboard new Trade Development Representatives (TDRs) and an indirect team of Commission Only Sales Agents 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 below ratios for each Commission only agent (Contacts to Potential Leads: 80%,Potential Leads to Cold Leads: 40%,Potential Leads to Warm Leads: 30% Potential Leads to Hot Leads: 20%,Potential Leads to Sale/Customer: 10%) – Continuous
- Conduct thorough analysis of sales activities to identify gaps in skills and knowledge. Provide guidance to Trade Development Representatives (TDR’s) to implement a comprehensive training program that combines classroom and field training, focusing on empowering sales agents 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 TDR’s and Sales Agents, 2)Weekly Meetings with TDRs: Conduct weekly meetings with Trade Development Representatives (TDR’s) and the Head of Agency 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- Continuous
- 1)New TDR Recruitment: Adhere to company policies and procedures for recruiting new Trade Development Representatives (TDRs), 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 high-quality onboarding of commission-only agents by conducting in-depth assessments of agent performance, executing weekly training sessions for new and existing agents, and achieving a minimum monthly agent productivity score of 5. This ensures the profitability and sustainability of the sales agent team- 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- Continuous
Level of Management Experience Required (Mandatory & Nice to Have)
- The managerial position necessitates a minimum of 8 years’ background in sales and sales management, including demonstrated expertise in overseeing a commission-only agent business model at a managerial level.
- Prior experience in an environment that has undergone a 10x scale-up over the past 3 years is essential.
Department stage of development where this role sits
Scaling
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 strategies, build high performing teams while implementing management routines geared for sales growth – H
- History of managing exceptional high performing commission only 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
- 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 have handled Territorial/Regional level responsibilities with a direct team of Company staff and an indirect team as Commission Only Agents.
- More than 8 years of experience in Sales & People Management.
- Must have coordinated target setting, monitoring and performance evaluation, and actions of Trade Development Representatives.
- 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.
Trade Development Representative – Nairobi East
Mission Statement for the Role:
Recruit and develop a highly efficient commission only sales agents team to meet the business objectives of the organisation.
Overall Responsibility:
Recruit, engage, activate and generate revenue from commission only sales agents. Leverage business by activating and improving commission only agent productivity.
Financial:
Responsible to hit a target of 672 new installations in the first 12 months from joining, by adhering to the prescribed sales process laid by Poa Internet.
People:
Responsible to recruit a team of 59 commission only sales agents in the first 12 months from joining date.
Area:
Nairobi East (Jogoo Road, Umoja, Kayole and its environ)
Key SMART Results for A-Player
- Recruit a team of sales agents in first 12 months from date of joining, breakdown as follows:
- First 3 months =New Sales Agents Recruitment Target =18
- 4 to 6 months= New Sales Agents Recruitment Target =15
- 7 to 9 months= New Sales Agents Recruitment Target =14
- 10 to 12 months= New Sales Agents Recruitment Target =12
- Ensure there are active sales agents at any given month, definition of active sales agent is at least 1 install per agent per month, breakdown as follows:
- First 3 months =Active Sales Agents Target =24
- 4 to 6 months= Active Sales Agents Target =49
- 7 to 9 months= Active Sales Agents Target =69
- 10 to 12 months=Active Sales Agents Target =84
- Responsible to meet monthly sales targets through active sales agents under your supervision, breakdown as follows:
- First 3 months = Active Sales Agents Target =74
- 4 to 6 months= Active Sales Agents Target =145
- 7 to 9 months= Active Sales Agents Target =205
- 10 to 12 months=Active Sales Agents Target =249
- Ensure all physical outlets have point of sale material in place at all times and are regularly reviewed for 100% compliance by Marketing or COE Team from Poa Internet – Monthly
Level of Management Experience Required (Mandatory & Nice to Have)
- Mid supervisory level management with not less than 3 years of sales experience, 1 yr of which should have been leading sales team of not less than 5 people
Department stage of development where this role sits
Starting : Builder mentality able to develop a team from scratch and drive results.
Key Competencies Criticality (H, M, L)
- History of recruiting and managing exceptional high performing commission only sales agents while delivering results including : Retail agents/dealers, foot soldiers and centre of influence people – H
- Proven track record of exceeding the sales budgets by leading a commission only model – H
- Must have worked full time in Field, Demonstrating / Observing Sales processes for efficiencies – H
- Should be adaptable, open to learning, and able to adjust strategies to meet changing customer needs and market conditions – M
- Good knowledge of agency sales model and must demonstrate understanding of how to manage, motivate and drive performance through agents and indirect channels – H
- Staying informed about industry trends, competitors, and the latest advancements in home internet space in Kenya – M
- Should be able to manage the entire sales process efficiently, from initial contact to post-sale Referral Leads for Sales Agents – M
Mandatory Criteria if Any with no exceptions to hire:
- Must have led a team of Commission Sales Agents and delivered high sales numbers.
- Must have demonstrated training and development opportunities to help agents improve their sales skills. This includes product knowledge training, sales techniques, and objection handling.
- Must possess good analytical skills: Should analyze sales data, trends, and performance metrics is important. Must have used this data to make informed decisions and optimize sales strategies.
Trade Development Representative – Nairobi West
Mission Statement for the Role:
Recruit and develop a highly efficient commission only sales agents team to meet the business objectives of the organisation.
Overall Responsibility:
Recruit, engage, activate and generate revenue from commission only sales agents. Leverage business by activating and improving commission only agent productivity.
Financial:
Responsible to hit a target of 672 new installations in the first 12 months from joining, by adhering to the prescribed sales process laid by Poa Internet.
People:
Responsible to recruit a team of 59 commission only sales agents in the first 12 months from joining date.
Area:
Nairobi West (Kibera, Kawangware, Kinoo and its environs.)
Key SMART Results for A-Player
- Recruit a team of sales agents in first 12 months from date of joining, breakdown as follows:
- First 3 months =New Sales Agents Recruitment Target =18
- 4 to 6 months= New Sales Agents Recruitment Target =15
- 7 to 9 months= New Sales Agents Recruitment Target =14
- 10 to 12 months= New Sales Agents Recruitment Target =12
- Ensure there are active sales agents at any given month, definition of active sales agent is at least 1 install per agent per month, breakdown as follows:
- First 3 months =Active Sales Agents Target =24
- 4 to 6 months= Active Sales Agents Target =49
- 7 to 9 months= Active Sales Agents Target =69
- 10 to 12 months=Active Sales Agents Target =84
- Responsible to meet monthly sales targets through active sales agents under your supervision, breakdown as follows:
- First 3 months = Active Sales Agents Target =74
- 4 to 6 months= Active Sales Agents Target =145
- 7 to 9 months= Active Sales Agents Target =205
- 10 to 12 months=Active Sales Agents Target =249
- Ensure all physical outlets have point of sale material in place at all times and are regularly reviewed for 100% compliance by Marketing or COE Team from Poa Internet – Monthly
Level of Management Experience Required (Mandatory & Nice to Have)
Mid supervisory level management with not less than 3 years of sales experience, 1 yr of which should have been leading sales team of not less than 5 people
Department stage of development where this role sits
Starting : Builder mentality able to develop a team from scratch and drive results.
Key Competencies Criticality (H, M, L)
- History of recruiting and managing exceptional high performing commission only sales agents while delivering results including : Retail agents/dealers, foot soldiers and centre of influence people – H
- Proven track record of exceeding the sales budgets by leading a commission only model – H
- Must have worked full time in Field, Demonstrating / Observing Sales processes for efficiencies – H
- Should be adaptable, open to learning, and able to adjust strategies to meet changing customer needs and market conditions – M
- Good knowledge of agency sales model and must demonstrate understanding of how to manage, motivate and drive performance through agents and indirect channels – H
- Staying informed about industry trends, competitors, and the latest advancements in home internet space in Kenya – M
- Should be able to manage the entire sales process efficiently, from initial contact to post-sale Referral Leads for Sales Agents – M
Mandatory Criteria if Any with no exceptions to hire:
- Must have led a team of Commission Sales Agents and delivered high sales numbers.
- Must have demonstrated training and development opportunities to help agents improve their sales skills. This includes product knowledge training, sales techniques, and objection handling.
- Must possess good analytical skills: Should analyze sales data, trends, and performance metrics is important. Must have used this data to make informed decisions and optimize sales strategies.