Role purpose:
To formulate sales and implement sales strategy that will ensure increasing/growing airtime usage and connection. This includes the formulation and management sales budget in line with financial forecasting cycle. The responsibility will develop, manage and implement sales projects that drive airtime and connections as well develop, manage and implement Branding & Pos communication across all channels.
Key accountabilities and decision ownership:
Strategic Management
• Formulate and manage implementation of sales strategy.
Financial Budget Management
• Formulate, effective monitor and control the country sales budget
Project Management
• Effective monitor and control sales projects aligned to business objectives
Branding & demand forecasting
• Formulation of demand plan for sales marketing programs and projects. Development of branding
communication specific for channels
Country Sales Management
• Effective monitor and control the sales business, Standards in dealer & M-PESA agents, RTM (route to market),
Management routines, monitoring & reporting tools, Tools of trade for sales people incl Vehicles.
Core competencies, knowledge and
experience:
Business Competencies:
Working With Others
• Consciously takes steps to make the most of every conversation/interaction.
• Identifies people’s needs, interests and motives to be able to influence the decisions they make.
• Communicates simply to excite and engage people
• Pro-actively adapts own style and approach to build rapport, and work with others more effectively.
• Builds and maintains strong relationships and networks.
Operational Excellence
• Targets effort and resources on high value, high impact activity.
• Focuses on achieving maximum performance and driving continuous improvement .
• Thinks about processes and problems cross-functionally and end-to-end
• Uses knowledge of products, technology, process, systems and policy to solve problems.
Creativity and Innovation
• Finds creative ways to exploit opportunities and solve problems.
• Takes risks and pushes what is possible.
Business Know-how
• Uses data and research to make decisions that are competitively and financially robust.
• Balances current and future needs.
• Thinks and acts like an owner of the business.
• Acts in line with legal, regulatory, professional and ethical standards.
Working With Change
• Responds flexibly to changing situations
• Manages the business and people aspects of change to drive performance.
Project and Programme Management
• Defines scope and deliverables in terms of time, cost, quality and business benefit
• Schedules activity and identifies resource needs, dependencies and synergies
• Evaluates progress, mitigates risks and addresses issues.
Functional Competencies:
Products, Services and Technology
Knowledge – Consumer
• Explains the functionality and benefits of our products and services in simple terms that excite and
engage the Customer
• Matches our products and services to our Customers’ needs
• Explains the value of Company solutions compared to our competitors
• Fixes problems to maintain service
Business Development & Sales Planning
• Forecasts future sales, revenues and
risks
• Plans sales activities for stores,
accounts or territories to maximise sales and grow revenues
• Identifies and qualifies opportunities to develop new business. Solution Selling
• Wins and retains Customers by identifying their needs or business challenges, and matching them to
Company products and services
• Identifies opportunities to win more
business by up-selling and crossselling
Negotiation
• Responds positively and professionally to objections, and addresses the Customer’s needs to successfully close the sale
• Uses a range of techniques and approaches to make agreements that add value for Company and our
Customers
• Understands customers' commercial drivers and leverages them in negotiations
• Applies commercial acumen to maintain a healthy profit margin Competing to win
• Brings energy and passion to work and always aims to beat the competition
• Knows what the competitors are offering, how our offer compares and uses market data to drive
decisions
Service Quality and Planning
• Monitors Customer Satisfaction and NPS
• Plans activity to improve service quality
• Forecasts future customer contact patterns and volumes across contact channels.
Must have technical / professional
qualifications:
• Degree in a Business related field
• Post graduate certification in Sales & Marketing will be an added advantage
• Intermediate knowledge of business finance principles is essential.
• 8 years hands on experience in a Sales Distribution management in a FMCG or service sector of which 2
years must have been in a sales managerial position, preferably in a fast moving consumer goods company
• Highly results and performance oriented
• Attracting & developing talent
• Building & maintaining relationships
• Excellent team player with good
Leadership/mentoring/management skills.
• Developing external partnerships and strategic alliances
• Excellent Negotiation/Influencing practices.
Financial Responsibility:
Key performance indicators:
• Documented and approved sales strategy aligned to business objectives.
• Attainment of sales revenue targets
• Attainment of Subscriber acquisition targets
• Implementation of sales strategy
• Timeliness in preparing detailed regional budget in line with financial forecasting cycle (10+2, 7+5, 2+10).
Direct reports:
• Trade marketing & activations manager,
• Senior Officer-Trade Marketing
• Analyst-Network Rollout
• Network Rollout Manager
• Senior Officer - Business Development
• Dealer & M-PESA standards manager
• 100% compliance to approved budgets.
• Documented and approved sales project plans aligned to business objectives
• Effective execution of sales projects as per set goals
• Number of successful sales projects developed and implemented in the company
• Documented and approved branding communication aligned to business objectives. Documented & approved
demand forecasting aligned to business objectives
• Attainment of sales forecasts
• Attainment of sales targets
• Attainment of execution standards
• Staff development initiatives actualized/implemented
• Documentation on coaching and progress reports
• Maintenance of agreed limits on resources allocated to sales staff
How To Apply
If you feel that you are up to the challenge and possess the necessary qualification and experience, kindly proceed to update your candidate profile on the career portal and then Click on the apply button. Remember to attach your resume.
The closing date for receiving applications is Tuesday, 22th October 2024, 5:30 pm.