Role Purpose
• Responsible for building a clear SALES and DISTRIBUTION strategy and execution plans (including Route to Market) that delivers superior customer experience and protects and grows the Safaricom customers and product portfolio.
• The role will require an in-depth understanding of the regional dynamics, sales & distribution, route to the market as it is crucial to deliver in the role.
• Build a digital first that drives an unmatched customer experience including developing and ensuring execution of the regional strategy and plans to drive sales and revenue targets along with superior Omni-Channel experience
• Achieve commercial sales and growth objectives within the assigned Region supporting Consumer, Fintech, and Enterprise to ensure attainment of Mission.
Key accountabilities and decision ownership:
Impact on Business
Regional execution
• Drive execution to fortress the core business which includes accelerating Recruit – Subscriber and customer base (CBU, Fintech & EBU), ensure Availability – (Airtime, MPESA Float and touchpoints) that enhance usage (RGE/Active base) and Retention of the subscriber and customer base to grow and protect our market share to deliver the regional targets.
• Accelerate new business growth areas as identified in Mission but not limited to Fixed (FTTx), FinTech (Lipa na Mpesa, Pochi) and EBU (Micro & Small Enterprise solutions) and other new business areas that the business identifies.
• Responsible for the Step change in customer experience by ensuring that the region has the requisite Retail infrastructure to drive customer obsession initiatives to deliver and maintain NPS #1. This will include all physical retail touchpoints (SFC owned and 3rd party managed), network coverage and experience.
• Take the lead to embed digital at the core including digitizing and automation of the regional operations.
• Embed Route to Customer operating model (B2B and B2C) including the management of the 3rd party partners to ensure execution of agreed initiatives in line with Mission in the respective Region.
• Ensures implementation of activities relating to front line marketing to ensure consistent growth of market share and activity.
Partnership management
• Set up partnerships to drive franchising/distributorship in the assigned Region
• Creates key partnerships to ensure delivery of Joint Business Plans that drive achievement of the Region Mission
• Forge and leverage on partnerships at regional level to expand and enhance the distribution infrastructure
Network & Customer Experience
• Responsible for the existing infrastructure in the region, and for the smart Network rollout plan
• Ensure network expansion and effective distribution in the Region
Customers, Suppliers and Third Parties
• Act as a key representative / liaison of Safaricom within the region with key stakeholders such as private and public sector officials, staff, non-governmental organizations, customers, etc.
People management
• Provide leadership to cross-functional team (Territory Business Leads, Route to Customer Execution, Trade Marketing, Financial Services, HR and Technology) to deliver regional business goals
• Embed coaching as a way of execution to deliver set performance targets
Key performance indicators:
Financial
• Sales & Revenue target
• Cost & OPEX budget for the territory.
• Distribution width and depth for both GSM and Digital business streams.
• Network Commercial Planning
• Distributor Profitability and Management
Must have technical / professional qualifications:
• At least 7yrs senior management experience in leading sales and distribution for an FMCG company in a competitive industry.
• A proven track record in meeting sales & revenue targets, preferably in a variety of situations to be able to draw upon a breadth of experience when making decisions and analyzing plans.
• Experiencing managing large sales teams and multi-distributors across the country.
• Leadership ability with strong general management skills, including strong intellectual, strategic, and analytical ability and the ability to work cross-functionally with a collaborative style.
• People management, with the demonstrated ability to motivate and grow high performance teams.
• Strong experience in building business relationships and negotiation
Core competencies, knowledge, and experience:
Leadership Competencies
• Mental agility - Has broad curiosity about complex issues, challenges, and novel everyday situations, Creates an environment for effective thinking and problem solving. Shows curiosity about issues and problems and how to solve them. Helps spot patterns, trends, and relationships to identify root causes.
• People agility - Understands the value of getting work done with, and through, people – inspiring them to achieve their best. Attuned to individuals’ needs and motivations, and typically skilled at understanding people with an effective influencing style. Embraces individual differences while challenging conflicts safely and effectively. Connects and builds diverse networks.
• Results agility - Energized by new, challenging opportunities and overcomes obstacles to achieve stretching goals. Sets high standards for themselves and others, and is resourceful in achieving shared outcomes. Shows determination for results and is resilient in their pursuit.
• Change agility - Embraces and responds well to change, setting a clear vision of the outcomes for those involved. Takes well-reasoned risks even in the face of change. Is open and accepting of change, seeing it as an opportunity. Thrives on new ways of working.
Situational self awareness - Aware of own strengths and development, adapting accordingly to the situation. Aware of personal impact and the effect this has on those around them. Acts intentionally to better manage people and work interactions.
Financial Responsibility:
• Sales & Revenue target
• OPEX budget for the territory.
• Network Profitability
Direct reports:
• 9 - Head of Area Sales (Reg - EHoDs)
• Total Team Size : 80+ Direct Sales and Marketing employees. Indirect employees: 500+
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 Friday, 11th March 2025, 5:30 pm.