Territory Sales Manager - Thika Road at Poa Internet

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 set business goals.

Location: Nairobi Thika Road Territory


(Ruiru)-Kimbo, Wataalam,Matangi,membley
(Ruaraka)- Allsops, Riverside, kariobangi north & south,Huruma,Mathare
(Dandora) - Luckysummer, Babadogo, Dandora
(Kahawa)- Githurai 44 and 45,kasarani,hunters,Mwiki,redsoil,seasons
(Zimmerman)- Marurui


Responsibilities and Accountabilities


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.
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%)
Sales Funnel Management - Drive customer visit efficiency of 500 leads entered into Fresh sales 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)
Operational Excellence:Achieve 100% compliance to channel specific sales processes by ensuring each field sales rep 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)"
Ensure quality hiring, resource planning 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 FSR and share documented findings and performance improvement plans for each FSR.
Sales Reporting : Ensure timely provision of sales reports for assigned territory (Weekly : Month to date performance vs target, lead generation, MTU coverage update.)


Academic Qualifications

Diploma or Degree in Business Administration, sales and Marketing or equivalent

Minimum Qualifications, Regulatory & Legal Requirements


Must have "owned a team sales number" and demonstrated high performance.
Should have at least 3 years of experience as a sales team leader and cumulative total of 5 - 6 years experience.
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.


Key Competencies and Attributes


Build and Managed High Performing relentlessly driven Territory sales teams making sales across low income and rural communities in Kenya
Managed the people dynamics of such a high pressure operation and lead to achieve the best performance possible from the team
Proven track record of exceeding the Sales Number
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
Critical factor Hands On, on the ground, in the Field. Not a desk job!
History of recruiting exceptionally high performing field sales teams and demonstrable experience in growing and developing them
Experience in setting up commission only indirect sales agency models at scale to drive sales volumes and referrals
Eagerness to work for Success Based performance and not just a salary
Have exceptional interpersonal skills capable of influencing and delivering results in a highly cross-functional role, plus excellent communication skills both written and verbal
Build peer support and strong internal-company relationships with other key departments
Willing and able to get down and grubby on the ground in the areas we operate. Tactical, scrappy, relentless