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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.
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.
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
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
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