Summary
Date Posted: Wednesday, May 25, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
Head of Field Sales

Overall Responsibility
• Responsible for designing, developing, building, hiring, supervising and organising the Field Sales teams in all areas where they operate on the poa! network.
• In-charge of developing and deploying profitable acquisition strategies to meet targets, and coordinating with the business on marketing and lead generation activities to exceed against set business goals.
People
• Currently 1 Field Sales Manager, 5 Field Sales Team Leaders, 52 Field Sales Reps, 4 Commission Only Sales Reps

Key SMART Results for A-Player
• To have evaluated and make recommendation on suitability and performance management of existing Sales Managers and Team Leaders within the team, considering scale targets for the next 24 months, and implement plan accordingly in terms of coach, redeploy etc. by the end of 2Q22
• To have established coaching, training, management development and leadership skills across all Field channels so the business is prepared for scale. Developed a Sales Management training and development programme to ensure best in class sales leadership at all levels in the organisation by the end of 3Q22
• To have consistently delivered or exceeded quarterly Field Sales targets while developing and upgrading the team to ensure the business delivers a minimum of 30,000 subs by the end of 2022 at an acceptable cost of sale by the end of 4Q22
• To have developed and maintained a month on month average sales per Field Sales team rep of at least 50 per person on a rolling monthly 3 month basis from 3Q22 onward by the end of 4Q22
• To hands on mentor, lead and coach the performance management efforts of all Field Sales teams by being in the field conducting monthly and quarterly performance reviews, training and developmental needs analysis, and coaching and mentorship sessions of the current and the next generation of Field Sales team leaders by the end of 2021
• To have developed a methodology of coaching, mentoring and developing all teams, including systematising of hiring, product training, on boarding, and entry into the business, so all agents hit the ground running with the best chances possible by the end of 3Q22
• Ensure 100% hands on sales activity by the Field Sales Team, by ensuring Team Leaders are accountable for their Teams on a daily basis and having Daily Stand-Ups to know what is expected of the day. Deploy best in class performance through dedicated hands on, detail oriented leadership to get the teams up to performance levels by the end of 2Q22
• To have developed and deployed new Field Sales and Marketing strategies and tactics that will generate new leads for achieving agreed sales targets and support scaling up plans for sustained performance beyond Nairobi region by the end of 3Q22
• Accurate, timely and comprehensive Sales Performance reports of all the field sales activities including lead generation, sales forecast per network and performance per team reports by the end of 3Q22

Key Competencies Criticality (H,M,L)
• Ideally managed a Field Sales team making sales nationwide across low income communities in Kenya - M
• Proven track record of exceeding the Sales Number and owning Cost of Acquisition - 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 - M
• Hands On, on the ground, in the Field, inspiring and developing people to turn up to work and put in the hours to drive success - H
• History of recruiting exceptional high performing Field sales teams and sales managers and demonstrable experience in growing and developing them - H
• Manage and report on Lead development activities including pipeline management, sales management reporting, coaching, forecasting, and statistical reports, sales performance reports (weekly and monthly), and data essential to maintain KPI measurements to track Field Sales team performance - H
• Eagerness to work for Success Based performance and not just a Base Salary - H
• Ability to identify emerging markets and market shifts in new areas while being fully aware of competition status and sharing feedback on the same so that poa! can competitively position itself - 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 - H

Mandatory Criteria if Any with no exceptions to hire.
• Owned a Field Sales Number, for a multi level (management and teams) team.
• Managed "managers", meaning a team of at least 5 team leaders each who operate their own teams.
• Must have multi level management experience including "hiring and firing"
• Owned a Cost of Sales number
• Coordinated target setting, monitoring and performance evaluation, and actions of Field sales team leaders
• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment

Education Requirement: No Requirements

Job Experience: No Requirements

Work Hours: 8

Job application procedure
Use the link(s) below to apply on company website.
• Head of Field Sales
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