Summary
Date Posted: Tuesday, September 20, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
Head of Indirect Channels

Key SMART Results for A-Player Success
• To have designed and built the Indirect Channel team in line with recommendations into the business plan by the end of 3Q22
• To have identified and built the business cases for the initial batch of Indirect Channels and had them signed off by the business for development and deployment by the end of 2Q22
• To have developed and launched the initial batch of Indirect Channels and be launched into market making sales in line with signed off launch plans by the end of 3Q22
• To have fully operationalised and systemised Indirect Channels so they operate at the same operational levels of performance as Direct Sales by the end of 4Q22
• To have developed and launched a structured Channel management methodology to manage the individual performance and development of each Indirect channel, with detailed measurement, reporting and performance management by the end of 3Q22
• To have developed and signed up structured commercial performance contracts for all Indirect Channels that effectively manages risk and Cost of Sales for the business by the end of 2Q22
• Have set up accurate, timely and comprehensive Indirect Channel performance reporting of all Indirect Channels including lead generation, sales forecast per network and performance per team reports by the end of 2Q22
• Developed and deployed Indirect Channel strategies, campaigns and tactics in collaboration with Marketing that will generate new leads for achieving agreed sales targets and support scaling up plans for sustained performance nationwide by the end of 4Q22
• Ensure every new Indirect Channel has a structured and planned marketing launch plan that aligns with Cost of Sale and sales targets by the end of 3Q22
Level of Management Experience Required (Mandatory & Nice to Have)
Mandatory – Experienced Management level with not less than 10 years of experience working with indirect Channels including managing teams in excess of 5 people, and at least 5yrs experience of which should be managing Indirect Channel Partnerships and Supplier Relationships
Department stage of development where this role sits (starting, preparing for scale, scaling, mature)
Hands on to Identify, Develop from scratch, and then Scale to grow nationally

Key Competencies Criticality (H,M,L)
• Has managed a green field identification, development, contracting and deployment of an Indirect Sales business across Kenya – H
• Has successfully managed the development of multiple Indirect channel partners, and their associated performance and teams – H
• Proven track record of exceeding an Indirect Channel Partnership Sales Number and owning Cost of Acquisition – H
• A proven arsenal of brilliant Indirect Commercial 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, in the Office. Not a strategic desk job! – H
• A proven history of recruiting exceptional high performing Indirect channel managers and teams and demonstrable experience in growing and developing them – H
• Eagerness to work for Success Based performance and not just a salary – H
• A proven ability to identify emerging market opportunities and think creatively developing the best opportunities for business success – H
• Proven management on lead development activities, channel management reporting, coaching, forecasting, and statistical reports, channel performance reports (weekly and monthly), and data essential to maintain KPI measurements to track Indirect 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 – H
• Build peer support and strong internal-company relationships with other key departments – H

Mandatory Criteria if Any with no exceptions to hire.
• Owned an Indirect Channel Number, for a multi partner, multi channel 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
• 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
Interested and qualified? Go to Poa Internet on poa.co.ke to apply 

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