Deputy Head of Sales at SunCulture Kenya Ltd

About the role

The Deputy Head of Sales has the primary responsibility of defining and driving the implementation of the set sales strategy.  This role is suitable for an individual who has a passion for data analysis, takes ownership and has creative and innovative ways of looking at sales and how to drive team performance. The role will require a high frequency of travel to the field to monitor market performance, drive team performance and deliver results.

Key Responsibilities

Implementing the Sales Strategy 

• You are responsible for executing on  the sales strategy set annually with month on month deliverables and targets.
• Grow sales volume by meeting or exceeding all sales targets. Manage the ability to deliver on set targets through critically analyzing sales performance and preparing periodic sales reports.
• Partner with the Head of Sales to develop new market expansion plans and lead prospecting & conversion of new customers so as to grow our existing markets. 
• Implement cost management initiatives & maintain an ownership mentality of the sales team by holding the sales team accountable to responsible spending habits. Enforce the company reconciliation process as guided by company policies and complete the vetting and querying all receipts issued for reimbursement.
• Assess the route to market strategy periodically and where applicable, adopt a new approach to drive high sales volume and productivity among the sales agents.
• Monitor competitor activities in order to gain a competitive edge, be ahead of the competitors and ensure an increase in the market share. Advise the business on strategic decisions required to remain ahead of the competition.
• High visibility and presence in the field to ensure full implementation and review of the sales strategy on the ground, learn new trends in the market and hold regional heads accountable for delivery of their OKRs through effective management of the field teams.
• Maintain a high quality credit portfolio by ensuring good quality customer acquisition and efficient after sales service at Sales & Service Centres

Team Management and Leadership

• Effectively manage the performance of the sales teams in line with agreed OKRs so as to attain sales growth. That is, ensuring you and your team are meeting or exceeding sales targets, recruit and retain high quality sales agents and deliver on the market expansion targets.
• Monitor career growth and development of the sales team by encouraging internal promotion, mentorship and coaching of the team members.
• Diagnose core performance challenges through data analytics and provide timely, scalable solutions to problems.
• Lead and create an environment and culture in line with SunCulture’s values

Collaboration

• Partner with the Training Manager though on the ground presence to monitor field activity and sales agents onboarding in order to identify training gaps and ensure the field teams undergo appropriate training that equip them with the relevant skills required to undertake their day to day duties.
• Liaise with the People and Culture team to ensure recruitment of top talent in the market and retention of top talent by having incentive structures that reward top performance, boost morale and increase productivity.
• Support the Marketing Manager and ensure all marketing initiatives are aligned towards driving sales and lead generation.
• Collaborate with the product team in order to understand the roadmap for current product enhancements and new product(s) roll out, making it easier to tailor unique selling strategies for the products.
• Support the In-field collections teams when repossessions and/or door to door follows ups to defaulting customers are required 
• Drive high inter-departmental collaboration to get relevant data and information, translating it into actionable strategies that drive sales and lead to the achievement of set sales targets. 
• Provide periodic reports showing sales volume, potential sales, and future expansion plans.

Does this sound like you?

• 5-7 years experience in sales in the off-grid sector will hold an advantage.
• At least 3 years experience in a  leadership position in sales.
• Work experience in startups and have built a sales team from scratch, with experience leading sales functions with multiple sales channels.
• Proven to be a self-starter who works well with autonomy and can ask for help without hesitation.
• Willing to recognize and own mistakes in order to reflect, learn, and continually develop as a leader.
• A manager who encourages others to take ownership of their work in both good and bad circumstances.
• Proven experience delivering sales targets through high-performance teams
• Passionate about developing team capability through mentorship and coaching.
• Experience with developing managers to upskill their teams and support their efforts.
• Comfortable with ambiguity and experience working in a dynamic, evolving environment. 
• Bachelor’s degree in a business related field. A Postgraduate degree will be an added advantage