Job Opportunities at Poa Internet

Mission Statement for the Role:

• To take responsibility for managing the comprehensive execution of all sales via field sales agency channels, while ensuring that the cost of sales KPI is kept within an acceptable range, consistent with the overarching business plan.

Overall Responsibility: 

• Responsible for designing, developing, building, hiring, supervising and organizing 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.

Financial:

• Meeting agency sales acquisition growth targets while delivering with a sales cost of acquisition in line with the business plan.

People: 

• Oversee a team of agency managers at the regional level, as well as 40-50 Trade Development Representatives, with
• the objective of establishing a strong, solely commission-based agency model.

Key SMART Results for A-Player Success:

• Establish a novel route to market for Poa, by assembling a team of 5-8 Agency Sales Managers at all the territorial level and 40-50 Trade Development Managers at all the network level, aimed at generating consistent business growth through the implementation of a frontline sales model based exclusively on commission - End Q3 2023
• Establish robust quality metrics and standards for the recruitment of commission-only agents. Agent Retention of 80% from M1 to M3, 65% of Agent Retention from M4 to M6, and 50% of Agent Retention over and above 7th month -End Q4 2023
• Foster business growth by guiding, mentoring, and empowering a team of Agency Sales Managers and Trade Development Representatives to consistently surpass the goal of recruiting 200 new commission only active agents each month -End Q2 2024
• Develop a sturdy weekly onboarding program for new agents that encompasses weekly training sessions at dedicated centers across all territories. Collaborate with the Learning and Development department to create training programs aimed at retaining high-performing, commission-only agents -End Q4 2024
• Establish an efficient agency model for Poa wherein Agency Sales Managers achieve a productivity level of minimum 300 sales per month, Trade Development Managers make minimum 40 sales per month, and commission-only agents secure 5 sales per month. Must have quick incremental scale up from scratch and deliver 1,000 sales for Dec'23 -End Q4 2023
• Formulate a marketing strategy in coordination with the Head of Marketing to enhance branding and merchandise promotion for staff and agents, thereby amplifying Poa's visibility across territories. Implement tactics to maintain marketing expenses within 3-5% of revenues, while ensuring a substantial return on marketing investments -End Q4 2023
• Establish a governance plan involving monthly in-person team meetings, Monday office-based performance review sessions, and weekly performance review and planning sessions with direct reports to facilitate and monitor performance - End Q4 2023
• Collaborate with sales support resources to manage key business metrics. This includes preparing dashboards, trackers, and comparisons of budget plans versus actuals; creating marketing calendars; overseeing commission payments to commission-only sales agents; and designing and supervising incentive programs for sales staff and direct reports - End Q4 2023
• Engage in cross-functional collaboration with other distribution channels to prevent any disputes regarding leads, customers, territories, and more. It's essential to work in close coordination with Customer Service, HR, Finance, Training, Engineering and Networks, and Community teams to foster business growth and expansion - End Q4 2023
• Aim at cost of Acquisition of Ksh 2,500 per customer. Formulate strategies to pull efficiency levers to reduce it Ksh 2,000 in next 6 months- End Q4 2023

Level of management experience required (Mandatory & Nice to Have):

• Experienced Management level with not less than 10 years of sales experience managing teams to lead commission agents model, and at
• least 5yrs experience of which should be managing sales managers / team leaders.

Department stage of development where this role sits (starting, preparing for scale, scaling, mature):

• Scale-up

Key Competencies

• Must have managed an agency sales team comprising of thousands of agents and making sales nationwide across low income communities in Kenya - H
• Must have an In-depth understanding of variable agency model. Formulate strategies and implement business ideas to execution through a team of Agency Sales Managers and Trade Development Representatives - H
• Coach, nurture, hand-hold and develop a team of Agency Managers and Trade development Representatives to meeting the business results and organizational objectives - H
• History of recruiting exceptional high performing agency sales teams and agency 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 agency sales team performance - H
• Encouraging an eagerness within the team to embrace the variable agency model, wherein success is linked to performance-based outcomes and the opportunity to earn incentives and commissions - H
•  Establish an inclusive reward and recognition platform to showcase top performances and inspire others-  H
•  Develop agent merchandizing, cost-effective marketing, and optimize word-of-mouth advertising  - M
• Build peer support and strong internal-company relationships with other key departments - M

Mandatory Criteria if Any (with no exceptions to hire)

• Demonstrated experience in effectively managing both a direct team of 10 individuals and an extensive network of commission-only agents comprising thousands - H
• Proven track record of working innovatively in an organization that achieved a remarkable 10X business growth within a span of 3 years, actively contributing to and driving the expansion process - H
• Posses strong data-driven and analytical acumen, leveraging insights to make well-informed business decisions. Demonstrates the ability to motivate teams towards exceptional performance based on data supported strategies - H
• Strong training and reviewing skills to align with company's learning and development objectives - H

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Overall Responsibility: 

• Attain the set targets for acquiring new customers through the creation of effective strategies and tactics that boost the productivity of frontline sales representatives. Implement training and growth initiatives to close skill gaps and enhance conversion rates by continuously nurturing and developing individuals for exceptional performance that propels the company to new heights.

Financial:

• Guarantee the profitable distribution of towers by maximizing the productivity of Field Sales Representatives (FSRs) and reducing the cost of sales. Achieve this by ensuring the optimal utilization of marketing materials in conjunction with sales efforts

People:

• Direct reports - Successfully manage a team of 5-6 Territory Sales Managers in the Eastern Nairobi Region, overseeing 50-75 indirect reports in front-line sales positions. Effectively handle the field 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

• Attain a monthly objective of acquiring 1,700 to 2,000 new customers by inspiring and guiding a team composed of Territory Sales Managers and Field Sales Representatives -Continuous
• Take accountability for executing the approved manpower budget to achieve desired outcomes. Successfully onboard new Field Sales Representatives (FSRs) and Territory Sales Managers (TSMs) 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 the ratios of contacts to potential customers, Hot prospects to conversions, and ensure that trackers and reports provide clear visibility of these metrics to thoroughly analyze performance -Continuous
• Conduct thorough analysis of sales activities to identify gaps in skills and knowledge. Provide guidance to Territory Sales Managers (TSMs) to implement a comprehensive training program that combines classroom and field training, focusing on empowering employees with the specific skills identified through data analysis - Continuous
• Daily Route Planning: Develop and execute efficient daily route plans to maximize productivity and optimize resource allocation for sales representatives.
• Weekly Meetings with TSMs and Head of Field Sales: Conduct weekly meetings with Territory Sales Managers (TSMs) and the Head of Field Sales to discuss progress, address challenges, and align strategies to ensure effective coordination and performance.
• 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.
• Daily Reporting on Projections vs Actuals: Provide daily reports on sales projections versus actual performance to track progress and identify any deviations.
• 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
• 1)New FSR Recruitment: Adhere to company policies and procedures for recruiting new Field Sales Representatives (FSRs).
• 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 a balanced mix of Field Sales Representatives (FSRs) based on their tenure. Aim for a distribution of FSRs with more than 6 months of experience to be between 50% to 60%, FSRs with 4-6 months of experience to be between 20% to 30%, and FSRs with less than 1 to 3 months of experience to be between 10% to 30%. - 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 - End Q4 2023

Level of Management Experience Required (Mandatory & Nice to Have)

• Managerial level with not less than 8 years of sales and sales management experience 5yrs of which should have been leading sales team of not less than 10 people.

Department stage of development where this role sits

• Scale up

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 sales structures, build high performing teams while implementing management routines geared for sales growth - H
• History of managing exceptional high performing field 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
• Build peer support and strong internal-company relationships with other key departments - 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 to have handled Regional Sales role in earlier assignments
• Greater than 10years of experience in Sales & People Management
• Coordinated target setting, monitoring and performance evaluation, and actions of field sales team leaders
• 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