Jobs at Poa Internet

Key CompetenciesCriticality (H,M,L)

• Build High Performing Commercial & Creative Teams that can collaborate and work together. The driver of collaborative performance for both insource and outsource partnerships – H
• Has delivered demonstrable 10x Commercial growth during tenure while maintaining competitive Cost of Acquisition targets – H
• Have built a Commercial function from an early stage in company life with little defined and structured, into a large scale operation supporting hundreds, if not thousands of people – H
• Design, implement and coordinate a national multi-channel acquisition strategy including direct, indirect, inbound, outbound and digital marketing channels – H
• Revised Creative Brand, Tone of Voice, Message, Proposition to Maximise Success – M
• Worked with insourcing and outsource partners, build exciting commercial relationship structures and minimised CoA through delivering these partnerships – H
• Build and Operate a Rolling S&M Campaign Calendar, measure and Tweak to Maximise Commercial Success over a number of years – M
• Strong collaborative interaction across multiple parts of the business, especially around customer experience, capacity planning, forecasting – M
• Has ideally built a Commercial function beyond Kenya. Must have worked with multicultural leadership and understands the dynamics associated with introducing more cultures and geographies – M
• Has built systemised structure and accountability with total documentation and paper trails for all Commercial related aspects of the business, providing clarity to employees, management, legal and investors – H
• Experience of operating at a senior level in a consumer technology service industry – M

Mandatoy Criteria if Any (e.g. must have directly managed at least ten people) with no exceptions to hire.

• Must have built, managed and grown a consumer Sales & Marketing function in a subscription service industry, ideally within low-income communities across Kenya
• Must have had full budgetary responsibility and directly owned a company-wide Revenue number, Sales number and a Cost of Acquisition number, as well as owned all planning, forecasting and go to market strategy.
• Must have operated in a business with similar aspirational Values and DNA to Poa to ensure cultural alignment
• Must have built and supported a rapid large scale growth organisation including countries in East Africa
• Ideally has held a senior Commercial role in a big company 
• Must have worked with multicultural leadership / investment groups.

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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