Vacancies at BURN

Position Summary                    

Reporting to the Global Sales Operations Director, the Sales Operations Manager will be responsible for their day-to-day management and ensure that the sales Operations department deliverables are met in each market.

The manager shall have the following deliverables, coordinating each item with the in-country sales-operations officers & and consolidating each of the below items:

Key Responsibilities   

• Sales data reconciliation – Ensure that end-to-end reconciliation of all sales data is done daily across all our markets. Consolidate sales reports from in-country sales operations officers, verify adherence to data collection SOPs in place across all markets & and share the report with internal stakeholders.
• Monitor productivity of all sales agents – Work with the in-country sales operations officers to analyze agents, team leaders (TLs), and territory sales managers' (TSMs) productivity in all markets. Give a weekly report & and escalate any performance issues to the relevant leads & and stakeholders.
• Permanent Journey Plan (PJP) review & and financial facilitation
  • Working with the in-country sales operations officers, shall ensure that all TLs and TSMs across our markets submit PJPs that are in line with the commercial SOPs and as directed by the commercial leadership.
  • Shall ensure that money to facilitate these PJPs (per diem) is only issued against approved PJPs.
  • Every month shall work with the in-country sales operations officers to give reports per country on PJP execution & and generate Budget vs. Actual reports for PJP spend.
• Remuneration structure administration – Work with in-country sales ops officers to ensure that commission dashboards across all markets are up to date. Every month, he shall ensure that the commission reports are shared on time for commercial approvals and payments as per SOP timelines defined by the commercial team.
• Reconciliation and verification of spend on trade activities –
  • Shall ensure a monthly trade-spend budget is shared and approved for each market before any money is dispersed.
  • Working with in-country Sales Ops officers, shall compile a budget vs. actual report for trade spend for each market monthly, sense check the numbers & and ensure all arising issues are escalated and closed within SOP timelines (not more than 30 days after the end of the month)
• Training gaps analysis – From his sales agent, TL & TSM performance reporting responsibilities, he shall carry out a training gap analysis & and recommend training needs for each market every month.

Key Qualifications                     

• At least 5 years of working experience with at least 2 of those in a managerial role
• Expert in Microsoft Office
• Expert in Excel/Google Sheets spreadsheets
• Previous experience with data analysis and reporting
• Excellent interpersonal skills, preferably with experience coordinating cross-functional teams.
• Previous experience working with/for a sales team.
• Experience managing teams across more than 1 country.
• Previously worked with/in sales operations, preferably in an FMCG/fast-paced environment.

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About the role

Burn is looking for a Head of Grants and Strategic Partnerships who will play a pivotal role in driving BURN's mission by managing the full grant cycle, cultivating strategic partnerships, and securing funding to support our clean cooking initiatives.

Duties and Responsibilities

Grant Management:

• Manage the complete grant cycle, including solicitation, pre-award, award, monitoring, compliance, reporting, and close-out.
• Research and develop a portfolio of donors to diversify funding sources.
• Identify new funding opportunities, plan, write, prepare, and present grant proposals, including budgets and timelines.
• Complete follow-through and stewardship for multiple grants/gifts, ensuring donor expectations are met.
• Manage the proposal development and submission process, crafting compelling and strategic grant proposals that align with BURN's mission and donor objectives.
• Provide prospective funders with necessary supporting documents.
• Execute tailored solicitation, cultivation, and stewardship plans for each grant to meet revenue goals.

Partnership Development:

• Spearhead the development of strategic global partnerships within the clean cooking sector.
• Provide close relationship management support, including regular check-ins with high-level stakeholders across diverse organizations.
• Identify and develop new strategic partnerships aligned with BURN's company strategy.
• Represent BURN at conferences and events in Kenya and abroad, pitching to external parties.

Pitch Material Design & Development:

• Collaborate with the marketing team to design and develop effective project and partnership proposals.
• Maintain and update pitch materials, which are crucial for securing multi-million-dollar partnerships and projects.

Strategic Projects/Initiatives:

• Assist the Commercial team in planning, implementing, and tracking strategic projects and initiatives across various geographical markets.
• Act as an organizer and liaison between BURN's senior management, commercial, carbon, and special project/grants teams.

Information Gathering:

• Gather critical market information on the clean cooking sector, carbon offsetting market, distribution partners, competitor activity, and aid and development industries.

Reporting/Forecasting:

• Produce regular analytical reports and ad-hoc research papers on key partnerships, business development updates, market landscape, and monthly forecasting and reporting for distribution activities.

Team Management:

• Manage the grants team, providing guidance and support in achieving departmental objectives.

Skills and Experience

• Bachelor's degree in a relevant field; master’s degree preferred.
• Minimum of 5 years of experience in grant management, partnership development, and business development.
• Proven track record of successfully securing grants and cultivating strategic partnerships.
• Exceptional written and verbal communication skills.
• Strong project management and organizational abilities.
• Knowledge of the clean cooking sector and related markets is a plus.
• Ability to work independently and as part of a cross-functional team.
• Proficiency in grant management software and databases.
• Willingness to travel as needed.