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