Poa Internet Head of Field Sales Jobs in Kenya
Poa Internet Head of Field Sales Jobs in Kenya
Poa! internet is the fastest growing and highly innovative ISP in Kenya. The company was founded in 2014 with a vision to provide internet in every home in Africa. At poa! We believe by empowering people, we can actively drive digital inclusion in these markets. We deploy a cost-effective internet service in Kenya, with the aim of providing affordable access to content and Internet to low- income members of society.
We are growing very fast to cover the rest of Kenya and eventually Africa. It is envisaged that success of the business will grow to over 150 networks across East Africa. It is from this background that we seek prospect candidates to fill the role of Head of Field Sales.
At Poa, we pride ourselves on being a values-driven company and we love working with values-driven employees. Poa's vision is “Internet in every home in Africa”. To achieve this vision, we live by our values, captured in the acronym, We CONNECT. At Poa, we: Create a better world for the people we serve, Open our eyes to problems and opportunities, Never stop learning never stop moving forward, Name it, own it , solve it, Engage with the bigger picture even in details, Care about each other and Tujienjoy kazini.
Mission Statement for the Role:
To own the overall delivery of all sales through Field Sales channels while maintaining an acceptable Cost of Sales KPI in line with the overall business plan.
Overall Responsibility
Responsible for designing, developing, building, hiring, supervising and organising 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 Field Sales acquisition growth targets while delivering with a Sales Cost of Acquisition in line with the Business Plan.
People
Currently 1 Field Sales Manager, 5 Field Sales Team Leaders, 52 Field Sales Reps, 4 Commission Only Sales Reps.
Key SMART Results for A-Player
To have evaluated and make recommendation on suitability and performance management of existing Sales Managers and Team Leaders within the team, considering scale targets for the next 24 months, and implement plan accordingly in terms of coach, redeploy etc. by the end of 2Q22
To have established coaching, training, management development and leadership skills across all Field channels so the business is prepared for scale. Developed a Sales Management training and development programme to ensure best in class sales leadership at all levels in the organisation by the end of 3Q22
To have consistently delivered or exceeded quarterly Field Sales targets while developing and upgrading the team to ensure the business delivers a minimum of 30,000 subs by the end of 2022 at an acceptable cost of sale by the end of 4Q22
To have developed and maintained a month on month average sales per Field Sales team rep of at least 50 per person on a rolling monthly 3 month basis from 3Q22 onward by the end of 4Q22
To hands on mentor, lead and coach the performance management efforts of all Field Sales teams by being in the field conducting monthly and quarterly performance reviews, training and developmental needs analysis, and coaching and mentorship sessions of the current and the next generation of Field Sales team leaders by the end of 2021
To have developed a methodology of coaching, mentoring and developing all teams, including systematising of hiring, product training, on boarding, and entry into the business, so all agents hit the ground running with the best chances possible by the end of
3Q22
Ensure 100% hands on sales activity by the Field Sales Team, by ensuring Team Leaders are accountable for their Teams on a daily basis and having Daily Stand-Ups to know what is expected of the day. Deploy best in class performance through dedicated hands on, detail oriented leadership to get the teams up to performance levels by the end of 2Q22
To have developed and deployed new Field Sales and Marketing strategies and tactics that will generate new leads for achieving agreed sales targets and support scaling up plans for sustained performance beyond Nairobi region by the end of 3Q22
Accurate, timely and comprehensive Sales Performance reports of all the field sales activities including lead generation, sales forecast per network and performance per team reports by the end of 3Q22
Level of Management Experience Required (Mandatory & Nice to Have)
Experienced Management level with not less than 10 years of sales experience managing Field Sales teams in excess of 30 people, and at least 5yrs experience of which should be managing sales managers / team leaders
Department stage of development where this role sits
Hands on Scaling of an Existing High Performing Organisation to grow nationally-Coach
Key Competencies Criticality (H,M,L)
Ideally managed a Field Sales team making sales nationwide across low income communities in Kenya - M
Proven track record of exceeding the Sales Number and owning Cost of Acquisition - H
A proven arsenal of brilliant sales 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, inspiring and developing people to turn up to work and put in the hours to drive success - H
History of recruiting exceptional high performing Field sales teams and sales 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 Field Sales team performance - H
Eagerness to work for Success Based performance and not just a Base Salary - H
Ability to identify emerging markets and market shifts in new areas while being fully aware of competition status and sharing feedback on the same so that poa! can competitively position itself - 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 a Field Sales Number, for a multi level (management and teams) 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.
Coordinated target setting, monitoring and performance evaluation, and actions of Field sales team leaders.
Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment.
How to Apply
For more information and job application details, see; Poa Internet Head of Field Sales Jobs in Kenya
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