Job Description
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 the success of the business will grow to over 150 networks across East Africa. It is from this background that we seek prospective candidates to fill the role of Territory Sales Manager in our Commercial Centre of Excellence Manager Department.
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:
The role brings unique and expert skill sets that test new techniques and improve processes to continuously increase sales & marketing's effectiveness.
Overall Responsibility:
Define and develop new and better sales processes for Field and Tele-Sales team to improve sales efficiency and productivity. Identify knowledge gaps within the current team and create content and implement training methodologies for improved sales productivity. Ability to analyse sales funnels for individuals and teams, and guide the teams on skills required to improve conversions and closures. Coach Trade Development Representatives to recruit and develop the right targeted high productive Sales Agents, to mitigate risks of fixed costs model and move to variable model. Set new metrics and standards for measuring the success of marketing activities and related ROI's.
Financial:
Improve Field Sales Representatives, Trade Development Representatives, and Territory Sales Representatives productivity. Sales Funnel Analysis and Improved Sales Conversions. Migration to Variable Cost model from Fixed Cost model. Develop and Deliver superior need based training content and measure improvement in productivity. Higher ROI for each $ spent on marketing.
People:
Currently no direct reports - To play a pivotal role by providing sales solutions to improve productivity of Field Sales, Telesales, Sales agents, and Marketing functions. Indirectly impact quality of more than 100 sales employees.
Key SMART Results for A-Player Success
• Define sales processes and create content for efficient opening of new sales , objection handling & closing, emphasizing on referral sales leads. Generate an efficiency to pull 100 new referral leads per month per sales person. Conduct 2 Bi-weekly class-room training sessions for a Cohort of employees with common need of training - Q2 2023
• Field or Telesales Observation & Demonstration:
Observation: Shadow 3 Field Sales persons and 2 Tele-Sales persons on weekly basis, Document key observations, gaps and areas of improvement on sales pitch
Demonstration: Demonstrate 3 Opening Sales and 2 Closing sales for Field Sales and Tele-Sales team Weekly- Q2 2023
• Monitor daily sales funnels of Field Sales Representatives, Trade Development Representatives, and Territory Sales Representatives and post activity reports to the entire team on a daily basis. Identify gaps in the funnelling activity and set training programs to bridge the gaps - Q2 2023
• Be a sales agent recruitment coach, conduct class room and field trainings to right agent on-boarding, coach by using tools to develop new & existing agent productivity - Q3 2023
• Responsible to execute plan on new work systems & should play a pivotal role in rolling out system updates and training as per Poa guidelines and training compliance process - Q4 2023
Level of Management Experience Required (Mandatory & Nice to Have)
• Mandatory, proven experience as sales coach, should have driven KPI's leading to profitability
• Experience in training, skill building, and orbit shifting performances by training and coaching teams
Department stage of development where this role sits
Scaling
Key Competencies (H, M, L)
• Excellent presentation, verbal, written, and communication skills - H
• Proven experience in creating need based and simple training content for improving knowledge of sales teams - H
• Must have excellent training skills to deliver the content to employees of all levels in sales organization - H
• Excellent skills in working on Google work space should be an analytical thinker with expertise in interpreting and presenting data - H
• Demonstrated time management and strong interpersonal skills especially within a setting with millennial - H
• Has successfully operated, with demonstrated results in a Training unit within a fast paced result oriented sales organization - H
Mandatory Criteria if Any with no exceptions to hire
• Must have operated in a business with similar Values and DNA to Poa to ensure cultural alignment
• Must have worked in a fast scaled up company as a capacity developer
• Must have worked with multi-cultural teams & leadership
• Must have experience in both field and class room sales training fronts, with prior experience in monitoring sales funnels
• Must have worked in companies with variable agency model or thin fixed cost model