Key Responsibilities

The Sales Manager is responsible for all commercial growth activities in the assigned region including but not limited to:

• Acquisition of GSM customers
• Acquisition of MFS customers
• Ensuring widespread availability of GSM products including SIM cards, vouchers and E-PIN
• Developing and managing an efficient sales infrastructure that ensures/increases active POS, POA, and FL.
• Liaising with the trade marketing Reps to ensure trade marketing visibility across all channel touchpoints including activation campaigns for visibility/growth.
• Managing a team which includes territory indirect and direct sales supervisors.

As a regional leader, the sales manager will also be expected to:

• Develop and mentor own team(s). Lead by example.
• Provide competitor feedback and local market insights to the commercial head. Provide instant feedback on challenges and risks, as well as identify opportunities for growth.
• Work with commercial head in the development of strategy, direction and growth of own region.
• Have an excellent relationship(s) with distributor’s workforce within the region, direct and develop the distributor’s workforce towards the new AT model; in achieving company-wide acquisition/revenue targets in the assigned region.

Key KPI’s:

• Revenue Growth & Contribution.
• Quality Gross Additions
• MFS Gross Additions
• New Sales Revenue (net)
• MFS New Sales Revenue
• Voucher / E- Pin sales (Primary)
• E-PIN secondary sales and Active E -Pin Agent penetration
• Active channel points: POA, POS and FLs

Qualification Required & Experience

• A university degree in any field but with emphasis on Marketing, Business Administration or relevant fields.
• A minimum of Seven (7) to Ten (10) years of total experience in Sales & Distribution; of which five (2) years of leadership experience in S&D, especially in managing indirect and Direct sales channels.
• Knowledge of telecom S&D, including competitor intelligence.
• Experience of managing distributor’s workforce.
• Commercial acumen, with a clear understanding of KPI’s.
• Ability to communicate clearly and concisely in verbal and written English is essential.
• Experience in motivating people and explaining business rationale in simplified terms.
• Proven ability to work in a team-oriented, collaborative environment.

CORE COMPETENCES

• Excellent communication skills, both written and verbal.
• Strong analytical decision-making skills, including the ability to balance conflicting interests and make decisions to maximize profits.
• Ability to influence and coach stakeholders with logical and rationale analysis and clear explanations.
• Ready to explore and take on new challenges.
• Able to analyze problems, delivering practical and innovative solutions critical to business needs.
• Ambitious & Competitive
• Excellent leadership and management qualities to coach and develop skills within the commercial team.
• Able to work and reprioritize within a changing environment and cope with ambiguity.
• Able to plan and prioritize work and time to meet changing requirements and short timescales.
• Trustworthy by having the ability to manage expectations and deliver within the stated delivery time limits.
• Must have the required license to drive. Manage and set up distributor teams, and electronic vendors.
• Ensure prompt renewal and approval of all Distributor and Electronic vendor contract.
• Conduct new and existing hire training, as well as training and setting up of all distributor teams nationwide.
• Conduct ad-hoc trade surveys such as pull and push research per region, value perception research, and key accounts store adherence.
• Laisse with the Regional team on sales planning and Go-to-market strategy.
• Perform audits of systems and software to detect fraudulent activities.
• Oversee the management of the distributor and stock management systems.