Position: Regional Sales Manager
Role Purpose:
This role reports to the Regional Sales Manager and effectively manages Safaricom Ethiopia’s business in the assigned area to drive customer acquisition and increase sales revenue. The main responsibilities include ensuring the availability of the company’s products and services in the area, aligning with distributors, and acquiring new individual & SME customers to achieve cluster objectives. The position holder is also tasked with growing sales within the assigned area by developing innovative strategies to increase float, MPESA products, value-added services, and connections. Additionally, maintaining the availability of the company’s products within the area of accountability is crucial for success in this role.
Key Responsibilities:
- Effectively manage distributors, merchants, agents/subagents, and SSOs to ensure product availability within the cluster.
- Liaise with the partner management team to ensure stock availability.
- Chair weekly meetings with Acquisition and Distribution TDR Supervisors.
- Effectively manage BAs/agents assigned to each cluster to ensure customer acquisition.
- Grow sales/acquisition and distribution within the area through effective implementation of market penetration strategies.
- Ensure proper execution of sales programs aimed at market penetration.
- Regularly visit all merchants and agents to check route coverage and availability of Safaricom products.
- Ensure availability of products (Float and all MPESA products and services) by growing merchants, agents/sub-agents, and SSOs.
- Ensure achievement of set sales and usage targets (monthly, quarterly, semi-annually, or annually).
- Drive acquisition through local initiatives to achieve acquisition targets.
- Lead and coordinate trade activities and events to achieve regional objectives.
- Support deployment of merchandising standards (PICOS).
- Monitor and support supervisors, TDRs, and distributor staff to achieve their targets.
- Train, support, and equip supervisors, distributor staff, merchants, and agents to ensure customer service excellence.
- Ensure merchants and agents are well-branded according to company standards.
- Ensure distributor, merchant, and agent stores are well-stocked and sell at recommended prices.
- Facilitate sign-up of merchants, agents/sub-agents, and SSOs to meet area targets.
- Attain transaction targets – the value of transactions, number of transactions, and customer registration.
- Escalate non-conformities for necessary action.
- Ensure closure of unsatisfactory merchants, agents/subagents, and return of Safaricom property within stipulated guidelines.
- Identify and assist underperforming distributors, merchants, and agents in the assigned cluster.
- Ensure the contracted sales force delivers quality/expected training standards to merchants and agent assistants in the cluster.
- Provide consumer education through different trade activities and conduct market intelligence.
- Overall responsibility for revenue growth and acquiring SMEs and SoHos within the assigned territory using partners.
- Responsible for defining, developing, and executing plans to acquire and retain SMEs and SoHos within the region using partners. This includes growing SME/SoHo revenue, reducing customer churn, and ensuring seamless end-to-end service delivery in trade.
Core Competencies, Knowledge, and Experience:
Business Competencies:
- Creativity and Innovation: Demonstrated creativity and innovation in developing and implementing sales strategies to drive customer acquisition and increase sales revenue.
- Business Know-how: Strong business understanding with a deep knowledge of local market dynamics, customer preferences, and competitor landscape.
- Working with Change: Proven ability to work in a changing environment, adapting strategies and processes to meet evolving market conditions.
- Project and Programme Management: Skills in overseeing and executing multiple sales initiatives simultaneously.
Functional Competencies:
- Monitoring and coaching skills experience.
- Proactive, confident, and energetic, able to work under pressure.
- Proactive development of self and others.
- Knowledge of the local language is desirable.
- Territory and distributor management skills.
- Excellent interpersonal and communication skills for effective collaboration with stakeholders at all levels.
- Strong leadership skills to motivate and develop a high-performing sales team.
- Analytical mindset to interpret data, analyze market trends, and make data-driven decisions.
Technical/Professional Qualifications:
- Bachelor’s degree in Business, Sales, Marketing, or a related field.
- Proven experience in commercial management and business development roles.
- Knowledge of the telecommunications industry, including products, services, and customer behavior.
- An MBA degree is preferable in Business Studies.
- At least 5 years of sales/trade execution experience within FMCG/Telecom industry environment, with 3 years in a managerial position.
- Fluency in the local language is essential.
Financial Responsibility:
- Responsible for driving sales revenue growth and contributing to Safaricom Ethiopia’s overall profitability.
- Budgeting and financial forecasting for commercial activities.
How to Apply:
Apply here
If you feel that you are up to the challenge and possess the necessary qualifications and experience, kindly proceed to update your candidate profile on the career portal and then click on the apply button. Remember to attach your resume.
Closing Date: Monday, 8th July 2024, at 5:30 pm.