Executive Head of Department - National Sales Manager -Somali Region (Re -Advertised)
Role purpose:
Reporting to the Chief Sales & Distribution, the position holder’s role will be to effectively manage the overall regional commercial operations consists of distributors, Merchants, Agents /sub-agents and SSOs in the assigned area, by growing Merchants, agents/sub-agents and SSOs business to ensure availability of Safaricom products and always play role to increase customer acquisition, expand customer base in the region and ensuring clusters growth and site utilization.
- Creating regional sales plan and quotas in alignment with business objectives.
- Regional commercial head, represents and liaise the regional overall commercial business through coaching, mentoring the commercial managers and review all the business and performance.
- Identifying hiring needs, recruiting, selecting staffing and orientation of the new sales team.
- Develop field sales action plans to facilitate the implementation of the regional sales programs.
- Develop and implement new programs, sales initiatives, and strategies to capture key demographics.
- Effectively manage regional Distributors, Merchants, agents/subagents and SSOs to maintain efficient distribution network.
- Collaboration with Regional Network operation manager on Network related and performance of clusters and sites utilization and usage like voice and data.
- Ensure distributor to deliver quality gross Add.
- Ensure distributor to assignee the required number of BAs/agents within that cluster.
- Growth sales /Acquisition and distribution/ within the area through effective implementation of market penetration strategy.
- Closely flow -up and monitor regional distributor cluster performance.
- Conduct regular market visits to check route coverage and availability.
- Ensure availability and penetration of float, Sim cards and all MPESA products in the market.
- Ensure contract sales force adheres to agreed trade routes.
- Ensure Adherence to the set daily and monthly trade routes.
- Improve capability and build strength of regional commercial team to optimize performance.
- Closely flow up and monitor regional commercial team performance.
- Identify gaps in market coverage and recruit suitable merchants / agents to fill in the assigned cluster.
- Formulate, coordinate, and execute regional trade activities and events in collaboration with trade marketing and activation teams within the region for market penetration and brand awareness and building.
- Facilitate sign up of Merchants, agents/ sub-agents and SSOs to meet area target.
- Attain transaction targets – value of transactions, number of transactions and customer registrations.
- Achievement of monthly, quarterly, annual targets for assigned sales area.
- Carry out consistent market audit in assigned regions.
- Escalate non-conformities for necessary action.
- Ensure closure of unsatisfactory Merchants, Agents/subagent and return of Safaricom property within stipulated guidelines.
- Identify and help the distributor that underperform in assigned cluster.
- Ensure 100% compliance with branding and merchandising standards at outlets within sales area.
- Ensure attainment of agreed levels of business tools and adherence to re-order levels at all assigned.
- Ensure all merchants, agents / sub-agents and SSOs are well trained in acceptable KYC standards.
- Ensure contracted sales force deliver quality/ expected training standards to merchants and agent assistants in the cluster.
- Provide consumer education through different trade activities.
Company Liaison:
- Act as the primary point of contact and liaison between the company and external stakeholders within the region.
- Build and maintain strong relationships with key partners, including financial institutions, government agencies, and industry associations.
- Represent the company at industry events, conferences, and meetings, promoting our products and services.
- Stay updated with industry trends and regulations, providing insights and recommendations to the company's management team.
Revenue Growth:
- Develop and implement sales strategies aligned with the overall company objectives to drive revenue growth.
- Set ambitious sales targets and closely monitor progress, taking necessary actions to ensure targets are achieved.
- Conduct regular sales reviews and report on sales performance, identifying areas of improvement and recommending corrective measures.
- Collaborate with the marketing team to develop effective pricing strategies, promotions, and product launches.
Team Leadership:
- Lead, inspire, and motivate the regional sales team to achieve individual and team targets.
- Provide coaching, training, and guidance to ensure continuous improvement in sales skills and performance.
- Foster a positive and cohesive team culture, encouraging collaboration, teamwork, and accountability.
- Ensure effective communication channels are in place to deliver consistent messaging across the region.
Key performance indicator:
- Float Availability & Merchant Management
- Airtime Availability & Retail Penetration
- Visibility and Advocacy
- Revenue
- RED
- Device Sales
- NPS
- Daily Active agents/ site
- Agent productivity
- RGEs
- Quality Gross Add
- Revenue – Top-up.
- Customers base
- Site utilization 80%
- Voice and Data usage growth
- Clusters growth
Core competencies, knowledge and experience:
Business Competencies:
Creativity and Innovation
- Develop and implement new programs, sales initiatives, and strategies to capture key demographics Sales and Marketing ecosystem.
- Improve capability and build strength of regional commercial team to optimize performance.
Business Know how
- Strong business know-how, with a deep understanding of the regional market dynamics, customer preferences, and competitor landscape.
Working with Change
- Proven ability to work in a changing environment within the telecom industry, adapting strategies and processes to meet evolving market conditions.
Project and Programme Management
Core competencies, knowledge and experience:
Business Competencies:
Creativity and Innovation
· Develop and implement new programs, sales initiatives, and strategies to capture key demographics Sales and Marketing ecosystem.
· Improve capability and build strength of regional commercial team to optimize performance.
Business Know how
· Strong business know-how, with a deep understanding of the regional market dynamics, customer preferences, and competitor landscape.
Working with Change
· Proven ability to work in a changing environment within the telecom industry, adapting strategies and processes to meet evolving market conditions.
·
Project and Programme Management
· Project and program management skills specifically aligned with the telecom sector, with the ability to oversee and execute multiple sales initiatives simultaneously.
·
Functional Competencies:
· Excellent knowledge of the Company products and services.
· Excellent written and verbal communication skills (articulate) coupled with good listening and critical thinking skills.
· Territory management
· Leadership skills.
· Ability to lead and motivate a high performing team.
· Analytical skills
· Proactively develop self and others
· Problem solving and decision-making skills.
· Good report writing skills coupled with excellent presentation skills.
· Knowledge of the local language is desirable.
Must have technical / professional qualifications:
Desired
- A bachelor's degree in business, sales, marketing, or a related field, Masters in Sales / Marketing or Business management is desirable.
- Proven experience in sales management and business development roles within the telecom sector.
- In-depth knowledge of the telecom industry, including the market, products, and services.
- 4 to 6 years Proven work experience as regional sales manager, or Area’s sales manager preferably in telecom or FMCG industry.
- Driving License - desirable
- Knowledge of CRM software and Microsoft Office Suite
Optional
- Professional certifications or related fields with a specialization in the telecom industry.
- Experience in managing and leading regional sales teams, preferably in the telecom sector.
Financial Responsibility:
- Responsible for driving regional sales and revenue growth of the region’s business, contributing to the overall profitability of the company.
- Budgeting and financial forecasting for regional sales initiatives specifically tailored for the region assigned to manage.
- Collaborate with the marketing team to develop effective pricing strategies, promotions, and product launches.
Direct reports:
Regional Sales Manager
How To Apply
If you feel that you are up to the challenge and possess the necessary qualification 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.
The closing date for receiving applications is Friday, 20th June 2025, 5:30 pm.