Management Executive – Sales Strategy and Distribution Capability (Re-advertisement) ) Full Time

Job Requirements

•  Drive sales and Distribution through the dealer Channel. Champion growth and development of the Dealer Channel and long-term sustainability
• Developing commission models and GTM implementation of commission models for all sales partners and agents in the channel.
• To develop network requirement strategy ensuring both a healthy and profitable network and growth through regional optimization of deployed sites.
• Development of Sales & Distribution system for product delivery, tracking of business and reporting.
• Support the development of sales systems for customer registration for BA, Distributors and customers.
• Compliance with all sales & Distribution process and systems
• Capability development of Sales team.
• Develop a clear dealer channel and distribution strategy focused on the needs of our different products penetration objectives
  Develop clear plans and KPIs to improve dealer performance and ensure optimum channel productivity and long term sustainability.
• Ensure compliance of dealer operating standards and contracts.
• Drive Channel Development to ensure channel has adequate distribution resources (Dealer Outlets/ Motorbikes, DSAs, Bas)
• Develop shops for sales of Devices, Modems, and expand outlet base for Airtime sales.
• Define and manage the commissions for dealers, agents, and brand ambassadors.
• Develop sale force automation systems to track performance and for payment of commissions.
• Track sales performance for every leg in the sales channel and develop reporting / MIS systems to automated tracking.
• Enhance capability of sales team through development of on-line and offline training modules.
• Plan & execute capability improvement process.
• Work with Regional teams and network team to develop network strategy for new roll out.
• Work with regional teams to develop GTM plan to improve site productivity.
• Manage all compliance and audit requirement for Sales & Distribution department.
• Responsible for the management of s OPEX budget and managing all operational expenditure.

Key performance indicators:

• Achievement of monthly and annual sales and revenue targets associated with the Dealer Channel.
•  Deployment of sales infrastructure in line with sales and distribution strategy.
• S&D expense – opex & capex with the budget.
• Ensure 100% delivery on the training calendar.
• 100% compliance with policies and procedures
•  100% timely resolution of audit improvement opportunities
• Ensure 100% compliance by all staff to the performance review process.

Core competencies, knowledge and experience:
Business Competencies:

Working With Others

• Consciously takes steps to make the most of every conversation/interaction.
• Identifies people’s needs, interests and motives to be able to influence the decisions they make.
• Communicates simply to excite and engage people
• Pro-actively adapts own style and approach to build rapport, and work with others more effectively.
• Builds and maintains strong relationships and networks.
•  Targets effort and resources on high-value, high impact activity.
• Focuses on achieving maximum performance and driving continuous improvement .

• Thinks about processes and problems cross-functionally and end-to-end
• Uses knowledge of products, technology, process, systems and policy to solve problems.

Creativity and Innovation

• Finds creative ways to exploit opportunities and solve problems.
• Takes risks and pushes what is possible.
• Experiments with unorthodox approaches.

Business Know-how

•  Uses data and research to make decisions that are competitively and financially robust.
• Balances current and future needs.
• Thinks and acts like an owner of the business.
• Acts in line with legal, regulatory, professional and ethical standards.

Working With Change

• Responds flexibly to changing situations
• Manages the business and people aspects of change to drive performance.

Project and Programme Management

• Defines scope and deliverables in terms of time, cost, quality and business benefit
• Schedules activity and identifies resource needs, dependencies and synergies
• Evaluates progress, mitigates risks and addresses issues.

Functional Competencies:
Business Development & Sales Planning

• Forecasts future sales, revenues and risks
• Plans sales activities for stores, accounts or territories to maximise sales and grow revenues
•  Identifies and qualifies opportunities to develop new business.

Solution Selling

•  Wins and retains Customers by identifying their needs or business challenges, and matching them to The Company products and services
• Identifies opportunities to win more business by up-selling and cross-selling Negotiation
• Responds positively and professionally to objections, and addresses the Customer’s needs to successfully close the sale
• Uses a range of techniques and approaches to make agreements that add value for The Company and our Customers
• Understands customers’ commercial drivers and leverages them in negotiations
• Applies commercial acumen to maintain a healthy profit margin

Competing to win

• Brings energy and passion to work and always aims to beat the competition
• Knows what the competitors are offering, how our offer compares and uses market data to drive decisions Service Quality and Planning
• Monitors Customer Satisfaction and NPS
• Plans activity to improve service quality
• Forecasts future customer contact patterns and volumes across contact channels

Must have technical / professional qualifications:

• Degree in a Business related field
• Good knowledge of mobile voice and data services
• 7-10 years hands on experience in a FMCG or service sector of which 3 years must have been in a senior sales position, preferably in a fast moving consumer goods company or Mobile telephone Company
• Developing external partnerships and strategic alliances

Financial Responsibility:

• Responsible for the management of sectional CAPEX and OPEX budget and managing all operational expenditure related with sales activity

Direct reports:

•  Head of Customer Registrations
• Head of Dealer Management
•  Head of MIS
•  IT sales System Capability Manager
• Head of Geo Mapping and Network planning
• Capability development 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.: https://safaricom.bamboohr.com/careers/444

The closing date for receiving applications is Wednesday, 29th January 2025, 5:30 pm.