Trade Development Representative - Nairobi

Mission Statement for the Role:

• Recruit and develop a highly efficient commission only sales agents team to meet the business objectives of the organisation.

Overall Responsibility:

• Recruit, engage, activate and generate revenue from commission only sales agents. Leverage business by activating and improving commission only agent productivity.

Financial:

• Responsible to hit a target of 672 new installations in the first 12 months from joining, by adhering to the prescribed sales process laid by Poa Internet.

People:

• Responsible to recruit a team of 59 commission only sales agents in the first 12 months from joining date.

Key SMART Results for A-Player

• Recruit a team of sales agents in first 12 months from date of joining, breakdown as follows:
  •  First 3 months =New Sales Agents Recruitment Target =18
  • 4 to 6 months= New Sales Agents Recruitment Target =15
  • 7 to 9 months= New Sales Agents Recruitment Target =14
  • 10 to 12 months= New Sales Agents Recruitment Target =12
• Ensure there are active sales agents at any given month, definition of active sales agent is at least 1 install per agent per month, breakdown as follows:
  • First 3 months = Active Sales Agents Target =24
  • 4 to 6 months= Active Sales Agents Target =49
  • 7 to 9 months= Active Sales Agents Target =69
  • 10 to 12 months = Active Sales Agents Target =84
• Responsible to meet monthly sales targets through active sales agents under your supervision, breakdown as follows:
  • First 3 months = Active Sales Agents Target =74
  • 4 to 6 months= Active Sales Agents Target =145
  • 7 to 9 months= Active Sales Agents Target =205
  • 10 to 12 months = Active Sales Agents Target =249
• Ensure all physical outlets have point of sale material in place at all times and are regularly reviewed for 100% compliance by Marketing or COE Team from Poa Internet - Monthly

Level of Management Experience Required (Mandatory & Nice to Have)

Mid supervisory level management with not less than 3 years of sales experience, 1 yr of which should have been leading sales team of not less than 5 people

Department stage of development where this role sits

Starting : Builder mentality:, able to develop a team from scratch and drive results.

Key Competencies Criticality (H, M, L)

• History of recruiting and managing exceptional high performing commission only sales agents while delivering results, including : Retail agents/dealers, foot soldiers and centre of influence people - H
• Proven track record of exceeding the sales budgets by leading a commission only model - H
• Must have worked full-time in Field, Demonstrating / Observing Sales processes for efficiencies - H
• Should be adaptable, open to learning, and able to adjust strategies to meet changing customer needs and market conditions - M
• Good knowledge of agency sales model and must demonstrate understanding of how to manage, motivate and drive performance through agents and indirect channels - H
• Staying informed about industry trends, competitors, and the latest advancements in home internet space in Kenya - M
• Should be able to manage the entire sales process efficiently, from initial contact to post-sale Referral Leads for Sales Agents - M

Mandatory Criteria if Any, with no exceptions to hire:

• Must have led a team of Commission Sales Agents and delivered high sales numbers.
• Must have demonstrated training and development opportunities to help agents improve their sales skills. This includes product knowledge training, sales techniques, and objection handling.
• Must possess good analytical skills: Should analyse sales data, trends, and performance metrics is important. Must have used this data to make informed decisions and optimise sales strategies.