Background information about the job or company (e.g., role context, company overview)

WASSHA Malawi

Responsibilities or duties

Maximize sales in the region responsible – plan strategically and execute promptly to ensure that the sales target is met or exceeded while ensuring that costs of sales are minimised to as to maximise the company profitability.

Liaise with other departments, especially under Operations to achieve target.

Managerial Responsibilities:

• Implement company Vision, Mission and Values and policies at regional level, and provide leadership and motivate all employees and be a role model.
• Develop regional strategies for sales, marketing and operations, execute in the region and share results and measures to be taken in a timely manner.
• Oversee all operations in responsible regions, including, sales, marketing, and collaborate and align with customer support, supply chain, engineering and accounting.
• Plan, select, contract (consultancy) and manage Marketing Representatives (MRs) required in regional operations to achieve operational targets.
• Train and instruct the MRs.
• Monitor improvement and come up with measures to increase sales or make decisions on discontinuing with contracts.
• Strategize ways to increase profitability, and propose any realistic measures through-through to management.
• Compile regular summaries of sales and other activities in the region responsible, as well as providing insight and prospects of the region responsible, and report promptly to the Operations Manager.
• Manage customer relations directly in the field where necessary.
• Plan, execute and monitor expenses and costs in responsible region so that the regional profitability is achieved in accordance with alignment with Operations Manager.
• Provide accountability and prompt the teams to do the same.

Functional Responsibilities:

Sales in the Region

• Develop and implement sales strategies in line with the WASSHA strategic objectives and ensure these are achieved.
• Monitor daily and weekly sales of all agents in region, and take all necessary remedial action to ensure monthly sales targets on all KPIs within the region are met and exceeded.
• Understand what is happening at the field level, including regional, district, village and agents’ specific circumstances.
• Focus on agent and customers’ direct voices and resolve issues directly where necessary.
• Track and review Agent Sales Weekly and design corrective actions where necessary.
• Carry out Monthly and weekly meeting reviews make relevant and specific recommendations for action to management.
• Identify new sales opportunities and focus the sales effort to capitalize on such opportunities.

Managing the Operations of the MRs

• Lead a team of Marketing officers and Marketing Representatives and maximize their performance, through strong leadership, coaching and mentoring skills, a positive attitude, high energy levels and tenacious yet diplomatic approach.
• Identify, recruit and train new Marketing Representatives to ensure they have all the basics and knowledge to be able to work in the field with minimal supervision.
• Plan and share Marketing Representative daily activities in the Task format in a timely manner.
• Closely monitor Marketing representatives to ensure planned daily activities are executed and give all necessary support required to ensure successful completion of these tasks.
• Train and follow up with agents and MRs in order to improve Agent and MR satisfaction levels.
• Ensure that correct Marketing representative fees are calculated and that correct payment details are captured to avoid errors and omissions.
• Ensure that Marketing representative contracts are up to date and that expired ones are renewed in a timely manner.

Alignment with the CSO team

• Work closely with the customer support team to ensure Agent issues are resolved in a timely manner.
• Closely monitor weekly sales to identify Agents that are due for commission and confirm the amounts with the CSO team and the operation Manager.

Communication with SCM and Engineers

• Coordinate with SCM and engineering teams to align stock level and smooth delivery and operations to the warehouses.
• Select optimal and strategic position of warehouses and consider delivery methods and costs to execute plan.

Qualifications or requirements (e.g., education, skills)

A) Minimum level of academic and professional qualification required to perform effectively in the role:

• A bachelor’s degree or equivalent in any field

B) Minimum level of experience required to perform effectively in the role:

• 5 years (with 2 years of Sales leadership), preferably in the Solar Energy, Mobile Money or FMCG sectors

Any other provided details (e.g., benefits, work environment, team info, or additional notes)

WORKING RELATIONSHIPS

A) Internal customers:

• Operation manager
• Customer care team

B) External customers:

• Marketing representatives
• Agents

COMPETENCIES

A) Technical

• Bulk data analysis skills
• Good PC management skills

B) Functional

• Great leadership skills
• Great training capability
• Great planning and organization skills

C) Behavioral

• Persuasive nature
• Good interpersonal skills

• Implement company Vision, Mission and Values and policies at regional level, and provide leadership and motivate all employees and be a role model.
• Develop regional strategies for sales, marketing and operations, execute in the region and share results and measures to be taken in a timely manner.
• Oversee all operations in responsible regions, including, sales, marketing, and collaborate and align with customer support, supply chain, engineering and accounting.
• Plan, select, contract (consultancy) and manage Marketing Representatives (MRs) required in regional operations to achieve operational targets.
• Train and instruct the MRs.
• Monitor improvement and come up with measures to increase sales or make decisions on discontinuing with contracts.
• Strategize ways to increase profitability, and propose any realistic measures through-through to management.
• Compile regular summaries of sales and other activities in the region responsible, as well as providing insight and prospects of the region responsible, and report promptly to the Operations Manager.
• Manage customer relations directly in the field where necessary.
• Plan, execute and monitor expenses and costs in responsible region so that the regional profitability is achieved in accordance with alignment with Operations Manager.
• Provide accountability and prompt the teams to do the same.
• Develop and implement sales strategies in line with the WASSHA strategic objectives and ensure these are achieved.
• Monitor daily and weekly sales of all agents in region, and take all necessary remedial action to ensure monthly sales targets on all KPIs within the region are met and exceeded.
• Understand what is happening at the field level, including regional, district, village and agents’ specific circumstances.
• Focus on agent and customers’ direct voices and resolve issues directly where necessary.
• Track and review Agent Sales Weekly and design corrective actions where necessary.
• Carry out Monthly and weekly meeting reviews make relevant and specific recommendations for action to management.
• Identify new sales opportunities and focus the sales effort to capitalize on such opportunities.
• Lead a team of Marketing officers and Marketing Representatives and maximize their performance, through strong leadership, coaching and mentoring skills, a positive attitude, high energy levels and tenacious yet diplomatic approach.
• Identify, recruit and train new Marketing Representatives to ensure they have all the basics and knowledge to be able to work in the field with minimal supervision.
• Plan and share Marketing Representative daily activities in the Task format in a timely manner.
• Closely monitor Marketing representatives to ensure planned daily activities are executed and give all necessary support required to ensure successful completion of these tasks.
• Train and follow up with agents and MRs in order to improve Agent and MR satisfaction levels.
• Ensure that correct Marketing representative fees are calculated and that correct payment details are captured to avoid errors and omissions.
• Ensure that Marketing representative contracts are up to date and that expired ones are renewed in a timely manner.
• Work closely with the customer support team to ensure Agent issues are resolved in a timely manner.
• Closely monitor weekly sales to identify Agents that are due for commission and confirm the amounts with the CSO team and the operation Manager.
• Coordinate with SCM and engineering teams to align stock level and smooth delivery and operations to the warehouses.
• Select optimal and strategic position of warehouses and consider delivery methods and costs to execute plan.

• Bulk data analysis skills
• Good PC management skills
• Great leadership skills
• Great training capability
• Great planning and organization skills
• Persuasive nature
• Good interpersonal skills

• A bachelor’s degree or equivalent in any field