Head of Sales at Zola Electric

Position

• The core Purpose / Deliverable of this role is to lead the Country Sales function in order to achieve and beat the annual Sales budget KPI’s of revenue / cost and productivity
• In addition, the role holder will drive market development through creation and execution of a multi-channel sales strategy including partner channel management and field force management.

Key Performance Areas and Responsibilities
Strategic Collaboration:

• Contribute to development of  multi-channel sales strategy for FLEX and INFINITY products including:
  • Field force management
  • Partner channel management
  • Market development
  • Geographic expansion
• Effective planning to deliver business results:
  • Annual & quarterly activity planning
  • Field force deployment
• Work with Group Commercial to implement existing processes, frameworks, tools and training effectively to sales organization
• Work collaboratively with Group Commercial to build and / or refine processes, frameworks, tools and training
• Create processes in absence of defined processes from Group
• Annual functional strategy
• Quarterly strategy implementation (OKRs)

Sales Channel Supervision / Oversight

• Implement and refine multi-channel sales effort for FLEX and INFINITY
• Construct and deploy effective communication to all levels of sales organization including:
  • Priorities
  • Activities
  • Targets
• Monitor and track daily sales targets and activities
  • Trend analysis
  • Diagnostics
  • Identify outliers
• Territory expansion / planning
• Identify, monitor & track seasonality
• Annual Sales Plan
• Growth of customer base
• Weekly Sales Dashboard of operational indicators
• On plan for head count
• Installed value (sales * product mix = revenue line)
• Productivity
• Monthly indicators
• Cost of Sales
• Customer churn during 1st 3 months
• CSAT / NPS

Budget Management:

• Develop annual budgets based on operational and financial targets
• Monitor the departmental operating budget to ensure expenditure is aligned to budget allocations
• Address budget variances with the Finance Department to clarify over or under-spend
• Authorize expenses as per delegation of authority
• Expenditure within budget
• Sales performance
• Number of Sales
• Cost of Sales
• No fruitless, wasteful or unauthorized expenditure

People Management:

• Build a high performance sales organization from the ground up
• Recruit, train, coach, build leaders and motivate all levels within sales org
• Demonstrate company values every single day
• Manage the performance of direct reports, ensuring agreement of annual goals, measuring performance against agreed goals and dealing with areas of non-performance
• Lead the development of staff to ensure the team receive adequate and relevant training to support career development
• Input into the development of succession plans for the department in consultation with the MD
• Manage the administration of direct reports through the approval of leave, subsistence and travel expenses
• Manage the administration of documentation to ensure availability and ease of retrieval at all times
• Department fully resourced to achieve business objectives
• Motivated and disciplined team
• Bi-annual Performance Appraisal for all staff members carried out
• Performance Development for all staff in sales team per timeline
• Training plans for staff in place and implemented
• Documentation complete and accurate

Stakeholder Management:

• Identify and  follow up on opportunities for improved lead generation & customer targeting
• Identify, negotiate and deploy effective partnerships
• Liaise with local government to gain support in areas where we work
• Liaise with senior visitors (both internal and external) to communicate information on business operations and for conducting field visits
• Support the collaboration across functions to understand and resolve problems on the ground
• Relationships result in business advocates and business opportunities.

Requirements
Minimum Qualifications:

• Degree in Business or any relevant field of study
• 10+ years experience in a sales environment in Nigeria, of which 7 years is at a management level in a relevant sector:
• Direct sales / Telecom / White goods / FMCG / Finance
• Management of multi-channel sales force including large field sales force and expansion of operations
• Full literacy in English, numeracy and IT

Desired Qualifications:

• Relevant Postgraduate qualification e.g. MBA

Knowledge, Skills and Abilities Required:

• Managerial and Technical Competencies:
• Knowledge of methodologies in Direct Sales
• Understanding of the local business environment and channels

Generic Competencies:

• Communication skills
• Problem solving skills
• Analytical skills
• Networking skills
• Negotiating skills
• Interpersonal skills
• Customer focused
• Resilience
• Ethical
• Team player
• Work under pressure
• Self-motivated
• Knowledge of the relevant legislation pertaining to the country
• Knowledge of financial principles
• Strategic planning skills
• Leadership skills
• People management skills
• Risk management skills
• Relationship management skills

Working Conditions office bound / On-site / Travel

• Required to work out in the field, therefore significant travel is required
• Willing to work extended hours.