Territory Sales Lead at Bumpa

About the role

• As the Territory Lead (Agent Network), you will spearhead Bumpa’s merchant growth in the region by building and managing a team of sales agents dedicated to onboarding merchants and business owners onto the Bumpa platform. This role combines field sales management and strategic planning to drive merchant acquisition, activation, and retention in a key market. Given the fragmented nature of the Nigerian SME market, a boots-on-the-ground strategy via an agent network is essential for reaching and servicing merchants. The ideal candidate is a proactive people-manager with a strong sales acumen, capable of recruiting and motivating a high-performing agent team to meet ambitious targets while ensuring merchants succeed on Bumpa for the long term.

What you’ll be doing

Agent Recruitment & Training: 

• Hire, onboard, and train a network of field agents, equipping them with deep knowledge of Bumpa’s products and sales techniques. 
• Establish a “train-the-trainer” model so agents can effectively educate merchants on setting up their online stores
• Ensure all agents are well-versed in Bumpa’s platform, onboarding processes, and compliance standards before they engage with merchants

Team Leadership & Performance Management: 

• Provide day-to-day leadership and mentorship to your agent team. Set clear performance goals (e.g. weekly/monthly merchant sign-up targets) and regularly evaluate agent productivity
• Monitor key metrics per agent such as number of merchants onboarded and activated;  and use these KPIs to coach underperforming agents or recognize high achievers
• Foster a motivating, accountable environment that encourages agents to exceed their merchant acquisition targets.

Merchant Acquisition Strategy: 

• Develop and execute a territory growth plan to maximize merchant sign-ups 
• Identify high-potential markets, local events, and partnership opportunities to generate merchant leads. 
• Coordinate “boots-on-the-ground” outreach initiatives (market storms, demos, workshops) that help agents pitch Bumpa’s value proposition to business owners
• Continuously analyze market developments and competitor activities, adjusting tactics to stay ahead

Quality Onboarding & Activation: 

• Ensure that merchants recruited by your agents are not just signed up, but properly activated and set up for success.
•  Oversee the end-to-end onboarding quality from initial sign-up to online store launch by enforcing thorough agent checklists (e.g. product upload, domain setup, payment integration).
•  Guarantee that each new merchant receives the necessary support and training (often via your agents) to achieve their first sale and become active on the platform
• Work with Support and Success teams to resolve merchant issues quickly and smoothly

Merchant Retention & Growth: 

• Drive initiatives to retain merchants and increase their sales in your territory.
• Collaborate with Bumpa’s Merchant Success and Marketing teams on programs that engage newly onboarded merchants (e.g. periodic training sessions, local merchant meet-ups, promotional campaigns). 
• Track merchant activity post-onboarding  such as repeat sales or usage of key features  and intervene where needed (through agents or directly) to prevent churn
• Cultivate a thriving base of active, long-term merchants, not just one-time signups.

Performance Tracking & Reporting: 

• Utilize a data-driven approach to manage your territory locations.
• Monitor daily and weekly metrics like new merchants acquired, activation rates, GMV (Gross Merchandise Value) of merchant sales, and agent productivity. 
• Analyze these KPIs to assess progress towards targets and identify improvement areas
• Prepare regular performance reports for senior management, highlighting achievements, challenges, and plans. 
• Use data insights to celebrate wins with the team or recalibrate strategy for underperforming segments.

Agent Network Optimization: 

• Continuously refine the agent network’s effectiveness. Identify underperforming agents or locations and take corrective actions  e.g. additional training, increased supervision, or reallocating resources
• Recruit new agents or promote high-performers as the network scales. 
• Ensure territory coverage is optimized so that Bumpa’s presence is strong in all key areas Maintain open communication with agents, acting as the primary point of contact for their needs, feedback, and field insights

Compliance and Brand Standards:

• Ensure that all merchant onboarding activities adhere to Bumpa’s standards and policies. This includes verifying that agents represent Bumpa professionally and ethically in the field, and that only legitimate merchants with acceptable businesses are onboarded (per Bumpa’s terms of use). 
• Regularly audit agent practices and merchant documentation for quality and compliance
• Protect the Bumpa brand by making sure agents provide excellent customer service and support to merchants in your territory

Cross-Functional Collaboration: 

• Serve as the bridge between the field operations and Bumpa’s HQ teams. Work with the Growth/Marketing team to localize campaigns or promotional material that agents can use to attract merchants
• Coordinate with the Customer Success/Support team to hand off newly activated merchants for ongoing support. 
• Provide product feedback from the field to the Product team for example, common merchant requests or obstacles observed during onboarding  to help improve Bumpa’s offerings. 

An Ideal Candidate:

• Bachelor’s degree in Business, Marketing or a related field is a plus. 
• 3+ years of experience in sales, business development, or field operations leadership is preferred
• Candidates who have managed sales teams or agent networks in fintech, FMCG, telecom, or other relevant sectors will excel in this role.
• Demonstrated ability to lead and motivate teams; prior experience setting team targets and coaching others to success. 
• Strong interpersonal skills are essential for recruiting agents and keeping a distributed field team engaged.
• Proven track record of meeting or exceeding sales KPIs in a territory or region. You are results-oriented, with a knack for developing strategies to hit ambitious acquisition numbers.
• Excellent verbal and written communication skills. Able to train others (agents and merchants) in a clear, persuasive manner. Capable of building relationships with a diverse range of stakeholders from micro-entrepreneurs to partner organizations. Bilingual ability (English and local languages) is a plus for connecting with merchants at the grassroots.
• Comfortable working with data and KPIs to inform decisions. Proficient in using spreadsheets or CRM dashboards to track performance. 
• Good understanding of the business landscape and merchant needs in Nigeria’s context. Knowledge of e-commerce, digital payments, or retail technology is beneficial
• Thrives in a fast-paced startup environment. Able to think on your feet to troubleshoot issues
• Self-motivated and able to work independently with minimal supervision, while also collaborating effectively with remote teams. Willingness to roll up your sleeves in the field alongside your agents.
• Must be based in Lagos or willing to relocate. This role involves regular travel within the territory to coach agents and meet merchants on-site, so willingness to travel locally is required

Key Performance Indicators (KPIs)

• Success in this role will be measured by clear performance metrics. Key KPIs include:
• New Merchants Onboarded: Number of new merchants signed up in the territory per month/quarter. 
• Merchant Activation Rate: The percentage of onboarded merchants who become “active” on Bumpa within a defined period 
• Merchant Retention Rate: The proportion of merchants retained over time (e.g. still active on the platform after 3 or 6 months
• Active Merchants per Agent: Average number of active merchants (merchants who are transacting or regularly using Bumpa) onboarded per agent. 
• Territory GMV Growth: Growth in Gross Merchandise Value (total sales volume) processed by merchants in your territory, measured monthly and quarterly. 

What’s in it for you?

• Competitive salary + Performance Incentives
• Paid annual leave
• A supportive and collaborative internal culture
• Diverse, smart, and talented co-workers
• A collaborative, fun work environment where laughing and learning to go together
• Growth opportunity to the same and other roles. 
• Recognition & Rewards Programs