Head – National Sales at Airtel Malawi

JOB PURPOSE

The HBB National Sales Lead is responsible for managing the execution of strategic Fixed Wireless Access sales plans. Responsible for developing sales programs that maximizes acquisition of customers on unlimited plans, overseeing and conducting market research to develop and implement sales initiatives, developing and implementing sales strategies and product knowledge. This includes but not limited to Providing leadership to the FWA sales team by motivating and encouraging the team to ensure sales targets are met.

And to provide clear sales strategy that captures market specifics leveraging on channel footprint to achieve economies of scale, marketing synergies and company monthly and annual target delivery.

KEY ACCOUNTABILITIES

Channel Management and Gross Additions

• Channel wise, product wise and cluster wise gross add plan for inventory and manpower plan
• Develop ODU sales organization i.e. dimension clusters and assign direct sales team resource with requisite governance through supervisors with optimal span of control
• Develop sales programs that maximizes acquisition of customers on unlimited plans, overseeing
• Manage the execution of strategic Fixed Wireless Access sales plans as per plan first time right
• Oversee activating connections as per the stipulated turnaround times within assigned area

Sales and Distribution

• Sales pitch and use of tool of trade training to direct sales team to drive sales
• Ensure commission and profit story rationalization for better efficacy and timely payout to team members
• Develop sales programs that maximizes acquisition of customers on unlimited plans
• oversee and conduct market research to develop and implement sales initiatives,
• Develop and implement sales strategies and conduct product knowledge sensitization

Inventory Management

• Ensure stock availability to direct channel at warehouse and Airtel shops,
• Conduct reconciliation for any other stock management and resolve stock issues in the channel

Trade Execution and Compliance

• Design PJP (Route plan) within cluster + conduct daily one gate meeting with assigned DST supervisor on Zoom/ Teams to ensure ways of work governance metrics are in place
• Conduct Trade visits to monitor, take immediate corrective action to drive sales
• Ensure all direct sales team and participating outlets have KYC kits to on – board customers
• Keep track record of the routers leased to customers and ensure recovery for noncompliance with customers is done as per the company guidelines.

Team Engagement and development

• Facilitate ongoing capability building through training and development of sales team to ensure that sales and profits are effectively managed and maintained
• Continuously motivate the frontline employees through implementation of Reward and Recognition programs
• Implement all action plans that will address hygiene issues etc. from employee feedback gate meetings or surveys
• Perform any other duties as assigned from time to time.

DIMENSIONS

Drive FWA Sales and Revenue

SKILLS & KNOWLEDGE

Educational Qualifications & Functional / Technical Skills

• University degree in business, sales, marketing or equivalent qualification
• IT Literacy, an added advantage
• Able to operate in a performance driven organization
• Proficient in English and Swahili

Relevant Experience (Type of experience and minimum number of years)

• 5 years’ experience in sales in Telecom/ DTH/ ISP
• Category Understanding – Understanding the competition landscape within the OPCO – players, the market size, regulations, technologies used devices offered, spectrum used etc
• Channel Understanding of the various channels used by immediate
• competition and related industries such as Satellite TV, Computer peripherals etc.
• Proven team Leadership skills – Ability to influence and get things done quickly is critical.
• Resilience and ability to deliver against stretch targets
• Strong entrepreneurial spirit
• Analytical skills and ability and strong Commercial Acumen
• Team Building skills as this is a new business
• Proficient with Microsoft Office Suite or related software

Other requirements (Behavioural etc.)

• Able to operate in a performance driven organization
• Good organizational and teamwork skills (ability to get the best out of the team)
• Ability to quickly react to changes.
• Ability to work on tight deadlines
• Self motivated, enthusiastic, energetic
• Excellent and effective communications skills, both orally and written
• Attention to detail
• Confident, assertive with good negotiation skills
• Excellent time Management Skills
• Customer-centric
• Adherence to Company policy and procedures
• Creative and open Minded
• Possesses high levels of integrity
• Ability to delegate