Head of Sales
Edge Recruiter Nigeria Ltd.
8d ago

Our client is a growth-stage start up that’s on track to light a million homes in Africa over the next couple of years with clean, affordable solar energy.

They are looking for a Head of Sales - Lagos to support their growth strategy in Africa.

Reporting line : Country MD & VP Commercial

Job Profile

To develop and deliver a commercial strategy as well as drive sales and maximise sales production through the Direct SalesChannel in a scaleable and effective manner through the building and management of an efficient Direct Sales Team.

StrategicCollaboration :

  • Participate in strategic meetings to contribute to the development of the annual Country and Direct Sales Strategy (Direct and Channel Partner) and Business Plan
  • Source and generate new ideas to input into the Strategy and provide for strategic adjustments
  • Develop implementation plan of Direct Sales Strategy in
  • collaboration with the team and monitor implementation therein
  • Develop and ensure Group commercial procedures are maintained by sharing best practice and continual improvement to protect company's commercial position, including measurement tools to forecast success alongside the Finance Manager
  • Objective / Output : Strategy implementation(OKRs)

    Direct SalesOversight :

  • Responsibility for developing a commercial strategy, along with the successful communication and delivery of the strategy.
  • Responsible and accountable for developing and executing business strategies to deliver growth in accordance with the strategic plans
  • Set direct sales targets as per Business Plan and set up teams to deliver on sales targets
  • To guide and direct commercial activity across the country to maximise the potential of the ZOLA brand products, to support delivery against OKR’s and targets
  • Responsibility for new business development, negotiations and commercial contracts in line with proposed budgeted growth.
  • Monitor and evaluate emerging business opportunities with a view to positioning the ZEGHA’s sales resource and technical capability accordingly
  • Monitor and track daily sales targets and activities to ensure line management is managing the day-to-day sales operations effectively
  • Convene and chair weekly and monthly sales meetings with the sales team to discuss delivery on sales targets and identify and resolve operational problems
  • Provide weekly feedback on sales targets to Country MD to review country performance and identify gaps where interventions are required
  • Participate in quarterly meetings with team to review sales performance and come up with the necessary adjustments
  • Monitor the execution of the credit process and trends and make the necessary adjustments in consultation with Platform team through problem diagnosis and identification of interventions
  • Monitor customer satisfaction score and devise interventions to improve ratings
  • Participate in the identification and assessment of risks, formulating risk mitigating strategies in collaboration with the Country MD
  • Objective / Output :

  • Annual Sales Plan
  • Growth of customer base to ensure profitability of country
  • 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 3months
  • BudgetManagement :

  • 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
  • Objective / Output :

  • Expenditure within budget
  • Sales performance
  • Cost of Sales
  • No fruitless, wasteful or unauthorized expenditure
  • PeopleManagement :

  • Lead the recruitment of sales members in collaboration with Human Capital Department
  • 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
  • Lead, coach and mentor direct reports and the team to foster personal growth and teamwork
  • 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
  • Objective / Output :

  • 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
  • StakeholderManagement :

  • Participate in weekly Core Team Meetings and monthly Performance Review Meetings
  • Engage with Platform teams to address departmental problems, identify resolutions and make the necessary adjustments to the operating business model
  • Communicate regularly with the Country MD to provide the necessary updates on departmental operations
  • Develop and maintain relationships with staff / team members to ensure business continuity and smooth running of operations
  • Liaise with senior visitors (both internal and external) to communicate information on business operations and for conducting field visits
  • Manage engagements with authorities, councilors and elective representatives in villages undertaken by team members
  • Support the collaboration across functions to understand and resolve problems on the ground
  • Objective / Output :

  • No business impact
  • Relationships result in business advocates and business opportunities
  • Ideal :

  • Degree in Marketing or any relevant field of study
  • Relevant post graduate qualification e.g. MBA
  • 8 years’ experience in a sales environment from a FMCG, TELCO(door to door), of which 5 years is at a management level
  • Direct Sales management experience, experience of the expansion into new territories
  • Managerial and Technical Competencies :

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

  • Communication skills
  • Problem solving skills
  • Analytical skills
  • Networking skills
  • Negotiating skills
  • Interpersonal skills
  • Planning & organizing skills
  • Customer focused
  • Team player
  • Work under pressure

  • Office bound / on-site / travel
  • Required to work out in the field, therefore significant travel is required
  • Willing to work extended hours
  • Apply
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