- Where
- Thies, Djourbel, Kaffrine or Fattick, Senegal
- Level
- Mid
About the role:
Reporting to the Channel Sales Manager or Country Manager, the Territory Sales Manager will be responsible for ensuring sales targets for the assigned area are achieved effectively and efficiently, ensuring cash reconciliation is accurate and timely, own the execution of on-ground marketing activities within the area and attend to customer and staff queries and complaints.
Duties & Responsibilities:
Hire, retain and motivate the team for superior performance: The team of the Territory Sales Manager will typically consist of Team Leaders and Sales Agents. The TSM is expected to ensure that they create a world-class winning team that is disciplined, process-driven and committed to delivering the best customer experience.
Exceed sales targets: Meet or exceed sales targets established and agreed on 25th of every month with your sales leadership and regularly communicate on challenges that may hinder the team from achieving the targets.
Expand geographically : Identify new locations (city neighborhoods) to sell BURN products and set up sales teams in these locations to maximize each sales opportunity.
Provide guidance to team leaders and agents : Provide complete clarity to the team leaders related to their day-to-day tasks, sales targets and forecasts, prospection plans and targets. This includes, ensuring that each sales team has a pre-agreed sales route/area to sell in, they understand how to pitch BURN products, they have the confidence to address basic customer resistance on the spot and they have direct access to you at all times in case of questions and concerns.
Manage daily prospection data: Request daily prospection data, cascade the information to the relevant agents and team leaders, discuss and fix any issues regarding rejected prospects, and support agents/team leaders in coordinating customer deliveries.
Training: Analyze the daily performance of the team leaders and agents to identify knowledge gaps and provide necessary training on the relevant company processes and industry best practices related to sales, cash collections, product, technical, and inventory.
Oversee on-ground marketing activities: Collaborate with the team leaders to create a weekly activation calendar, and provide adequate support organizing market activations and roadshows, and ensure the company get maximum return on investment for all the costs incurred on marketing activities.
Weekly calls : Have a weekly touchpoint with every team leader, the top 5 agents, and the bottom 3 agents in each team – either through in-person meetings, making a joint sale or having a call – to aid in boosting their performance. Resolve all possible issues faced by the area sales team and report them to the Channel Sales Manager / Country Manager, every week.
Review daily team meetings: Ensure that team leaders are conducting daily meetings and reviews with all agents under their purview. Conduct surprise visits to field meetings and areas to ensure that the sales processes and standards observed are of the highest quality.
Field work: Conduct joint field work with a group of agents to evaluate compliance with sales and prospecting processes, and ensure agents clearly articulate the unique selling proposition of our products and why we collect and verify end-user details. This includes doing market activations, doing door-to-door prospections, visiting local communities and gatherings such as schools, churches, retail centers, and companies to make sales or prospections.
Support inventory reconciliation: Ensure that team leaders on a daily basis perform a timely and accurate reconciliation of their cash collections and serial number sales, submit the supporting documentation to the Commercial and Field Operations departments, and update the relevant sales and cash deposit trackers.
Resolve agent issues: Provide world-class support to your agents as it relates to product delivery, data registrations, commission disputes, personal challenges, and…