Job description

Role: Deputy Head of Sales (Uganda)

Location: Uganda

Position Start: As soon as possible

Reporting to: General Manager (Uganda)

ROLE:

As Deputy Head of Sales, you will lead M-KOPA's Uganda direct sales team, strategy and most importantly execution. You will develop annual and quarterly sales planning, build and lead a high performing operational and sales team, grow M-KOPA's sales channels and be responsible for overall direct sales targets.

RESPONSIBILITIES:

Lead M-KOPA's execution of sales operations and distribution, including:

• Driving M-KOPA's sales strategy, direction and execution in Uganda
• Leading sales forecasting, demand planning and revenue management across all channels
• Defining operational plans for the sales team, and pushing for continuous improvement
• Securing market intelligence feedback from the trade and developing action plans to ensure growth
• Supporting the budgeting process tied to overall P&L targets.

Lead M-KOPA's sales channel and retail management, including:

• Leading sales development, performance and intervention across all channels
• Growing retail partnership distribution and increasing sales share of existing channels
• Strengthening key account relationships at the management level with M-KOPA partners
• Tracking and analyzing sell-out across all channels in collaboration with M-KOPA's business intelligence and data teams

Lead M-KOPA's sales force management, including:

• Managing M-KOPA's direct field force and promoters in indirect channels, including recruitment, training, coaching, performance management and budgeting
• Overseeing and monitoring performance of M-KOPA's field sales managers
• Defining KPI’s across the sales teams, developing operational performance reporting and supporting target achievement
• Structuring and implementing incentive and commission programs for agents and sales teams tied to key business objectives
• Ensuring all sales agents and managers are fully trained on M-KOPA sales methods and processes for customer onboarding and activation

Lead M-KOPA's go-to-market planning for sales, including:

• Executing route to market plans for all products across all sales channels and market segments.
• Ensuring brand visibility across all channels, and managing and overseeing promotional activities
• Responsible for executing merchandising, branding and sales assets working in collaboration with M-KOPA's marketing teams
• Identifying trends in the market to assist and enhance marketing executions
• Drive M-KOPA's customer growth and retention, including:
• Defining and monitoring business milestones and activation plans based on agreed annual and quarterly targets
• Aligning sales goals and processes to ensure strong customer credit performance and repayment

EXPERIENCE, SKILLS & COMPETENCIES.

• You are passionate about our mission of upgrading lives, and making life-changing products more affordable and accessible
• You can live and breathe our values of progress, ownership and transparency
• You have 8+ years of experience in sales, preferably working in electronic device sales, FMCG or financial services, with the capability for strategic decision making and demonstrated business acumen
• You love inspiring teams to get the best out of them and enjoy delighting customers with excellence in service delivery and execution
• You have a proven ability to build and manage a network of field teams and regional representatives, with support functions, in a comparable industry.
• You are highly motivated and have a strong sense of ownership
• You are a visible, proactive and personally involved leader with excellent organizational, influencing and cross-cultural communication skills both verbal and written
• You have faultless integrity and openness combined with commitment to good governance.

EDUCATION:

• Bachelors’ degree in any field but exceptions will be made for candidates who can show an exceptional track record in this area