About the role:

Reporting to the Regional Sales 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, owning the execution of on-ground marketing activities within the area and attending to customer and staff queries and complaints. 

Duties and Responsibilities:

• Hire, retain and motivate the team for superior performance:  The team of the Territory Sales Manager will typically consist of Team Leaders and Activators (or Field 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 the 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 (cities and neighbourhoods) to sell BURN products and set up sales teams in these locations to maximize each sales opportunity.

• Guide team leaders and activators: 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 activators 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 activators 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, 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 activators, and the bottom 3 activators 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 Regional Sales Manager, every week.

• Review daily team meetings:  Ensure that team leaders are conducting daily meetings and reviews with all activators 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.

• Fieldwork:  Conduct joint fieldwork 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 prospecting, and visiting local communities and gatherings such as schools, churches, retail centres, and companies to make sales or prosecutions.

• Support inventory reconciliation: Ensure that team leaders daily 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 regarding product delivery, data registrations, commission disputes, personal challenges, and professional growth amongst others.  

• Promote team spirit: Create an enabling environment that promotes collaboration, high performance, and shared vision via team-building activities.

• Maintain a strategic mindset: Keep an eye on competition within your region, ensure you take adequate measures to protect and grow your business from competitive pressures and provide relevant inputs to the Regional Sales Manager in developing and improving the regional distribution plan.

• Reporting: Provide daily and weekly updates on sales, agent recruitments, customer issues and resolutions, and new area launch preparations as expected and agreed with your manager.

  Skills and Experience:

• Degree or diploma in any educational background.

• At least 4 years of field sales experience, preferably having worked in fast-moving consumer goods (FMCG), solar energy, telecom, and TV distribution industries.

• Strong managerial skills; has managed a team of at least 5 skilled employees.

• Very strong communication and internal personal skills.

• A process-oriented individual with excellent organizational and time management skills.

• Entrepreneurial spirit with qualities of being able to work independently and figure things out with innovative thinking, problem-solving skills, and presence of mind.

• Driven by our social mission to provide clean cooking products to consumers.

• Fluency in French and relevant national language both written and spoken.

• Written and spoken competencies in English are an advantage, but not required.

                                                          Qualified Female Candidates encouraged to Apply

  BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).

   

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