Description
Department: Commercial
Opportunity
At Fenix, one of our core values is to think big and make things happen. As the State Sales Manager at Fenix, you will embody this value.
Think Big: Grounded in our mission to bring life-changing solar energy and financial services to millions of people across Nigeria, you will design and implement scalable sales and customer credit strategies, building on success and growth to date. You will use our unique data sets of sales patterns, customer demographics, and customer repayment behavior to create and refine a portfolio of data-driven strategic sales and customer repayment initiatives tailored for this large and underserved consumer base in emerging markets.
Furthermore, you will contribute significantly to Fenix’s strategic planning process at the regional level.
The lessons you learn in your state will be applied to new markets/regions as we scale across Nigeria
Make Things Happen: You will be responsible for the implementation and success of our sales and customer credit strategy in the state you preside over. You and your team will recruit, train, manage and retain a highly motivated team of full-time Team Leads and Fenix Power Champions that will ultimately deliver on our vision of expanding our base of high-quality customers and electrifying millions of households by 2020.
Responsibilities
Acquire new customers and increase repeat sales for our most creditworthy existing customers
Continuously refine and iterate on our regional sales strategy that aims to reach millions of customers in need of ReadyPay Power by 2020, both by acquiring new customers and increasing repeat sales to existing customers.
Test, validate, and refine Fenix Nigeria’s strategic sales and marketing initiatives based on analysis of our unique data set and field-based insights, in order to amplify our sales model to drive new customer acquisition. Continuously improve customer repayment.
Develop a commercial strategy that optimizes customer lifetime value (CLV) through increasing new sales, improving loan performance, and growing active customers and repeat sales.
Use our unique data set as well as insights derived from the field to refine and iterate on our customer retention strategy, in order to improve payment velocity, repayment rates and repeat sales.
Own and advance relationships with key stakeholders.
Support in creating and maintaining relationships with current and potential commercial partners.
Create and own relationship management of key stakeholders within the sales process, especially with distribution partners (if any).
Identify and assess additional sales channels to expand sales coverage across your state, including distributors, corporation and NGO partners.
Provide leadership to the teams that drive sales and customer repayment. Live and communicate Fenix’s mission to improve the quality of life of our customers.
Uphold and help continually build the Fenix culture which always embraces Fenix’s vision and values and always puts the customer’s experience first.
Build upon, support, and provide exceptional leadership to the Team Leads and Fenix Power Champions, including testing and setting compensation, targets, and incentive structures.
Oversee the recruitment, training and ongoing management of sales, marketing, and customer repayment teams in your state.
Support team development by performing regular reviews and trainings, retaining high performing team members, and finding creative ways to boost low performing sales team members.
Required Skills and Experience
Bachelor’s degree in a discipline related to functional work or role
5 or more years working in a senior role within a progressive sales and/or financial services environment with strong, quantifiable results
Proven experience and a passion for motivating and leading large teams to deliver on ambitious goals within a commercial business environment
Ability to draw the right insights from data to create and nimbly adjust strategy, make difficult decisions that often require tradeoffs, balanced with a bias to action
Experience or passion for working in developing markets
Compensation
Competitive Salary & Benefits
go to method of application »
Department: Commercial
Responsibilities
Sales Target Achievement within assigned Clusters:
Drive market initiatives to achieve and increase quality customer base in the assigned clusters
Carry out weekly market activation in the territory to generate leads and eventual conversion to sales.
Drive all product mix sales through the right product targeting to the right segment of the prospects / customers.
Carry out product presentations and exhibitions within assigned clusters
Constantly identify opportunities for driving activation and other sales within clusters.
Draw up weekly / Monthly route plans for the FPCs
Track daily / weekly / monthly sales target Vs actual with the FPCs
Scout for viable locations for POS Expansion and management
Achieve Excellent PH:
Drive sales process compliance within clusters
Carry out daily / weekly customer visitations to resolve or escalate pending issues with customer systems
Drive the right customer behavior on payments by ensuring customers are directed to the nearest POS / SC for payments
Ensure the right product is sold to the right customers
Participate in Field clinic activities
Monitor and Share weekly overdue customer lists with the RPCs
Continuous training and coaching of RPCs on God / Bad portfolios, catch up etc.
Recruitment, Training and Team management:
Regularly recruit new Fenix Power Champions (FPC) within territory
Weekly performance monitoring of RPCs and initiating corrective actions where required
Hold regular meeting with the RPCs
Regularly train and re-train team leads on sales process, Sales pitch, products, Customer Service etc.
Ensure RPCs understanding of commission structures (Colours) and journey with Fenix
Design reward and recognition schemes for high performing RPCs
Participate in customer service forums, field clinics, weekly meetings with SCAs
Drive One Team goal within clusters via team building activities
After Sales Support:
Regularly visit overdue customers to ascertain their challenges and resolve
Escalate lingering issues to the SMs
Daily / weekly checks on quality of installations by RPCs Deploy and track swap stocks and children in the territory
Reposes Fenix kits from fringe customers
Reporting:
Send weekly / monthly reports on sales activities within territory using approved template
Provide feedback on MICA within territory
Attend meetings with SMs
Required Skills and Experience
BSc. Degree or equivalent
2 or more years working in a role within a progressive sales and / or financial services environment with strong, quantifiable results
Experience or passion for working in developing markets
Compensation
Competitive Salary & Benefits
go to method of application »
Department: Commercial
Responsibilities
Sales Target Achievement within assigned Clusters:
Drive market initiatives to achieve and increase quality customer base in the assigned clusters
Carry out weekly market activation in the territory to generate leads and eventual conversion to sales.
Drive all product mix sales through the right product targeting to the right segment of the prospects / customers.
Carry out product presentations and exhibitions within assigned clusters
Constantly identify opportunities for driving activation and other sales within clusters.
Draw up weekly / Monthly route plans for the FPCs
Track daily / weekly / monthly sales target Vs actual with the FPCs
Scout for viable locations for POS Expansion and management
Achieve Excellent PH:
Drive sales process compliance within clusters
Carry out daily / weekly customer visitations to resolve or escalate pending issues with customer systems
Drive the right customer behavior on payments by ensuring customers are directed to the nearest POS / SC for payments
Ensure the right product is sold to the right customers
Participate in Field clinic activities
Monitor and Share weekly overdue customer lists with the RPCs
Continuous training and coaching of RPCs on God / Bad portfolios, catch up etc.
Recruitment, Training and Team management:
Regularly recruit new Fenix Power Champions (FPC) within territory
Weekly performance monitoring of RPCs and initiating corrective actions where required
Hold regular meeting with the RPCs
Regularly train and re-train team leads on sales process, Sales pitch, products, Customer Service etc.
Ensure RPCs understanding of commission structures (Colours) and journey with Fenix
Design reward and recognition schemes for high performing RPCs
Participate in customer service forums, field clinics, weekly meetings with SCAs
Drive One Team goal within clusters via team building activities
After Sales Support:
Regularly visit overdue customers to ascertain their challenges and resolve
Escalate lingering issues to the SMs
Daily / weekly checks on quality of installations by RPCs Deploy and track swap stocks and children in the territory
Reposes Fenix kits from fringe customers
Reporting:
Send weekly / monthly reports on sales activities within territory using approved template
Provide feedback on MICA within territory
Attend meetings with SMs
Required Skills and Experience
BSc. Degree or equivalent
2 or more years working in a role within a progressive sales and / or financial services environment with strong, quantifiable results
Experience or passion for working in developing markets
Compensation
Competitive Salary & Benefits
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