Regional Sales Manager (OPCO) - Dar-es-Salaam

Our client Smile Communications Ltd is bringing about an internet revolution with the introduction of its 4G LTE super fast, high quality and reliable internet access services. Smile is looking for a number of highly experienced, talented and committed individuals to join their team. Smile is an equal opportunity employer.

Reports to: OPCO Head of Distribution & Sales

Mission of the Job:

• Provide leadership, direction and development to all aspects of the Distribution & Sales function in the region.
• Implement the OPCO sales and distribution framework, strategy, processes, policies and standards in the region.
• Ensure the development and implementation of regional distribution and sales plans which are embedded in the OPCO’s distribution and sales roadmap.
• Optimize the existing markets in the region through effective distributor management, selection, negotiation and merchandising and distribution.
• Develop and manage the sales and distribution organization in the region.
• Propose and agree with the OPCO Head of Distribution & Sales objectives to the regional sales and distribution organization, forecast and monitor results.
• Ensure the development and management of the following functions in the region:

(1) Sales Operations

- Operational target setting.

- Operational reporting- Inventory management and logistics.

- Channel commission and incentive schemes- Sales staff compensation.

(2) Channel Development

- Distribution and sales partner acquisition.

- New channel development.

(3) Channel Management

- Direct: Smile shops, direct sales forces.

- Indirect: IT shops, internet cafes, banks, other retail chains (supermarkets, petrol stations), mass market (FMCG distributors and independent dealers).

- Wholesale (other operators and ISPs).

• Conduct regular Continuous Improvement reviews with distribution and sales team members in the region.
• Manage the applicable OPCO governance and approval processes relevant to distribution and sales in the region.
• Ensure the regional sales organization behaves with ethics and efficiency.
• Establish and monitor service levels/ standards to ensure that regional operational KPIs meet OPCO and Group standards.
• Manage local relationships (logistics partner and distributors) in the region.
• Deliver the region’s sales revenues (excluding interconnect), cost of sales (commission level) and OPEX targets as per the approved OPCO budget.

Key Performance Areas:

• Optimal channel mix in the region.
• Extensive distribution for airtime sales in the region.
• Effective logistics network in the region.
• Cost of distribution in the region- Organisation effectiveness in the region.
• Effective management of key local partners in the region.
• OPCO revenue and EBIDTA targets for the region.

Qualifications:

Education:

• University degree.
• Fluent in English (spoken and written).
• Fluent in French (spoken and written) mandatory for DRC.

Experience:

• 10 years of experience in distribution and sales to the consumer market with a minimum of 5 years in the telecom industry.
• Experience should include a few years of operational sales “in the streets”.
• Experience in logistics is a plus.
• Experience in FMCG is a plus.
• Experience in B2B sales is a plus.
• Experience in marketing is a plus.

Knowledge:

• Command of French.
• Strong distribution and sales background.
• Telecom background.
• Sub-Saharan African experience is a must.

Skills / physical competencies:

• Strong leadership skills.
• Strong organizational skills including a superior attention to details.
• Excellent analytical and problem solving skills.
• Strong project management and communications skills.
• Strong process focus/ mindset.
• Proven ability to manage multiple priorities simultaneously.
• Demonstrated influencing and negotiation skills.
• Strong self starter, able to drive initiatives independently.
• Operational OPCO role based in country with significant time spent in the field (i.e. not in the office).
• Regular travel in country/ region.

How to Apply:

Please follow the instructions as stated below as failure to do so could lead to disqualification.

1. Send an Application letter and CV/Resume.

2. Merge these two documents into one document in either word or pdf format.

3. Do not attach or send any scanned documents, these are sometimes too large for our inbox.

4. Include the job title and/or reference number in the subject line of the email address   and send your application by email to smilejobstz@nftconsult.com

5. Only successful candidates will be contacted. For all other inquiries please contact our offices directly.

Apply before:
15 Mar, 2013