Indirect Sales Representative (Re-advertised)

Department: Mass Market & Customer Care

Sub-department: Mass Market

Group: Indirect Sales

Reporting to the position: Area Manager

Role Purpose :

Indirect generation of sales revenue through effective management of Telkom Kenya’s partners in the assigned area.

This by ensuring availability of the company’s products and services in the area at all times and effectively aligning partners to meet the retail market objectives

To promote Orange product and services, to identify customer needs and propose best solutions.

Key Responsibilities

• Grow Sales within the Area by developing innovative ways of increasing/growing airtime sales at the Point of Purchase; Value added services and connections by ensuring availability of the company products at all times within the area of Accountability.
• Generating and analysing qualitative performance of the business
• General business analysis (monitoring & reviewing) on quantitative performance of various channels as well as revenue streams.

Distribution

• Effective implementation of distribution strategy in the trade to achieve availability and grow sales within the assigned area.
• Documented and actual implementation of trade distribution routines as per business Distribution Strategy/objectives.
• Attainment of Outlet Penetration (No of new outlets including Non Traditional Channels)
• Attainment of Communicated Availability targets
• Adherence and completion of Daily, monthly trade routes
• Attainment of distribution service targets

Sales Targets

Achievement of the Area’s Monthly, Quarterly, Semi Annually or Annual sales targets in:

• Airtime Usage and Sales
• Subscriber acquisition/connection

Routines and Processes

• Ensure internal collaboration, team work development and implementation of key Management and sales routines.
• Implementation and adoption of approved market routines in the Area of accountability.(With consistent Route completion/coverage)
• Documented and timely weekly, monthly, Quarterly reports to Management

Development of sales programs

• Prepare, plan and execute Area Sales programs aimed at market penetration, availability of the company products and services at all time.
• Documented and approved Monthly/Quarterly territory Plans aligned to the Area Business Plan.
• Effective executed sales programs in the Area as per targets set in the plan (number and Quality/Results of promotions/Road shows held).
• Number of successful Area specific sales and Promotional initiatives developed and implemented within the territory with documented proof results.
• Effective below the line activation of all marketing Programs and Promotions

Branding

• Ensure shops are well branded according to Telkom Kenya and Orange brand guidelines in order to create awareness & ensure that stores are well stocked and sell at recommended sales prices.
• Supported Attainment and compliance to orange branding/merchandising standards for Dealers in the territory
• Implementation of Channel specific Merchandising and activation in the trade
• Attainment of communicated Visibility and market branding targets
• Creation of model outlets/markets as picture of success in the Trade including Creation of model outlets/markets as picture of success in the Trade

Education Background & Experience:

• First Degree preferable in Business Studies e.g. Bcom degree - marketing option
• 2 year experience in customer service, sales management or trade execution preferably within FMCG Environment

Professional Knowledge:

• good knowledge of modern communication techniques: mobile fax, data transmissions, WAP, GPRS
• very good knowledge of different handsets and their performances
• interest for new mobile technology, awareness of this specific market
• fluency in English
• good PC skills and internet user skills
• Representing/Selling the company products to dealers, retailers
• Implementing/Coordinating sales initiatives
• Influencing/Advising customers on company products & services
• Problem solving/Designing solutions to sales related issues arising in the course of work to the satisfaction of customers.
• Planning route plans, sales promos & initiatives.
• Decision regarding the sales activities within the assigned area.
• Motivating Dealers, Distributors, Alternative Channels & Retailers to double their efforts to improve sales
• Reviewing/Evaluating sales progress against set plans.
• Public Relations/Developing relationships through managing relationship with Dealers, Distributors, Alternative Channels, Retailers & Customers

Professional Skills:

• proved selling skills
• positive & pro-active attitude, showing genuine interest for customer problems
• eager to solve queries
• basic presentation skills and persuasion skills
• hard-working, able to cope with pressure
• enthusiastic, flexible and spontaneous
• fast learner
• smart appearance
• Strong commercial and communication negotiation experience
• Has initiative and self drive
• Capacity to propose solutions, make advices, convince
• Work integrity and correctness
• Continuous adaptation to new techniques and technologies
• Initiative and analytic mind
• Listening ability to make proper decisions
• Confident, independent and mature, to handle difficult issues swiftly
• Strong Communication and Presentation skills
• A team Player and information sharing spirit

Work Conditions

• Field Work ( out of the office for business purpose): YES ( >81%)
• Professional tools used: car/mileage, handset
• Shifts work: NO
• Night shifts: NO
• Work during the week-end : YES
• Work “On-Call”: NO

This role is open. We are currently receiving applications until 5th August 2011.

Applicants must upload a PDF or Ms Word copy of their CVs to be considered for application

Only applications made through the corporate website (www.orange-tkl.co.ke) will be considered.