Sales Manager

Position Title: Sales Manager

Reporting to:  Head of Growth

At Watu Africa, we empower entrepreneurs.

WATU is a mission-driven, customer-centric company that believes that every entrepreneur deserves an opportunity to start, grow and achieve their goals in life. As Africa’s fastest-growing Asset Finance company, we see the continent’s bright and prosperous future and want to be part of the team transforming it into reality. Watu Simu aims to provide affordable and flexible financing solutions for a variety of devices in Sub-Saharan Africa.  We, therefore, have a commitment to Empower Entrepreneurs by providing the means needed to move and improve in their lives.

• Strategic Sales Management
  • Oversee SIMU sales by developing a sales strategy that covers sales, revenue forecast, and expense controls for the sales team.
  • Develop strategies for new business,new dealerships acquisition and sales lead generation.
  • Undertake data analysis to develop sales forecasts and sales team targets that are aligned with the department sales budgeting timelines and templates.
  • Develop and refine sales processes to streamline the workflow of the sales team, ensuring maximum efficiency and effectiveness.
  • Ensure that retail points of sale have adequate warranty stock suitable for our loan business, maintaining optimal inventory levels and monitoring price differences.
  •  Monitor sales team attendance and ensure optimal route planning for maximum coverage and efficiency.
• Clients Relationship
  • Build and nurture client relationships and retailers in order to continue winning new contracts
  • Coordinate with the communication and customer service team to ensure that customers get accurate information on time including payments, price changes, promotions, sales cap, blocking, credit performance etc.
• Dealership Management
  • Monitor dealerships staffing levels and sufficient product availability keeping the dealership accountable for optimum flow.
  • Identify opportunities for the implementation of CRM for assigned dealers, and support implementation to support dealer retention.
  • Manage relationships with dealers and maintain dealership accounts by attending to escalated issues, branding support , training of dealer staff, any escalated issues to enhance achievement of targets as assigned to each dealer
  • Oversee the training of Active Dealer staff to ensure dealers are well equipped with the relevance skills in support of dealer performance on revenue targets
• Credit Management:
  • Take ownership of portfolio health by monitoring offline transactions, fraud rates, instances of non-payment, and early last seen.
  • Develop and implement ground campaigns to mitigate fraud risks effectively and report to management.
  • Ensure sales team and dealers have the right tools related to credit management, such as dealer dashboards, Watu app downloads to customers, training materials, updated price sheet etc
• Team Management & Leadership
  • Set, create, achieve and understand sales operations KPIs
  • Conduct performance reviews for the sales team and provide coaching.
  • Based on sales forecasts, project staffing needs to support the recruitment process for new and existing roles.
  • In consultation with HR, develop plans on people engagement initiatives on a quarterly basis to enhance team motivation and performance.
  • Attend timely approvals of team route plans, and monitor team compliance with the plans to enhance adherence in support of the sales plans ensuring timely submission of route plan requests and meeting TAT for reporting EER expenses.
  • Manage through performance, reviews and training a large sales/customer focused team to achieve productivity and engagement
  • Plan and conduct regular meetings for the sales team and partners to streamline departmental activities and execution. Document meeting minutes and action items, ensuring effective communication and follow-up.
• Customer Experience Management
  • Ensuring the team and dealers offer the best customer service to the customers they are engaging in day to day activities.
  • Ensure dealers deliver and attain loan processing turnaround time TAT.
  • Attending dealers’ complaints and solving them on time.
• Training and Development
  • Oversee sales team members’ continuous training and professional development, ensuring they are equipped with the necessary skills, knowledge, and resources to achieve sales targets and deliver excellent customer service.
• Marketing Research & Strategic Decision Making
  • Conduct market research to inform strategic business decisions
  • Analyze industry market trends and develop competitive analysis forecasting into business development.
• Reporting
  • Provide comprehensive weekly, monthly and quarterly reports and feedback on sales activities to relevant channels, highlighting key insights and areas for improvement.
  • Timely sharing of the activities reports to the management.
  • Reporting any anomalies in the marketing and any compliance breach issues.
• Collaboration with Marketing & Brand Teams
  • Work closely with marketing teams to develop and implement strategies for market penetration.
  • Coordinate marketing and sales efforts to maximize impact.
  • Collaborate with the marketing teams to penetrate key markets.
• Pricing Strategy and Implementation
  • Identify opportunities for pricing structure changes based on market trends and support implementation as appropriate.
  • Implement pricing strategies to maximize profitability and competitiveness.
• Planning & Budgeting
  • Develop the monthly budgeting projections and periodic budget reports as aligned with the departmental and Watu budgeting guidelines
  • Monitor the sales spending against approved budgets, and report on the same as per the department reporting timelines and templates.
• Cross-Functional Collaboration
  • Work closely with all departments to identify opportunities for enhancing cross-functional collaboration.
  • Foster a collaborative environment to achieve business objectives.
• Additional Duties.
  • Perform any other assignments as directed by your line manager, HOD or management contributing to the company’s overall success.

• Business development: Achieve Sales Volume and sales Conversions as per set targets.
• New clients acquisition and make them active
• Credit Management: Maintain never paid and offline rates of devices as per set targets.

• Bachelor Degree in a business-related field.
• Over 8 years of progressive experience in sales, with at least 3 years managing teams: Preferably from FMCG, Mobile Network Operators (MNOs), device financing, mobile phone (EOM), bank or insurance industries.
• In-depth knowledge of mobile phones, asset financing and sales processes.
• Demonstrated experience developing and implementing sales plans and strategies that have demonstrated impact to business
• Demonstrated knowledge of customer needs based on customer segments applicable to Watu
• Ability to inspire teamwork and collaboration for the sales teams, internal and  external stakeholders.