About Easy Solar
Easy Solar is a leading solar company in Sierra Leone, distributing and financing high-quality solar products and appliances for millions of Sierra Leoneans with limited or no access to the conventional grid. Customers can finance their purchase over time by paying in weekly or monthly installments, with the option to pay via cash or mobile money. Easy Solar’s products are distributed and sold through its network of agents and outlets throughout the country. Easy Solar is backed by Azimuth Group, a New York based Benefit Corporation supported by international investors which has the more general goal of “delivering and financing devices that transform the way people live, work and play”.
Overview of Role
The Territory Sales Manager (TSM) is responsible for the revenue generation, portfolio management, stock control, cash collection, and day to day operations in their designated territory, which involves overseeing all sales team members in that territory including independent agents while managing the main shop in the territory
Their key focus is to grow the territory in line with set targets as agreed with management, and to continually monitor, coach and support their sales outlets and field team. This is done through regular field visits and on-ground engagement and by being a model of high performance, respect for customers and the company’s ethical values and standards.
Key Responsibilities
Achieve Revenue & Portfolio Targets
- Meet and exceed revenue targets, while ensuring cash collections are timely and accurate, and maintaining a PAR30 of 5% or less
- Provide demand forecast and sales commitments across all key product categories
- Design route and execution plan for their sales team
- Create a culture of door to door sales among Shops, Agents and BA’s
- Ensure BA’s are mapped into zones within the Shop locations to maximize penetration
- Grow the retail network in the territory by identifying potential shops & agents for expansion, and identify poor performing areas, offboarding shops and agents if needed
- Work with the Corporate Sales team to identify opportunities for wholesale & asset finance and push PDS expansion opportunities
Stock Management
- Daily
- Monitor stock daily across various shops and agents within the territory
- Weekly
- Supervise weekly shops and agents' stock audit.
- Ensure shops & agents comply & execute weekly stock audit processes with logistics
- Ensure all shops send or provide physical stock balances to Logistics every Saturday
- Monthly
- Manage stock distribution and stock-out within their territory at a minimum level
- Work with Supply Chain to ensure the direct distribution of Easy Solar’s products to shops and agents, flagging when stock is imbalanced between high and low performance areas
- Conduct monthly stock count and sign off of all shops and agents under their territory
- Manage and minimize stock losses in the territory, ensuring stock losses do not exceed 0.2% quarterly from all channels
Cash Management
- Daily
- Ensure 100% daily remittances of shops in the territory (via Orange money / bank)
- Weekly
- Ensure remittance rates are maintained at 100% for all agents within the territory
- Ensure all field sales supervisors carry remittance advice when visiting agents and weekly audit of remittance advice books be done
Team Management
- Daily
- Supervise sales team in their day-to- day activities and provide guidance and oversight to the entire team within the territory
- Weekly
- Ensure weekly touchpoints with every shop, field staff and top sales agents in each area – through in-person meetings to uncover issues and support resolutions
- Visit agents at least once a week, provide support and logistics for agents
- Weekly monitoring and field visits with Sales supervisors, to follow up on Balance At Risk of their agents under their region and understand the level of penetration especially on household not benefitting for Easy Solar products
- Bi-weekly on-the-job coaching for field sales staff, shop coordinators and agents
- Resolve customer issues escalated by the Customer Care team on a weekly basis
- Provide adequate support to customers as it relates to product delivery, training on how to use and make payments, installation, after-sales warranty issues.
- Work with Agents to establish clear expectations and processes to resolve all customer issues within 24 hours and also provide the right documentation on issues of After sales affecting their territories hold the after-sales team accountable to them
- Monthly
- Maintain a rooster for scheduling shop staff and submit overtime forms to P&C
- Design work plan for team, go-to-market strategy and sales rollout plan in his or her territory
- Define Key Performance Indicators as a measurement tool to be used for evaluation of their team. KPI’s can be designed for various units within their territories (shops and agents)
- Ensure timely submissions of work plans that detail the team’s expected actions Including ensuring their team has a pre-agreed sales route/area for sales activities , they understand how to demonstrate and sell Easy Solar products, they have the confidence to be able to present and resolve basic customer queries)
- Review meetings in assigned areas: Ensure field staff are conducting periodic meetings and reviews with all Sales Agents
- Conduct surprise visits to field meetings and areas to ensure that the sales processes and standards observed are that of the highest quality. Recognize outstanding performers and ensure the motivation of the entire team is maintained
- Quarterly
- Conduct quarterly evaluation for each member of the team to ascertain performance as against set target
Enforce Code of Conduct
- Drive policy adherence in terms of remittances, cash collection and stock control
- Perform routine checks on policy implementation and execution
- Ensure all sales process are well documented and executed, with the required receipts and customer agreement based on the nature of the sales
- Lead in the best professional manner demonstrating highest levels of integrity, ethics and professionalism while dealing with Easy Solar customers and staff in general
- Provide oversight on cash and inventory management and general shop upkeep for all shops
- Monitor and manage company’s assets used by staff within their respective territories
KPIs
- Revenue for assigned Territory- 100% of target - as defined by HOS
- Portfolio of 5% or less at PAR-30 days for assigned region
- 100% Remittances collected on time and a weekly/daily basis from all points of sale to prevent remittances spill over to next financial period
- Inventory Management - stock losses at .02% or less on a quarterly basis
- Write offs - reduce the amount of bad debts to less than 1% of credit sales
- Correct and accurate data entries reflective of the customer identification, as enforced through KYC compliance (See below)
- Product repossession from customers with less than 50% activation ratio
- Performance Management of sales and field staff - ensure high-performing and well-motivated team – to be reviewed quarterly with appraisals
- Provide daily and weekly updates on sales, recruitments, customer issues and resolutions
QUALIFICATIONS
Education
- BSc in Sales, Business Administration, marketing or any related field is preferred. MSc is an advantage.
Experience
- Minimum of 5 years experience in sales
Skills
- Proficient in Google Sheets and/or MS Excel
- Proven leadership and team management skills, with a track record of building and motivating high-performing teams.
- Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.
- Good communication skills, written and oral
- Strong analytical skills with ability to define problems, collect data, establish facts, and draw valid conclusions
- High integrity, a strong work ethic.
- Demonstrate the ability to understand business goals and recommend new approaches, policies and procedures to effect continual improvements in business objectives
What We Offer
- A very attractive, performance-based, remuneration with benefits
- Plenty of opportunities to grow within the company and take management positions
- The opportunity to take part in one of Sierra Leone's most exciting entrepreneurial companies that has a strong commitment to outstanding customer service, user-friendly, high-quality life-changing devices and environmental sustainability
- Frequent coaching and training
- The opportunity to work closely with a young, international, tech-driven team of renewable energy enthusiast
