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Position
Title: Regional
Manager
Location: Country Wide
Reporting
to: Managing
Director, Kenya / Chief Commercial Officer, Group
About
M-KOPA Solar: M-KOPA
Solar, headquartered in Nairobi, Kenya, is the global leader of “pay-as-you-go”
energy for off-grid customers.
Since its commercial launch in October 2012, M-KOPA has connected more than
300,000 homes in Kenya, Tanzania and Uganda to solar power, and is now adding
over 500 new homes each day.
The
success of M-KOPA (M= mobile, KOPA= to borrow) stems from making solar products
affordable to low-income households on a pay-per-use installment plan.
Customers
acquire solar systems for a small deposit and then purchase daily usage
“credits” for Kshs 50, or less than the price of traditional kerosene
lighting. After one year of payments customers own their solar systems
outright and can upgrade to more power.
All revenues are collected in real-time via mobile money systems (such as
M-PESA in Kenya) and embedded GSM sensors in each solar system allow M-KOPA to
monitor real time performance and regulate usage based upon
payments.
This
connected design means that M-KOPA is processing vast amounts of data (i.e.
over 10,000 mobile payments per day) via the company’s proprietary cloud
platform, M-KOPAnet.
As of January 2015 M-KOPA employs over 500 full time staff across East Africa
and sells through a network of 1,000 direct sales agents. It has also commenced
licensing its technology to partners in other markets.
M-KOPA has been recognised for its pioneering business mode and scale, notably
winning the 2015 Zayed Future Energy Prize, being selected as the top New
Energy Pioneer at the 2014 Bloomberg New Energy Finance awards and earning the
2013 FT/IFC Excellence in Sustainable Finance Award.
M-KOPA has also successfully tested a range of new products that leverage its
relationship with customers, and M-KOPA’s unique competencies in mobile
telecommunications and ICT.
To
ensure that the research and development of new products add value to (and do
not distract from) its core business, M-KOPA is establishing the M-KOPA
Labs.
The
Labs will be a dedicated business unit within M-KOPA that will define and test
extensions of the M-KOPA asset-based credit model for off-grid-power to new
products and services.
Role
Profile: M-KOPA
is expanding and requires energetic and experienced Regional Manager (RMs) to Lead a Field Sales force of up
to 400 and manage a coexisting indirect sales channel.
This a
senior role within the 1,500 strong sales force and as such is critical to help
M-KOPA achieve the goal of getting 1 million houses off kerosene by the end of
2017.
The
successful applicant for this role will demonstrate a broad set of skills and
experience, which will range from on the ground training & coaching, to
assisting FSMs in pre-planning sales activities to processes adherence, through
to feedback to improve overall sales process & product, combined with
insightful reporting.
The
more successful the RM is the more opportunity for growing the regions sales
will be availed.
A very
strong background in Field Sales, Network Marketing, Financial Services mobile
money, airtime, consumer goods, or other goods and services across Kenya is
anticipated. Combined with a proven track record of putting plans in place to
deliver sustainable sales growth.
Key Accountabilities
- Manage
and Lead a Sales Region with between 10 – 25 Full-time Field Sales
Managers (FSM) and 400 Direct Sales Representatives (DSR) and 15 M-KOPA
Shops and Service Centres. - Oversee
the team dealing with the indirect sales channel, via agents. - Develop
and enhance existing processes & procedures to allow your team and
region to deliver against Sales Targets - Manage
and Mentor Deputy Regional Managers - Train,
Coach, Mentor and Develop FSMs - Drive
the Recruitment and Training of quality DSRs within your Region - Assist
the FSM in developing plans that will allow them to deliver against both
today’s and future targets. This will include using all sales channels
available - Conduct
regular field visits to Service Centers to ensure standards in a range of
areas including merchandising, customer service and other performance
measures. - Build
Market Demand for M-KOPA Products across your region - Develop
a market reputation for being the Best Solar Home Solution on the market
due to the value added by the M-KOPA product. - Assist
in recruitment of Field Sales Managers
- 8+
year’s management experience in a related sales field. eg Micro-finance or
other financial services, mobile-money, FMCG or other product/service in
East Africa. - Proven
ability to lead, manage & motivate a large, disbursed team. - High
level of discipline with very high personal standards. - Excellent
Personnel and HR Management Skills - Proven
Track record of achieving and surpassing targets - Proven
ability to build and manage a distribution network in rural and urban
settings - Experience
in Last Mile Distribution - Experience
in Network marketing is an advantage - Direct
experience planning and executing an area sales consumer marketing
strategy focused on below the line activities. - Knowledge
of the local business environment in your chosen region. - High
computer literacy and communication skills across people from different
backgrounds. - English
and Kiswahili fluency both written and spoken. - A
minimum of a BSc from a recognized institution is required for this role,
preferably in a relevant top
Remuneration: Competitive
covering a monthly salary, with a large performance element and medical
benefits, Company phone, laptop and car all reflective of the candidate’s
experience and skills.
To apply, send an updated detailed copy of your CV and a cover letter
expressing why you feel you would be an excellent candidate for the role to
careers@m-kopa.com with the subject EV-RM-2070
Deadline for application is 5pm on Friday 1st April, 2016.
Please Note: M-KOPA, as a
policy, does not collect/charge any money as a pre-employment or
post-employment requirement.
This
means that we never ask for ‘recruitment fees’, ‘processing fees’, ‘interview
fees’ or any other kind of money in exchange for offer letters or
interviews at any time during the hiring process.
Due to the large number of applications received by us, we regret that you will
not be contacted unless you are short listed for the post and invited for an
interview.
Therefore,
if you have not heard from M-KOPA within 4 weeks of the date of the deadline
your application, you should assume that you have not been successful on this
occasion.
This measure has been taken in the interests of efficiency and cost
effectiveness and we apologize for any inconvenience this may cause.
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