Actual Title: 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 businessGeneral business analysis (monitoring & reviewing) on quantitative performance of various channels as well as revenue streams.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 targetsAdherence and completion of Daily, monthly trade routesAttainment of distribution service targetsSales Targets

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

Airtime Usage and Sales Subscriber acquisition/connection 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 ManagementPrepare, 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 PromotionsEnsure 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 territoryImplementation of Channel specific Merchandising and activation in the trade Attainment of communicated Visibility and market branding targetsCreation of model outlets/markets as picture of success in the Trade including Creation of model outlets/markets as picture of success in the TradeEducation Background & Experience:
First Degree preferable in Business Studies e.g. Bcom degree - marketing option2 year experience in customer service, sales management or trade execution preferably within FMCG Environmentgood 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 Englishgood PC skills and internet user skillsRepresenting/Selling the company products to dealers, retailersImplementing/Coordinating sales initiativesInfluencing/Advising customers on company products & servicesProblem 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 salesReviewing/Evaluating sales progress against set plans.Public Relations/Developing relationships through managing relationship with Dealers, Distributors, Alternative Channels, Retailers & Customersproved selling skillspositive & 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 experienceHas initiative and self driveCapacity to propose solutions, make advices, convinceWork integrity and correctnessContinuous adaptation to new techniques and technologiesInitiative and analytic mindListening ability to make proper decisions Confident, independent and mature, to handle difficult issues swiftlyStrong Communication and Presentation skillsA team Player and information sharing spiritField Work ( out of the office for business purpose): YES ( >81%)Professional tools used: car/mileage, handsetShifts work: NONight shifts: NOWork during the week-end : YESWork “On-Call”: NOThis 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 (http://www.orange-tkl.co.ke/) will be considered.

Visit www.kenyan-jobs.com for many more jobs in Kenya

The Indirect Sales Manager for Africa Region , The position will be working with The MEA Channel Partner Leader , He will work with the Region leader and commercial teams to accelerate growth of the Africa ITP portfolio, drive financial results via strategic planning, ensure compliance and be accountable for keeping the risk profile within standardized norms as well as driving channel effectiveness .- Develop and execute Water channel growth strategy and initiatives, planning and forecasting for indirect channel segment .
- Identify and sign on new strategic ITP, create actions to elevate performance of under performing ITP and terminate ITP agreements when appropriate .
- Work with business leaders to define the Africa channel structure, enhance the utilization of existing channels with a view to integrate and simplify where appropriate, help formulate strategies for identifying, developing and managing new channels by leveraging synergy across P&L and sales teams
- Manage and develop the channel management team .
- Cultivate long-term relationship with agents, value added resellers and distributors to support business growth. Provide day-to-day support to channels within region.
- Develop methodology to drive and monitor channel effectiveness and improvement initiatives
- Adopt global standards and create region-operating mechanisms for performance reviews
- Keep the culture of highest integrity and compliance within indirect channels .
- Enforce global compliance standards, perform rigorous due diligence on channels, oversee compliance audit programs .
- Work closely with the region leaders to ensure the channel strategy ghave the same region strategy and objectives .
- Maintain region risk profile within accepted standards .- At minimum 7 years sales experience in complex sales environment.
• Demonstrated leadership capabilities .
• Strong industrial commercial experience .
• Fluent in English , Arabic & French .
• Ability to develop relationships at all levels of customer organization .
• Strong internal selling and communication skills .
• Knowledge of the local Water Industry and applicable technologies .
• At minimum Bachelor degree ((Chemical or Mechanical Engineering) .
• Strong contractand legal and business negotiation skills , Strong interpersonal and negotiation skills ... ability to respect and to deal with a diverse team .
Job Segments: Bilingual, Chemical Research, Compliance, Engineer, Engineering, Legal, Management, Manager, Mechanical Engineer, Research, Sales, Sales Management, Strategic Planning, Strategy

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