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B2C Channel Sales Manager
22 days ago
Full time role
In-person · Antananarivo, Analamanga, MG
About the role
BURN is looking for a B2C Channel Sales Manager who will be responsible for articulating and implementing the organization’s strategy for selling products or services in the specific locations assigned.
Duties and Responsibilities
Skills and Experience
Qualified Female Candidates encouraged to Apply.
BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).
BURN is looking for a B2C Channel Sales Manager who will be responsible for articulating and implementing the organization’s strategy for selling products or services in the specific locations assigned.
Duties and Responsibilities
- Commercial Leadership
- Own and drive commercial performance of the country, being directly responsible for meeting sales volumes, quality of distribution and profitability targets
- Deeply understand target customers, advising the business on how best to meet their needs, e.g. via community engagement initiatives, product updates, etc.
- In-country coordination.
- To coordinate all local initiatives, tasks, and people activity ensuring things are done on time and in the right manner as guided by HQ.
- To coordinate any legal, audit and other issues that will require a local hand and as guided by HQ.
- Facilitate cross-functional in-country team meetings.
- The go-to person for OPCO issues including financial probity, employee & customer satisfaction.
- To engage local stakeholders, including regulators where necessary and as guided by HQ.
- To ensure that the country teams are working in appropriate office facilities that are clean, safe, and conducive. Also ensures the safety of in-country field teams.
- Performance Management.
- Ensure the country meets set targets including sales, revenue and profitability
- To ensure employees are engaged and are doing what they are tasked to do per the KPIs from Global Vertical Leads.
- Tracking actual spending versus planned spending as captured in the weekly cash-flow tracking template.
- To ensure the company participates in relevant local marketing and/or government events to promote the brand, and as guided by the relevant Global vertical Lead.
- Coordinate on-time, accurate, high-quality reporting on key metrics e.g. risk reporting, financial reporting, qualitative insights, etc.
- Direct Sales Channel Strategy: Develop and execute the route-to-market strategy for the Direct Sales (Business to Consumer/B2C) Channel in line with carbon project requirements. RTM's strategy will focus on door-to-door (D2D) and market-day sales.
- Team Management: Build (from scratch), train, and manage a team of Territory Sales Managers and Team Leaders, and a network of over 1000+ Direct Sales Agents (B2C across the country. Work with a third-party recruitment agency(s) to continually hire and train Direct Sales Agents to meet agent headcount and sales targets.
- Carbon Monitoring and Evaluation: Ensure all Monitoring and Evaluation of carbon project requirements are adhered to, specifically that stoves are sold to households that meet predefined criteria and quality data is collected from every end-user.
- Agent Compensation: Advise the Management team on suitable compensation structures and incentive programs for the Direct Sales team.
- Systems and Procedures: Ensure the Direct Sales team follows all procedures around CRM, inventory management, and cash collections. Coordinate with other departments to ensure all Direct Sales Agents have trained appropriately on all relevant applications and tools.
- KPI Management: Define and track key performance indicators for all staff within the Direct Sales channel in line with the country’s strategy.
- Market Intelligence: In collaboration with the Carbon team, assist with the execution of carbon feasibility studies and other market research studies.
- Reporting: Produce analytical reports for the Management team on the performance of the Direct Sales Team, including analysing key sales, marketing, carbon registration, and regional team performance metrics. Provide regular forecasts (city and region level) to the Management team.
- Marketing Coordination: Together with the Marketing team, plan and lead the implementation of a range of below-the-line and above-the-line marketing activities.
Skills and Experience
- 3+ years’ experience managing B2C Direct Sales team(s) (over 500 agents) in Madagascar, running on-the-ground sales and marketing events, preferably with fast-moving and consumer-durable goods.
- Demonstrated knowledge of the sales and marketing fields in the specified country context, preferably in consumer durables and/or fast-moving consumer goods
- 2+ years’ experience in monitoring and evaluation
- 3+ years’ experience in project management and demonstrated ability to coordinate complex projects with many stakeholders to deliver results on time.
- Strong leadership and people development skills.
- Strong experience in data collection and analysis.
- Excellent written and verbal communication skills in English and local language.
- Strong report development, analytic/number-crunching background, supported by excellent graphical presentation skills.
- Relevant bachelor’s degree (master’s degree / MBA is a plus)
- Enthusiastic, entrepreneurial, a desire to ‘sell for good’ and willing to get your “hands dirty”.
- Experience working on carbon offsetting projects, preferably with a focus on renewable energy products.
Qualified Female Candidates encouraged to Apply.
BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).
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