Field Sales Development Manager - SIMU

 About the Company
At Watu Africa, we empower entrepreneurs.
WATU is a mission-driven, customer-centric company that believes everyone who wishes to become an 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. Our vision is to provide asset financing services for mobility assets (motorcycles, three-wheelers, and vehicles) and phones to ambitious individuals who believe that, when provided with the right tools, they can fulfil their dreams as entrepreneurs and prosper in life while supporting the needs of their families and community. We, therefore, have a commitment to Empower Entrepreneurs by providing the means needed to move and improve in their lives.

Position: Field Sales Development Manager
The Field Sales Development Manager holds a critical role in advancing the company’s mission of expanding access to smartphone devices across Uganda.
Core Responsibilities:

• Drive the acquisition of new dealerships and maintain strong relationships within assigned regions.
• Achieve sales growth in alignment with targets set by senior management.
• Lead regional market penetration and business expansion initiatives.
• Provide leadership and oversight to the assigned team.
• Ensure the safeguarding and continuous improvement of portfolio quality.

Key Deliverables:
 The Field Sales Development Manager will be accountable for the achievement of sales and portfolio quality objectives through the following activities:

• Executing strategies for regional penetration and expansion.
• Onboarding new dealerships and enabling their sustained sales growth.
• Building and maintaining effective partnerships with dealerships and their sales personnel.
• Managing, mentoring, and developing the assigned team to maximize performance.
• Designing and delivering training programs to strengthen dealer capabilities, system knowledge, and compliance with sales and portfolio quality standards.

Core Responsibilities:

• Sales Strategy: be part of the management team for Watu’s smartphone financing arm, contributing from Day 1 to the penetration and growth strategy. Collaborate positively with senior leaders within the company.

Dealership Acquisition:

• Carry-out mapping of Smartphone Dealerships in the Territory, identifying the most potential dealerships and generating a lead and acquisition plan.
• Acquisition of new dealerships as per set target with the help of a Sales Executives Team, the partnered OEMs and through ground search approach or referral approach.
• Manage the full sales cycle from lead generation, pitch, enrolment and closure.

Dealership Management

•  Direct Management of the assigned / acquired dealerships, ensuring  Sales and Quality targets are met and building a trustworthy relationship with dealerships.
•  Analyse Dealer/Store/Front Officer/Device Model performance data regarding Sales and Quality and visit regularly dealerships to address performance gaps, train, strategize and ensure optimal product placement.
• Monitor dealerships staffing levels as well as sufficient product availability keeping the dealership accountable for optimum stock and HR resourcing;
• Manage relationships with dealers and maintain dealership accounts by attending to escalated issues, branding support, training of dealer staff, and problem-solving escalated issues to enhance achievement of targets as assigned to each dealer;
• Organize periodic regional meetings with Dealerships to communicate updates, strategize and listen to queries and concerns.
• 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.
• Market analysis and Pricing/Marketing strategy:
• Analyze industry market trends and develop competitive analysis forecasting into business development.
• Identify opportunities for pricing structure changes based on market trends, and support implementation as appropriate.
• Collaborate with Marketing Team on strategy to maximize product placement and execute marketing material distribution in the market.

  

Team Leadership:

•  Recruit, train, and supervise a team of Sales Executives supporting you to penetrate and manage the Territory.
• Develop a detailed Route plan for your team and monitor team’s adherence to route plan as well as controlled expenses via daily visits tracker and expense controls.
• Motivate and coach team members to achieve visit, acquisition, sales and quality  targets via weekly 121 with team members as well as through documented performance appraisals and Performance Improvement Plans when needed.
• Based on sales forecasts, project staffing needs to support the recruitment process for new and existing roles;
• Participate in defining Sales team responsibilities, KPIs, bonuses, team structure.
• Develop training content and conduct capability-building sessions for Sales Executives, Dealerships and Front Officers.

Reporting & Forecasting:

• Undertake data analysis to develop sales forecasts and sales team targets that are aligned with the department sales budgeting timelines and templates
• Submit weekly reports of sales trends, forecasts and sales performance;
• Monitor the sales spending against approved budgets, and report on the same as per the department
• Collaborate with internal teams (marketing, logistics, finance) to ensure smooth operations.

          ESSENTIAL RESPONSIBILITIES

• Responsible for the New dealership acquisition, Sales target, Portfolio quality and Repayment KPIs and App Sign Up rate within the defined territory/regions.
• Constant presence in the field, providing supervision to internal sales teams and dealerships.
• Collaboration with the internal team on efficiency projects, operational tasks and day-to-day tasks.
• Efficient Territory management and development of Market penetration strategy for the regions, recruiting new local dealers.
• Execution of Recruitment of the new dealerships (ground search approach, referral approach).
• Direct Management of the assigned / acquired dealerships - Sales performance, targets and issue resolution.
• Oversee Smartphone sales by developing a sales strategy that covers sales forecast, and expense controls for the sales team.
• Analyse the Dealer’s/Store’s/Front Officer’s/Device Model performance data including Sales, Never paid and Offline rates, deliver this information to Dealership owner during the field visit or meeting, identifying gaps in performance and executing the corrective actions.
• Monitor dealerships staffing levels as well as sufficient product availability keeping the dealership accountable for optimum flow.
• Submit weekly reports of sales trends, forecasts and sales performance.
• Undertake data analysis to develop sales forecasts and sales team targets that are aligned with the department sales budgeting timelines and templates.
• Conduct performance reviews for the sales team and provide coaching documenting both in emails and performance documents.
• 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.
• Participation in Definition of Sales team responsibilities, KPIs, bonuses, team structure.
• Execution of a weekly 121 with Sales Executives and minutes sharing on email.
• Control of weekly 121 between SE and SR and minutes sharing on email.
• Execution of group team meetings.
• Execution and control PIP program for sales team.
• Analyze industry market trends and develop competitive analysis forecasting into business development.
• Identify opportunities for pricing structure changes based on market trends, and support implementation as appropriate.
• Execute marketing material distribution in the market.
• 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.
• 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.
• Updating of Agent/Shop mapping/Sales Representative mapping on a weekly basis.
• 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 expenses.
• Development and execution of the rules of dealer/shop visits.
• Development and control of Sales Team daily visits tracker.
• Any other tasks that may be assigned by Management.KPIS
• - Dealership acquisition target within the assigned territory- Sales target within the assigned territory- Never paid rate target.- Offline rate target.- QA of the visits target.- Team productivity targets.
• Development and execution of the rules of dealer/shop visits.
• Development and control of Sales Team daily visits tracker.
• Any other tasks that may be assigned by Management.KPIS