Head of Sales at Zola Electric

Zola Electric Nigeria combines Silicon Valley technology with local expertise to offer homes and businesses a long-term solar solution to an unreliable grid. Adaptable to both energy needs and income, Zola Electric Nigeria’s solution can be bought over time through a leasing structure. The first few watts starts a chain reaction that enables people to achieve commonly held aspirations: security, education, access to information, and a longer and more efficient day.

We are recruiting to fill the position below:

Job Title: Head of Sales

Location: Lagos

Position

The core Purpose / Deliverable of this role is to lead the Country Sales function in order to achieve and beat the annual Sales budget KPI’s of revenue / cost and productivity
In addition, the role holder will drive market development through creation and execution of a multi-channel sales strategy including partner channel management and field force management.

Key Performance Areas and Responsibilities
Strategic Collaboration:

Contribute to development of multi-channel sales strategy for FLEX and INFINITY products including:
- Field force management
- Partner channel management
- Market development
- Geographic expansion
Effective planning to deliver business results:
- Annual & quarterly activity planning
- Field force deployment
Work with Group Commercial to implement existing processes, frameworks, tools and training effectively to sales organization
Work collaboratively with Group Commercial to build and / or refine processes, frameworks, tools and training
Create processes in absence of defined processes from Group
Annual functional strategy
Quarterly strategy implementation (OKRs)

Sales Channel Supervision / Oversight

Implement and refine multi-channel sales effort for FLEX and INFINITY
Construct and deploy effective communication to all levels of sales organization including:
- Priorities
- Activities
- Targets
Monitor and track daily sales targets and activities
- Trend analysis
- Diagnostics
- Identify outliers
Territory expansion / planning
Identify, monitor & track seasonality
Annual Sales Plan
Growth of customer base
Weekly Sales Dashboard of operational indicators
On plan for head count
Installed value (sales * product mix = revenue line)
Productivity
Monthly indicators
Cost of Sales
Customer churn during 1st 3 months
CSAT / NPS

Budget Management:

Develop annual budgets based on operational and financial targets
Monitor the departmental operating budget to ensure expenditure is aligned to budget allocations
Address budget variances with the Finance Department to clarify over or under-spend
Authorize expenses as per delegation of authority
Expenditure within budget
Sales performance
Number of Sales
Cost of Sales
No fruitless, wasteful or unauthorized expenditure

People Management:

Build a high performance sales organization from the ground up
Recruit, train, coach, build leaders and motivate all levels within sales org
Demonstrate company values every single day
Manage the performance of direct reports, ensuring agreement of annual goals, measuring performance against agreed goals and dealing with areas of non-performance
Lead the development of staff to ensure the team receive adequate and relevant training to support career development
Input into the development of succession plans for the department in consultation with the MD
Manage the administration of direct reports through the approval of leave, subsistence and travel expenses
Manage the administration of documentation to ensure availability and ease of retrieval at all times
Department fully resourced to achieve business objectives
Motivated and disciplined team
Bi-annual Performance Appraisal for all staff members carried out
Performance Development for all staff in sales team per timeline
Training plans for staff in place and implemented
Documentation complete and accurate

Stakeholder Management:

Identify and follow up on opportunities for improved lead generation & customer targeting
Identify, negotiate and deploy effective partnerships
Liaise with local government to gain support in areas where we work
Liaise with senior visitors (both internal and external) to communicate information on business operations and for conducting field visits
Support the collaboration across functions to understand and resolve problems on the ground
Relationships result in business advocates and business opportunities.

Requirements
Minimum Qualifications:

Degree in Business or any relevant field of study
10+ years experience in a sales environment in Nigeria, of which 7 years is at a management level in a relevant sector:
Direct sales / Telecom / White goods / FMCG / Finance
Management of multi-channel sales force including large field sales force and expansion of operations
Full literacy in English, numeracy and IT

Desired Qualifications: