Job summary/ Job purpose/ Role Intent:

To sell and manage the distribution of our  products and services (Airtime, SIM Cards, Mobile Financial Services & Devices) to resellers and distributors within the assigned territory.  The role needs to identify and facilitate optimisation of opportunities to drive sales as maximally and as efficiently as possible within the assigned territory.


Job Magnitude: Team Size

Number of employees directly reporting to this job: n/a

Number of indirect reports (i.e. employees reporting to the direct reports): 2-3 TDRs

Number of 3rd party staff e.g. contractors, consultants, outsourced service providers reporting to this job:  Direct sales agents (DSAs), Commandos & Market Activators, Trade Developers (TDRs), External resellers and distributors within the assigned area

Key Responsibilities

  1. Achieve the Sales (Revenue) targets of the Territory – both Mobile & MFS
  2. Achieve Customer Base targets via acquisition drives 
  3. Drive Channel Specific Agenda in line with Company targets – ASOs, SSOs, mobile money agents Agents
  4. Achieve Site Profitability targets within the Territory via Site-based activities & programs.
  5. Oversee & drive the people capability agenda across all levels – TDRs, DSAs, Commandoes.
  6. Ensure customer expectations regarding standard of services & product knowledge are met, both in TKL Stores & in Partners stores
  7. Monitor the activities of competition and to prepare counter action plans.
  8. Prepare and submit reports as required. 

Principal Outputs for this role

  • Partner management – ensuring channel partners are engaged and effectively driving Company brand on the ground
  • Sales targets - Delivering assigned sales targets on revenues, airtime, gross additions, data and devices 
  • TKL (TDRs) & Partner team management (DSAs, Commandoes) – managing teams output as per business objectives 
  • Visibility - ensuring partners outlets, trade and general market visibility 
  • Availability - ensuring availability of Company products within the markets/areas. 
  • Reports - sharing reports as required

Qualifications- Academic and Professional

  • Bachelor’s Degree in Business, Marketing or related field


  • 2 - 3 years’ experience in sales and distribution role in Telco/FMCG


Technical competencies

  • Product Knowledge 
  • Sales Management
  • Route to market management
  • Reporting
  • Solution Oriented
  • Customer relationship management
  • Decision Making
  • Planning and Organization
  • Work Motivator

Core competencies

  • Customer focus
  • Networking and building partnerships
  • Influencing and negotiating
  • Analytical thinking

Leadership competencies

  • Strategic orientation
  • Business Acumen
  • Results orientation
  • Developing self/others


Relationships / Contacts / Communication

(indicate the nature of the most important internal and external relationships that are relevant)

Who (internal & external)

Why (purpose of communication) and How often?

Internal: Mobile, Enterprise divisions, Marketing, Finance

External: Customers, Partners, 3rd parties, Agents, Merchants


Frequent – information sharing, problem solving, projects

Frequent – manage relationships, effect sales, monitor customer satisfaction and problem solving

Frequent – information sharing and problem       solving, project plans

Planning / Organizing / Integrating

Major Challenges/Problem Solving 

(Provide 2-3 examples of the major challenges and problems, which need to be solved in this job, and the nature of the job's role in solving these problems e.g. make recommendation or final decision)

Own decisions or Recommendations

(Provide 2/3 examples of decisions or recommendations the job holder is mandated to make)

  1. Implementation of the growth strategy within budget limitations
  2. Coping with the fast pace and exponential growth of the market
  3. Retention of staff
  4. Attracting the right partners, agents, merchants, resellers and customer base
  5. Management of staff across a region

Recommend Sales growth plan for the region

Negotiate pricing and contracts with customers within the guidelines provided

Operating environment

(Provide a brief description of the environment within which the job operates e.g. remote locations, multiple interfaces across units, function head, multi-function, etc.)

Management planning cycle (Micro vs Macro planning)

(What type of planning is required and how long in advance?)

Location: Regional (as per assigned territory)

Travel: Yes, within the assigned territory 

Shift work: No

Overtime: No

Annual: Marketing events, Sales growth plan

Monthly: Key Reseller/Distributor Relationship meetings

Weekly: Sales Target management and planning

Job Details

Level : Management level
Industry : Telecommunications
Salary : Confidential
Experience : 3 Years
Applications : 2
Locality : Rest Of Kenya, Kenya
Eligibility : Bachelor
Company : Kaziweza limite...
Posted By Kaziweza limite... / 13 Jun 2022

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