Head Of Offline Sales
Jumia Ghana
مجموع سنوات الخبرة :20 years, 5 أشهر
● Develop and implement a sustainable/profitable commercial roadmap for Jumia Offline field operations including expansion
● Ensure sales managers and agents employ relevant customer centric skills and approaches whilst dealing with customers
● Ensured Jumia offline field operations contribute to 25% of total Jumia revenue basin
● Delivered a 100% growth in Jumia Offline field headcounts MOM by building a formidable team 2000 + field salesmen
● Ensured Jumia Offline sales become strategic sale pillar for B2C and B2B deployment
● Developed strategic sales execution and distribution for Jumia Offline online
● Determined and implemented annual sales performance indicators for Offline field operations.
● Updated and presented Jumia Offline performance at management meetings and reviews
● Develop and implement the commercial and operational framework for FACILITA AUCH INTERNATIONAL
● Developed and implemented an efficient policy frame work for evacuations and haulage within the harbor ports of Ghana..
● Built and also rolled out direct to consumer commercials strategy for haulage acquisition
● Developed and implemented annual sales performance indicators for commercial operations and performances.
● Built a formidable go to filed sales team to drive Facilita commercia interest
● Oversaw and supervised daily commercial operations, activities, and expansions
● Oversaw Team capacity and capability development/ up skilling.
● Instituted and implemented customer centric indicators to drive and monitor right behaviors and relationships with customers
● Ensured the profitable commercial performances and operations general.
● Developed and implemented an efficient policy frame work for direct to consumer agent headcount growth and expansion.
● Initiated strategies to ensure growth opportunities within current and new markets
● Ensured direct to consumer agents exercise and maintained the highest level of customer centric behaviors in their delivery to reduce churn among customers
● Collaborated with internal stake holders to launching key initiatives such as direct to consumer app to improve efficiency in the sales engagement and delivery process for direct to consumer agents whilst in the field.
● Collaborated with the marketing team identify viable locations to implement BTL campaigns to boost sales
● Deployed a competitive compensation structure to deliver value to and reduce churn among direct to consumer sales agents.
● Prepared performance reports on direct to consumer field headcounts and operations for senior management updates and performance review meetings.
● Developed and implemented commercial roadmaps and route to market.
● Built and also rolled out direct to consumer commercials strategy and team
● Developed and implemented annual sales performance indicators for commercial operations.
● Oversaw and supervised daily commercial operations and activities.
● Ensured the commercial team worked in a healthy and safe environment
● Ensured commercial sales team was well coached trained and empowered to deliver effectively on sales targets and activities.
● Ensure the profitable of sales and commercial operations in general.
● Coached, groomed and trained direct to consumer sales managers, team, vendors and retailers with the bestselling and customer service practices.
● Ensured over commercial direct sales team, representatives and retailers were abreast annual with performance indicators and performances.
● Monitored and ensured direct sales managers had and maintained required numbers of sales agents to constitute a direct sales force in the various region.
● Trained and developed a robust direct sales team built to meet the commercial expectations through training and coaching
● Devised and executed the annual capability strategy for direct sales managers, team and commercial as a whole.
● Developed and implemented the daily route to the market itinerary for direct sales managers and representatives
● Ensured and enforced organizational values and cultures were positively embedded in sales managers and representatives.
● Ensured there was strict adherence by direct sales managers, team and distribution to the daily trade itinerary nationwide
● Deployed and managed cost effective solution tracker ensure efficiency in sales and visibility among sales managers and representatives in the field..
● Implemented a rewards/recognition and succession schemes to motivate deserving sales persons and representative in the commercial space
● Deployed a bi-quarter training programs to up-skill sales managers and representatives on selling skills, product and service knowledge.
● Ensured sales Managers and representatives were adequately equipped with required logistics to effectively
● Enforced and ensured that sales managers and representatives were health and safety compliant in the execution of their duties.
● Rolled out a market score to evaluate the profitability and visibility of direct sales managers and sales team in the various territories.
● Prepared performance reports on sales team and representatives for management review meetings and other stake holders.
Initiatives/Achievements
● As channels capability manager I developed and operationalized an RTM tracker for the commercial sales team in Vodafone Ghana.
The RTM is a Tracker App was used to audit and monitor the presence and visibility of sales managers and sales representatives in their territories.
The RTM tracker improved sales managers and sales representative presence in their territories by 87%.
• I also developed and operationalized a Balance Score Card App. The score card up was used measure the frequency of visits and interactions between sales managers, retailers and vendors between sales managers and retailers.
The score card was also used to measure product visibility and knowledge among retailers and vendors in relation to competitor products
The Balance score card audit improved Sales Manager /Retailer relationship and visits by a 72%
● Developed and deployed the first ever direct sales and customer service retail sales channel in the telecommunication industry to sell Vodafone products and services to consumers through an unmatched customer service offering in Greater Accra, Ashanti and Western Region.
● Recruited and built a team of customer service friendly direct mobile retail sales managers equipped with effective selling and customer service management skills to drive sales volumes.
● Oversaw and supervised the day to day running and deliveries of mobile retail sales channel, operations and team.
● Devised and executed the annual strategy for Mobile retail sales, operation and team.
● Developed and set sales and customer experience KPI(s) for mobile retail channel, operations and managers.
● Drafted and implemented the blue print and route to the market for mobile retail sales channel
● Grew and established mobile retail channel into an efficient and profitable direct retail sales channel for P2P and B2B customers/account management.
● Empowered and mandated mobile retail sales managers to drive broadband sales volumes for Vodafone retail operations.
● Establish mobile retail operations as a competitive / direct sales channel to create visibility and boost commercial sales via market storm, exhibitions and fairs.
● Ensured and enforced mobile retail sales channel and operations were compliant to Vodafone health and safety standards.
● Ensured the look and feel of mobile retail channel was well maintained in accordance to the Vodafone look and feel standards to deliver unmatched customer service..
● Prepared performance reports on Mobile Retail Sales channel and operations for management review meetings and other stake holders.
Initiatives/Achievements
● As manager for mobile retail sales/operations, I developed and executed the first ever Mobile retail sales touch point/ channel in Vodafone and the Telecommunication industry in Ghana.
The mobile retail sales outlet was to compliment the efforts of retail and commercial sales team by providing leads and visibility for effective sales onslaught
The mobile retail sales touch point contributed to an average of17% of retail and commercial
revenue year on year because of their exceptional and unique sales and customer experience
attribute.
● Developed and deployed the first ever direct data sales team to drive sales volumes on data /data devices in Greater Accra, Ashanti and Western Region.
● Recruited, trained and developed a robust direct data sales team to aggressively sell data and date devices to MHV customers in Ghana through configuration and unmatched customer service experience
● Set and instituted acceptable and challenging KPI(s) for direct data sales, operations and operation.
● Ensured KPI(s) set for team on data and data device sales are met and executed by direct sale team
● Devised and executed the annual strategy for data and data device sales for direct data sales team.
● Position data dales strategy as P2P strategy targeted at MHV customers
● Positioned and used direct data sales strategy and team to entice and acquire customer for Vodafone data packages via exhibitions and fairs.
● Positioned and empowered direct data sales channel to be first point of touch for compelling customer service offering for all Vodafone data related sales and challenges.
● Oversaw and ensured the profitability and sustainability of the direct data sales channel..
● Prepared performance report on data acquisitions, sales and revenue for senior management consideration.
● Trained and empowered direct data sales team as the official recognized technical support team for data device configurations, support and sales to augment commercial data drive campaigns.
Initiatives/Achievements
● As manager for data sales, I deployed a team of Data Sales Expert, the first ever in the telecommunication industry and within the golden triangle. The purposed of this deployment was to help consolidate Vodafone position as the market leader in data within the telecommunication industry in Ghana.
The strategy witnessed the first ever P2P data sales expert deployment targeted at MHVC in the telecommunication industry.
This deployment boosted data acquisitions by 47%, sold over 3000 high end mobile data devices and contributed to the consolidation of Vodafone position in Ghana in 2014 as the 2 market leader in data acquisition and sales.
● Idealized and commercialized the Vodafone V-booth services for second cycle institutions in southern Ghana
● Devised and executed the annual strategy for V-booth planting and operations in second cycle institutions in southern Ghana.
● Developed, established and monitored the sales distribution strategy and channel for V-booth products and services V-booth within second cycle institutions..
● Introduced and device KPI(s) for V-Booth operations and sales managers within the southern sectors.
● Researched and identified viable sectors to plant and commercialize V-booth operations in the Southern Ghana.
● Ensured and manage the attractiveness and commercial sustainability of V-booth in the southern Ghana.
● Oversaw the general commercial profitability of V-booth services in southern Ghana.
● Liaised with regional sales managers to provide the need sales support in the form of sim cards and reloads for V-booth operations
● Prepared performance reports on V-booth performances and profitability in Southern Ghana for management performance review.
Initiatives/Achievements
● As manager for Vodafone Booth (Southern Sector) Redesigned and deployed an existing payphone service, re-branded Vodafone booth for use by second cycle institution in southern Ghana.
In 2008, the demand and need for payphone services in the telecommunication industry in Ghana had grown obsolete.
The Vodafone Booth initiative and strategy sought to re-use and revamp an existing payphone infrastructure by repackaging into an acceptable means of communication for second cycle institutions in southern Ghana.
This was used to bridge communication gap challenged faced by second cycle institutions and contributed to 37% of on net youth acquisition year on year.
● Supervised and managed direct sales operations and direct sales managers nationwide.
● Devised and operationalized direct sales KPI(s) on sim cards, reloads and mobile devices for direct sales managers, activities and campaign nation wide
● Oversaw the allocation and distribution of budgets and logistics for direct sales operations and campaigns in Ghana
● Prepared performance appraisals on direct sales operations, performances and profitability nationwide for senior management
● Devised and executed the annual direct sales strategy for directs sales managers in the regions and nationwide..
● Engaged in quarterly audit of direct sales operations and execution by direct sales managers in the regions.
● Monitored Ensured direct sales managers had and maintained required numbers of sales representatives to constitute a direct sales force in the regions.
● Championed and ensured the creation of direct sales retailer channel through direct sales managers for product and service sustainability.
Initiatives/Achievements
● As manager for direct sales, I initiated and idealized the direct sales strategies in the Telecommunication industry and precisely Ghana Telecom 2006.
This was an acquisition strategy that accounted for 70% of new on-net customer acquisitions in OneTouch -Ghana Telecom and sold over 500, 000 mobile device annually.
Because of the effectives of model as a major acquisition tool, the model was soon copied and
adopted by competing telco players in Ghana in 2008 as a major acquisition tool and strategy
● Engaged in event and exhibition sales and management
● Engaged and undertook direct sales hotspot campaigns
● Sold sim cards, reloads, mobile phones and devices
● Engaged Institutional hotspot sales and campaigns
● Customer Service and complaint management officer
● Educated customers on Ghana Telecom products and services
● Developed and managed alternative sales channels for Ghana Post products and services.
● Managed the postal product life cycle and growth in eastern region
● Designed product position to make postal products attractive and sellable to second cycle institutions.
● Managed postal order accounts for second cycle institutions
Initiatives/Achievement
● As regional marketing manager, I re-packaged the Postal Order service for the payment of school fees by second cycle Institutions in Eastern Region-Ghana.
The postal order service in Ghana Post was also a dead product.
My initiative as marketing manager-Eastern Region was aimed at revamping the service hence the repackaging into a postal order service for the payment of school fees for second cycle institutions.
Due to the success of the initiative, the postal order was subsequently redeployed nationwide as a postal service for payment of fees by second cycle and tertiary institutions in Ghana.
Project Case on Customer retention in the Telecommunication industry