The PayGo Phones Business Manager, reporting to the VP PayGo, ESA, is accountable for driving phone sales, collections, and the entire channel operations in the country for phones sold on a Pay-As-You-Go basis (known as the "EasyBuy" Business unit). This role utilizes an extensive network of “Phone Selling Agents” who sell through traded activations, P2P, and door-to-door, leveraging the EasyBuy technology and services that enable customers to purchase phones through small installments, making them highly affordable for urban, peri-urban, or rural customers. The Business Manager is ultimately responsible for generating phone sales, ensuring collections are timely and accurate, and maintaining the rapid, sustainable growth of the entire direct distribution network. This is achieved with the support of a team typically consisting of Sales Managers, Area Trade Developers, and Phone Selling Agents.
Key Responsibilities
Channel Acquisition and Development
- Manage the recruitment, training, and onboarding of new phone selling agents specialized in selling Sun King phones or any other available brands.
- Oversee the growth of the engaged agent base of phone selling agents as per set goals in the annual operating rhythm.
- Drive the categorization of engaged agents based on sales productivity and prioritize agents' development.
Revenue and Productivity
- Develop strategic plans to achieve set revenue goals on the number of phone units sold by month and year.
- Set up plans to grow and meet specific phone model goals, driving unique sales strategies aimed at growing each phone segment or model.
- Work with the team to ensure optimum channel revenue growth by driving agent productivity.
Portfolio Repayment Management
- Ensure the overall phone portfolio achieves set Phones Quality of Sale goals.
- Develop strategies and interventions that will improve repayments by tracking agents' portfolio repayment performance, default rates, and at-risk accounts.
- Streamline phones replacement and warranty process to improve overall repayments and customer satisfaction.
Agent Branding, Engagement and Assistance
- Ensure that all phone selling agents are properly branded with all merchandise and collateral distributed timely and effectively.
- Conduct frequent agent meetings and visits to improve engagement, work on resolutions, and build relationships.
- Ensure optimum stocking, achieving set inventory levels, and adhering to set guidelines and processes.
Strategic Trade and Channel Activations
- In teamwork with the marketing team, plan for strategic activation and awareness campaigns to improve brand awareness and drive sales.
- Engage the phone selling agents in planning daily localized activities that are relevant to area operations, strengths, and abilities.
- Plan for periodic campaigns and awards to motivate agents and improve channel growth and retention.
Team Management
- Ensure optimum staffing based on projected business growth and expansions.
- Provide proper and timely communication of goals to direct reports, ensuring each one is aligned to expectations.
- Conduct periodic reviews and strategy setting with teams, ensuring that the channel remains on track to deliver set goals.
- Mentor the team and keep them motivated for optimum performance and retention.
Candidate Profile and Requirements
You might be a strong candidate if you have:
- A Bachelor's degree in a business-related field or a minimum of six (6) years working in a field sales role in the FMCG, microfinance, banking, or telecom industries (an MBA will be an advantage).
- A strong background in agents management and channel development with bias towards devices.
- Strong people-focused skills as a team partner, enabling you to mentor teams to deliver on expectations.
- Deep knowledge of both urban, peri-urban and rural markets.
- Basic digital literacy (CRM, stock tools).
- Strong communication and problem-solving abilities.
- Willingness to travel extensively (5 days/week in the field).
- Comfort working with MS Excel and PowerPoint.
