The role of the Regional Manager – Device Financing is pivotal in driving regional sales performance and growth across the Coast and Rift Valley regions. This involves owning and delivering regional sales targets, expanding the network of active dealers and agent dealers, and effectively managing a team of Area Sales Managers (ASMs).
What you will do:
Regional Sales Performance & Growth
- Own and deliver regional sales targets (daily, weekly, monthly).
- Drive expansion of active dealers, agent dealers, and sellers across all counties.
- Ensure balanced growth across brands, channels, and locations.
- Identify underperforming areas and execute turnaround plans with ASMs.
- Champion quality sales to protect portfolio health and repayment performance.
Leadership & Management of ASMs
- Directly manage, coach, and appraise Area Sales Managers.
- Set clear performance targets for ASMs aligned to regional and company KPIs.
- Conduct regular field rides, performance reviews, and strategy check-ins.
- Build a high-performance culture focused on accountability, execution, and integrity.
- Identify training gaps and coordinate targeted capacity building.
Dealer & Channel Management
- Oversee onboarding, activation, and performance of dealers and agent dealers.
- Ensure dealers meet compliance, margin deposit, and operational requirements.
- Drive dealer engagement through structured follow-ups and performance reviews.
- Resolve dealer escalations and operational bottlenecks promptly.
- Strengthen relationships with key dealers to improve loyalty and output.
Portfolio Quality & Risk Management
- Monitor repayments, DPD trends, and portfolio risk indicators at the regional level.
- Work closely with ASMs to improve collections discipline and reduce delinquency.
- Ensure quality onboarding of customers, sellers, and Next of Kin (NOK) details.
- Identify fraud risks early and escalate with evidence where required.
- Enforce adherence to device locking, unlocking, and pre-locking processes.
Data, Reporting & Performance Management
- Use dashboards (Redash, Metabase, ERP) to track performance and guide decisions.
- Prepare and submit accurate regional performance reports and insights.
- Translate data into clear action plans for ASMs and field teams.
- Track KPIs such as conversion rates, active sellers, dealer productivity, and repayment health.
Cross-Functional Collaboration
- Work closely with Sales Operations, Training, Credit, Marketing, and Product teams.
- Support rollout of new products, brands, pricing, or policy changes in the region.
- Coordinate stock availability and escalation with AMs and distributors.
- Ensure alignment between field execution and head-office strategy.
Compliance, Ethics & Governance
- Uphold company policies, ethical standards, and zero tolerance to corruption.
- Ensure dealership onboarding and seller recruitment follow approved processes only.
- Act as the first line of accountability for regional compliance breaches.
- Promote transparency, professionalism, and brand reputation in the region.
Required Qualifications and Experience:
Qualifications & Experience
- Bachelor’s degree in Business, Marketing, Finance, or related field.
- 5+ years’ experience in sales leadership, preferably in device financing, FMCG, telco, or PAYGO models.
- Proven experience managing field teams across multiple counties.
- Strong understanding of dealer-based and agent-led sales models.
- Demonstrated ability to use data to drive performance.
Skills & Competencies
- Strong people leadership and coaching ability
- Commercial acumen and strategic thinking
- Excellent problem-solving and decision-making skills
- High integrity and ethical judgment
- Strong communication and stakeholder management
- Comfortable working in fast-paced, target-driven environments
- Willingness to travel extensively within the region
