Job Purpose

Responsible for the overall management of M-Pesa Sales and distribution channels within M-Pesa Ltd. This includes but not limited to formulation and implementation of M-PESA distribution strategies, effective acquisition of New M-Pesa Customers and maintain effective customers touchpoints to drive adoption of M-Pesa products & Services, management of M-Pesa agents and Super Agents network, overall management of M-Pesa distribution staff, ensuring continuous performance and achievements of KPI’s, contributing towards the drafting of budgets, management of divisional expenditure, management and implementation of the company’s administrative, financial policies and channel compliance.

KEY ACCOUNTABILITIES

Design and implement M-Pesa sales and distribution strategy.

Manage the acquisition of M-Pesa new customers.
Set key KPIs for M-Pesa agent network acquisition and support.
Set operational standards and guidelines to support operations of channels and staff.
Manage all channels of M-Pesa distribution
Identify and recommend potential M-PESA Super Agents, agents and key strategic distribution partners
Manage super agents and agents’ performance, ensuring set KPIs are met. Key KPIs include float levels, SIM stock holding and electronic airtime availability in all M-Pesa outlets
Evaluate and manage daily national M-Pesa distribution team activities.
In coordination with heads of regions ensure set route disciplines are observed by Super Agents, outsourced (TDR’s) staff and company employees.
Develop reward schemes for high performing agents while setting penalties for non-performers
Coordinate M-Pesa on the ground promotions, agent training and activation activities
Identify M-PESA distribution gaps and share the same with regional heads, direct reports and partners for remedial action
Coordinate with responsible divisions on availability of M-Pesa agent PoS Branding and merchandizing materials
Team Management

QUALIFICATIONS & EXPERIENCE

Bachelor’s degree in a business related course.
Masters in Business Administration would be preferred additional qualification
3-5 years of varied experience in Sales & Distribution ~ 2years at a senior level.
Extensive knowledge of telecoms business and value chain and sound understanding of distribution models and route to market.
Telecom analytical skills both local and regional
Experience in using technology to drive sales and team productivity

CORE COMPETENCIES

Ability to innovate and deliver value to business at multiple levels will play an important role
Ability to manage large scale with a very wide geographical scope across region of assignment
Ability to manage an outsourcing partner to deliver business solution
High on interpersonal skills and able to relate at all levels within the business.
Sound sales & Distribution experience – combination of both FMCG/Telco marketing
Customer intimacy
Keen on end to end to distributor and staff issues.
Sound analytical skills
Strong communication skills and should be able to lead cross functional teams.
High level of planning & execution capabilities

Skills

Modern Marketing Leadership
Business and Commercial Acumen
Complexity Management
Segment Strategy and Planning
Always on Marketing
Data Analytics and Insights
Strategy Execution
External trends and insights
People Development
Resilience
Customer Centricity

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