We are seeking a dynamic and proactive individual to fill the role of Head of Offline Sales (Cars category). The Head of Offline Sales will play a pivotal role in driving our revenue growth by combining hands-on sales execution with strategic team management. This role involves direct field sales responsibilities, including generating and closing deals, as well as leading and developing a high-performing sales team. The ideal candidate will be a results-oriented leader, a passion for building and managing teams, and a strong drive to achieve sales targets.
- Minimum Qualification :Bachelors
- Experience Level :Mid level
- Experience Length :4 years
● Meet or exceed the sales revenue target set by the company.
● Ensure continuous sales growth for the team and each individual member of the offline sales team.
● Set individual sales plans for each team member monthly and provide comprehensive support to help them achieve these goals.
● Identify potential car clients and the decision-makers within the car industry; research and build relationships with them.
● On a monthly basis, accompany each field sales agents to the field monitor how they pitch and identify areas that need improvement.
● Assist offline sales agents in closing deals on-site: from lead generation and exploring new markets to closing deals.
● Identify the most common problems faced by offline agents and create a plan to solve them.
● Develop individual improvement plans for underperforming team agents.
● Monitor workflow: conduct calls or geolocation checks in real time at least twice a week to assess the performance of offline sales agents.
● Timely inform the team of all product updates (pricing, packages, discounts, etc.).
● Use the CRM system to review and monitor team sales performance, identify areas for improvement, and create performance metrics for team members.
● Recruit, onboard, and train new members of the offline sales team (maintain a stable number of effective team members at a minimum of 10 sales agents—*effective agent means achieving at least 100% of the target).
● Develop team members through monthly training sessions on sales tactics, client acquisition, and handling negativity and objections (at least one training per month).
● Conduct individual and group training based on identified gaps in product knowledge or as needed.
● Analyze customer feedback and objections to develop successful sales training.
● Track and analyze individual performance against established targets for each team member on a daily, weekly, and monthly basis. Each team member must achieve a minimum of KES 80,000 in sales per month.
● Monitor sales metrics and create weekly reports on sales results and submit them to mid- and senior-level management with analysis and points for improvement (both general and individual reports for each agent).
● Discuss weekly performance results with your team and mid- and senior-level management.
● Conduct performance meetings at the beginning of each month with mid- and senior-level management.
● Any other duty assigned.
Performance Metrics (KPIs) / Success Measured By:
● Achieving monthly sales targets with monthly growth set by the company (overall team target and individual targets of each team member).
● Weekly sales reports are filled out and presented to the Executive Team.
● Constantly attracting new customers to the platform, at least 10 per month.
● Systematic market outreach with agents who have low performance and with newbies.
● Holding weekly meetings with the team to discuss performance results.
● Conducting 1-1 meetings with team members who do not meet KPIs or are at a low level of productivity to identify problems and create an individual development plan with clear deadlines.
● Expanding the number of team agents in Kenya's largest cities, such as Mombasa and Nakuru (each market should have at least 1 effective agent, 100% achievement of the target).
Who We Are Looking For:
● Bachelor's degree in a relevant field.
● At least 4 years of relevant experience as a Head of Sales/Team Lead or similar.
● Established professional relationships with car dealers and motor vehicle importers in Kenya.
● Strong sales background.
● Hands-on experience in training and coaching sales teams.
● Strong analytical skills.
● Familiarity with MS Office and Google Workspace.
● Exceptional communication, leadership, and adaptability skills.
To start this conversation:
Please send your CV to [email protected] using the job title as the subject of your email. We look forward to speaking with you more about this opportunity!