Role Summary
We are hiring a Sales and Marketing Manager for its Wabeh BNPL business line. The ideal candidate will be a dynamic, hands-on leader who is equally comfortable executing on tactical growth plans and setting strategy for Wabeh's sales and marketing initiatives over the next several years. The Sales and Marketing Manager will own the Wabeh commercial strategy and lead a team of talented partner managers and marketers to execute it.
This role will be primarily responsible for defining and executing on the go to market strategy for Wabeh. It is based in Nairobi, Kenya and reports directly to the Chief Executive Officer of Wabeh, with a local report to the Wabeh Kenya Country General Manager.
The ideal candidate is commercially minded, with robust experience in sales-driven B2B2C and B2C partner management, sales, marketing, brand building and trade visibility in Africa.
Responsibilities
Sales
Merchant Driven Growth:
Enable sustainable and profitable growth in Wabeh's loan portfolio by building a merchant-driven sales plan which creates high quality credit originations
Develop strategic relationships with High Priority Merchants to drive loyalty and recommendation
Analyze merchant performance across sales and portfolio health KPIs across sales locations, SKUs, customer base, price range and other criteria
Ensure monthly merchant metrics meetings and weekly metrics communications are undertaken
Develop strategy and manage sales agents to maximize results leveraging on Merchant's agents, own brand ambassadors and contractors
Develop and continuously refine sales process and pitch
Ensure efficient use of sales management tools (i.e. Salesforce) to give corporate visibility
Develop and implement strategies to create and then strengthen partnerships with merchants
Identify opportunities to drive higher conversion rates and efficient customer acquisition whilst not impacting portfolio health negatively
Manage commission budget to maximize returns and drive the desired behavior from the channels
Merchant Partner Acquisition, Expansion & Development
Develop the strategy for acquiring the ideal Wabeh merchant (meeting necessary characteristics in terms of compliance, size, locations, professionalism etc ).
Oversee lead generation and merchant acquisition according to detailed policies
Provide leadership guidance / support during merchant training and in the improvement of merchant training processes.
Marketing
Marketing Strategy & Operations
Own the development of the overarching marketing strategy for Wabeh, with specific focus on customer segmentation, brand development, go to market strategies for products & services and key customer insights to deliver superior results
Develop trade marketing strategies that enable brand awareness and increased conversion at merchant locations
Lead the team to develop and execute impactful marketing and promotional campaigns that support the commercial teams to deliver on business objectives.
Marketing Brand Management & Budget Management:
Act as the primary brand champion for Wabeh within Angaza, ensuring that brand essence plus the overall look and feel are consistently communicated and well maintained in all written and visual marketing materials
Oversee the development and management of the department budget, actively tracking ongoing spending to ensure alignment with business objectives and optimal use of resources.
Partner with the Senior Business Analyst to analyze marketing effectiveness and develop a data-driven approach to marketing deployment
Team Management:
Oversee the hiring, coaching, performance evaluation and professional development of the sales and marketing teams
Drive team behavior to hit monthly/quarterly/annual merchant/sales KPIs
Promote a culture of high performance and continuous improvement
Hire, develop, and retain top talent for the growing merchant organization
Provide ongoing team management and oversight
Implement effective enablement and incentive tactics to enable the sales and marketing teams work more efficiently
Manage commissions, bonuses and team incentives. Undertake quarterly commission calculations and communications with team member
Required Skills, Attributes & Experience
At least 8 years experience in similar roles preferably in Financing Businesses and/or Smartphone / Electronics Retail.
Bachelor's degree in marketing, business, economics, social sciences or related field
Experience with building and managing sales & marketing teams, and comfortable engaging with senior stakeholders.
Ability to identify target audiences, develop strategy and employ tactics that engage, inform and motivate them.
Ability to utilize data to measure activity and extract key insights to iterate and refine initiatives.
A deep understanding of how to turn insights into action and impact the commercial agenda of the organization.
Experience of being goal-oriented and comfortable measuring the team's success by quantitative performance.
Highly innovative and collaborative, with excellent interpersonal and influencing skills.
Ability to collaborate with teams across a variety of locations and cultures.
Excellent project management skills paired with great attention to detail.
Exemplify Wabeh's key values: impact-driven, empathetic, courageous, trustworthy, curious, and collaborative
Ready to travel across Kenya to meet with merchants and grow the business on a regular basis
Excellent written, verbal and presentation skills - fluency in English and Kiswahili is required