Role Profile

Job Reference No:

Job Grade:

3P

Job Title:

Trade Development Representative

Primary Reporting:

Area Sales Manager

Secondary Reporting

Regional Sales Manager

Department:

Mobile

Leadership Level:

Individual Contributor

Job summary/ Job purpose/ Role Intent:

To focus on channel visitations to drive retailer awareness & turnaround on SIMs & Float while paying attention to visibility and merchandising at point of purchase for SSOs and T-Kash agents

Organization Structure (must include who this position reports to)

Job Magnitude: Team Size

Number of employees directly reporting to this job: n/a

Number of indirect reports (i.e. employees reporting to the direct reports): n/a

Number of 3rd party staff e.g. contractors, consultants, outsourced service providers reporting to this job: Direct sales agents (DSAs), Commandos & Market Activators, External resellers and distributors within the assigned area.

Key Responsibilities

SSO & Agent Recruitment & Mapping - Effectively manage the identification and recruitment of Agents, targeting mobile money outlets and high traffic retails stores.

Call rate - Visit SSOs & Agents regularly using agreed route plans (beat plans).

Training and delivery of business tools - Provide all requisite tools for transactions at SSO & agent outlet and train SSOs and TKash Agents on processes

AML training and testing – Train agents on AML and SSOs on KYC process in relation to SIMREG

Float and stock cover and sales – monitor and effectively enforce 1.5x stock rule for agents and ensure SSOs have adequate stock SIMs for new registration and activations

Merchandising – Develop and maintain merchandising standards by availing merchandising materials at SSOs and Agent outlets

Principal Outputs for this role

Outlet recruitment – Tkash, SSOs, ASOs

Outlet management – retailer training, branding and output tracking

Sales targets - Delivering assigned sales targets on Tkash, SSOs, gross additions and devices

Product visibility (PICOS) - ensuring visibility at ASO, Tkash, SSO and retailer outlets

Product availability - ensuring availability of Telkom products within the assigned markets.

Reports - sharing reports as required.

Qualifications- Academic and Professional

Diploma or Bachelor’s Degree in Business, Marketing or related field

Experience

At least 1 year experience in sales and distribution role in an FMCG or Telcos

Competencies

Customer focus

Influencing and negotiation skills

Networking and building partnerships

Analytical thinking

Relationships / Contacts / Communication

(indicate the nature of the most important internal and external relationships that are relevant)

Who (internal & external)

Internal: Mobile, Enterprise divisions, Marketing, Finance

External: Customers, Partners, 3rd parties, Agents, Merchants

Why (purpose of communication) and How often?

Frequent – information sharing, problem solving, projects

Frequent – manage relationships, effect sales, monitor customer satisfaction and problem solving

• Effectively manage the identification and recruitment of Agents, targeting mobile money outlets and high traffic retails stores.
• Visit SSOs & Agents regularly using agreed route plans (beat plans).
• Provide all requisite tools for transactions at SSO & agent outlet and train SSOs and TKash Agents on processes
• Train agents on AML and SSOs on KYC process in relation to SIMREG
• Monitor and effectively enforce 1.5x stock rule for agents and ensure SSOs have adequate stock SIMs for new registration and activations
• Develop and maintain merchandising standards by availing merchandising materials at SSOs and Agent outlets
• Deliver assigned sales targets on Tkash, SSOs, gross additions and devices
• Ensure visibility at ASO, Tkash, SSO and retailer outlets
• Ensure availability of Telkom products within the assigned markets.
• Share reports as required.

• Customer focus
• Influencing and negotiation skills
• Networking and building partnerships
• Analytical thinking

• Diploma or Bachelor’s Degree in Business, Marketing or related field