ZAINAB AHIJAH ODEMBA

Responsible for defining and driving the implementation of the set sales strategy

Key tasks:

• Partnering with the Head of Sales to develop new market expansion plans and lead prospecting & conversion of new customers so as to grow existing markets
• Executing the national sales strategy set annually with month-on-month deliverables and targets
• Assessing the route to market strategy periodically and adopt new approaches to drive high sales volume and productivity among the sales agents
• Managing the performance of the sales teams in line with agreed OKRs so as to attain sales growth
• Implementing cost management initiatives with the Sales Department to ensure the teams are within the set budgets
• Competitor analysis -monitoring competitor activities in order to gain a competitive edge and advising the business on strategic decisions required to remain ahead of the competition
• Leading a team of Regional Sales Managers and executives to achieve revenue and opportunity creation targets
• Partnering with the Training Manager to monitor sales agents onboarding to identify training gaps and ensure the field teams undergo appropriate training.
• Collaborating with the Training Manager to conduct Training Needs Analysis for the sales team and conduct refresher training to bridge the gaps.

Key Achievements

• Improved the customer journey reducing the TAT to 3 days from 5days
• Improved the credit portfolio by ensuring good quality customer acquisition
• Optimized operations in the Sales and Service centers,making them a one stop shop.

Executed the sales strategy for the North rift region by ensuring 100% achievement of the set targets across all teams

• Ensured proper agent distribution in the region, while solving all issues faced by the sales agents and ensuring the STLs and Sales agents clearly understand their commission structures
• Analyzed competitor activities in the region and assessed opportunities for business development
• Ensured the Sales Team Leads followed the set recruitment process and achieve target month on month set targets
• Identified key stakeholder forums and collaborating with partners to ensure regional targets are met

Key Achievements

• Onboarded 12 Partners
• Was the best Regional Manager for 2 years consecutively
• Expanded the business in the region- introduced 3 new territories

In charge of the Sales Agents in Eldoret territory, responsible for managing sales, ensuring achievements of sales targets and handling clients in the territory

Key contributions:

• Recruited quality sales agents to market SunCulture products, trained, onboarding them and ensured they had necessary skills and marketing materials
• Supported agents through market activities like demos, chama events, RM parties
• Tracked Lead generation and selling processes o sales agents
• Worked closely with Regional Sales Manager in developing and establishing clear sales KPIs meant to be exceeded by the sales agents
• Developed and led dynamic sales team that successfully penetrated new markets, contributing to 50% increase in sales
• Established rapport with clients and also the community in ensuring that all the clusters allocated were fully utilized and understand SunCulture products and brand
• Fostered high-performance sales culture that led to the team consistently achieving 120% of its annual sales targets

Key Achievements

• Top performing Territory and was recognized as best Team lead several occasions during my tenure.