Regional Performance Manager

Job Description

Role Purpose:
The Regional Performance Manager is the analytical backbone of all Strategy and Reporting for Sales and Distribution. The Regional Performance Manager will be responsible for overseeing the performance of sales, distribution channels, franchise partners, independent partners, and Telecel Cash operations. This role requires strong analytical skills, strategic thinking, and the ability to drive performance improvement across multiple areas. The Sales Performance Manager will collaborate with cross-functional teams, analyse sales data, develop sales strategies, and ensure the timely and accurate processing of commissions. The successful candidate will play a pivotal role in driving sales growth and maximizing the potential of Telecel Cash.
Overall, the output of the candidate should influence decision making in Sales and Distribution and help in creating tangible (revenue) value. 
•    Gross Adds and Airtime Planning 
•    Weekly and Monthly overall Sales and Distribution performance review and identifying any potential variances for early remedial action.
•    Oversight of Sales and Distribution’s strategic priorities for the financial year

Key Accountabilities and Decision Ownership:

A.    Performance Management
•    Monitor and evaluate sales and distribution performance metrics, including revenue, sales volume, market share, customer acquisition, and retention rates.
•    Identify areas of improvement and develop strategies to enhance sales and distribution performance.
•    Set performance targets, develop key performance indicators (KPIs), and track progress towards goals.
•    Conduct regular performance reviews and provide feedback to sales teams and distribution partners.

B.    Reporting and Analysis
•    Gather and analyse sales data, market trends, competitor activities, and customer insights to identify opportunities and risks.
•    Prepare comprehensive reports and dashboards to communicate performance results, trends, and recommendations to stakeholders.
•    Conduct in-depth analysis of sales and distribution data to identify patterns, root causes, and areas for improvement.
•    Provide insights and actionable recommendations based on data analysis to optimize sales and distribution strategies.

C.    Commission Governance, 
•    Design, implement, and manage commission governance frameworks and policies to ensure accuracy, fairness, and compliance with regulatory requirements.
•    Develop commission structures, rules, and calculations to align with sales objectives and incentive programs.
•    Compute commissions and bonuses accurately and in a timely manner, considering factors such as sales performance, targets, and eligibility criteria.
•    Maintain commission records and documentation, ensuring transparency and accuracy for auditing purposes.
•    Generate commission reports and statements for sales teams and management, providing clear visibility into earnings and incentives.

D.    Optimization and Strategy
•    Lead the forecasting, budgeting, and financial planning processes for sales and distribution channels against Budget Interface with Finance to produce Zonal Budget over the annual budget cycles: 9+15;  9+3.
•    Collaborate with cross-functional teams, including Sales, Marketing, Operations, and Finance, to develop and implement effective sales and distribution strategies including business cases.
•    Identify process inefficiencies, bottlenecks, and gaps in sales and distribution channels and propose solutions for optimization.
•    Develop and implement initiatives to enhance sales force effectiveness, distribution network, and customer engagement.
•    Stay updated with industry trends, emerging technologies, and best practices in sales and distribution performance management.

Core competencies, knowledge and experience:
•    Proven experience in sales and distribution performance management within the telecommunications industry or a similar field.
•    Strong analytical skills with the ability to interpret complex data and draw actionable insights.
•    Strategic thinking and problem-solving abilities to identify opportunities and devise effective strategies.
•    Proficiency in data analysis and reporting tools (e.g., Excel, SQL, Tableau, CRM systems, SAP).
•    Excellent communication and presentation skills to effectively convey performance insights and recommendations to stakeholders.
•    Strong project management skills with the ability to prioritize tasks and manage multiple initiatives simultaneously.

Must have technical / professional qualifications: 
•    Bachelor's degree in Business Administration, Statistics, or a related field. A master's degree is a plus
•    Experience in training and development of sales teams is a plus.
•    Minimum of 5 years experience in same or related roles