Head of Offline Sales - Cars Category

Job Summary:
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.

Key Responsibilities:
1. Meet or exceed the sales revenue target set by the company.
2. Ensure continuous sales growth for the team and each individual member of the offline sales team.
3. Set individual sales plans for each team member monthly and provide comprehensive support to help them achieve these goals.
4. Identify potential car clients and the decision-makers within the car industry; research and build relationships with them.
5. On a monthly basis, accompany each field sales agents to the field monitor how they pitch and identify areas that need improvement.
6. Assist offline sales agents in closing deals on-site: from lead generation and exploring new markets to closing deals.
7. Identify the most common problems faced by offline agents and create a plan to solve them.
8. Develop individual improvement plans for underperforming team agents.
9. Monitor workflow: conduct calls or geolocation checks in real time at least twice a week to assess the performance of offline sales agents.
10. Timely inform the team of all product updates (pricing, packages, discounts, etc.).
11. Use the CRM system to review and monitor team sales performance, identify areas for improvement, and create performance metrics for team members.
12. 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).
13. Develop team members through monthly training sessions on sales tactics, client acquisition, and handling negativity and objections (at least one training per month).
14. Conduct individual and group training based on identified gaps in product knowledge or as needed.
15. Analyze customer feedback and objections to develop successful sales training.
16. Track and analyze individual performance against established targets for each team member on a daily, weekly, and monthly basis. 17. Each team member must achieve a minimum of KES 80,000 in sales per month.
18. 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).
19. Discuss weekly performance results with your team and mid- and senior-level management.
20. Conduct performance meetings at the beginning of each month with mid- and senior-level management.
21. Any other duty assigned.

Performance Metrics (KPIs) / Success Measured By:
1. Achieving monthly sales targets with monthly growth set by the company (overall team target and individual targets of each team member).
2. Weekly sales reports are filled out and presented to the Executive Team.
3. Constantly attracting new customers to the platform, at least 10 per month.
4. Systematic market outreach with agents who have low performance and with newbies.
5. Holding weekly meetings with the team to discuss performance results.
6. 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.
7. 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:
1, Bachelor's degree in a relevant field.
2. At least 4 years of relevant experience as a Head of Sales/Team Lead or similar.
3. Established professional relationships with car dealers and motor vehicle importers in Kenya.
4. Strong sales background.
5. Hands-on experience in training and coaching sales teams.
6. Strong analytical skills.
7. Familiarity with MS Office and Google Workspace.
8. Exceptional communication, leadership, and adaptability skills.