Description
JOB DESCRIPTION
Job Title: Field Sales Specialist – SME Segment
Division: Retail
Function: Sales & Business Development
Department: Sales
Reporting to: Head, ipNX Retail Sales
Location: Lagos
Travel Frequency: Minimal
Work Schedule: Monday to Friday 8am to 5am
Date: 12th may,2023
Purpose of the Job
To grow and develop the SME segment of the retail broadband connectivity market. Facilitate network
coverage expansion, increase revenue and sales volume as well as position the organisation as the dominant brand in the SME space.
Penetrate the segment and become the preferred internet service provider for small
businesses, hotels, churches, schools, restaurants and bars, recreation centres, hospitals etc.
Deliverables
Expected Key Results Key Activities
Grow customer pipeline within the SME segment
for ipNXFOS.
Generate and qualify leads within assigned territories for
immediate conversion
Grow customer-base in alignment with approved
sales targets.
Acquire and onboard customers to achieve sales
objectives.
Carryout supervisory role within the SME
segment
Lead performance efforts of the Field Sales Operations
(SME Segment) by coordinating activities of direct sales
executives and putting measures in place for the
attainment of individual sales targets
Facilitate network coverage expansion Identify growth opportunities and existing coverage gaps
in cities of operation.
Acquire access and submit relevant
documentation for site surveys and Fibre-To-The-
Premise (FTTP) deployments.
Achieve Return on Investment (ROI) targets
within coverage areas.
Deepen market penetration and achieve minimum of
65% Uptake to Homes Passed ratio within the first (1st)
year of deployment.
Grow adoption and revenue for other ipNX Retail
Division products and services such as Connected
Homes, Connected Office and Voice.
Achieve defined sales targets by targeting relevant
market for each of the products and services offered by
the Retail Division.
Customer Relationship Management Cultivate and maintain cordial customer relations with
small and medium enterprises on the network to achieve
high retention
Increase average revenue per user (ARPU) Position high-end products and services for adoption so
majority of the customers are subscribed to the higher
service plans
Business Productivity Analyze competitive environment to support and
improve pricing, services and product development
strategies as well as sales efforts.
Develop cross – selling relationships with SMEs and
develop value propositions for differentiating product
offerings.
Collate and manage robust industry/regional data for
insightful data analytics
Reporting Provide management with necessary sales reports,
budgets, sales plan and market analysis for the region.
Ensure reports contribute to business insight
Decision -making, and minimize overall report burden.
Closing Coordinate with relevant technical and service delivery
teams to deliver excellent onboarding experience for the
customer.
Coordination and support of client-initiated Request for
Proposal (RFP), Request for Information (RFI) and
Request for Tender (RFT).
Demonstrate (Key Competencies)
Educational Qualifications & Functional Skills:
BSc. or HND Engineering / Computer Science / Marketing / Sales / related disciplines
Understanding of communications Network, Experience in a b2b, B2C sales environment; field
sales, consistent track record of success in achieving product effectiveness and customer
experience targets.
Demonstrate a high level of organization and quality with multitasks, efficiency & priority
setting.
Good Microsoft office suite competence.
Exemplary communication skills – both face to face and over the telephone. Ability to communicate
effectively at all levels of an organization.
Work Experience:
At least 2 years’ experience within the
telecoms, FMCG space or the
banking/insurance sector; knowledge of
retail market, competitor behavior and
strategy, including related product
dynamics and product management.
Must demonstrate interpersonal
capabilities and leadership.
Other Requirements:
Customer Focus
Tech savvy
Action orientation
Drive results
Cultivate Innovation
Ability to optimize work processes
Resilience
Self-Development
Nimble Learning
Dimensions
Financial Dimensions:
Budget:
PO Approval:
Other Dimensions:
No. of vendors:
No. of direct reports:
Impact of position
Impact on customers (Please select one of the options below):
i) Type of customers
Mainly Internal Mainly External Internal & External 
Approvals
Reporting Manager Functional Head HR
Requirements
Customer Focus
Tech savvy
Action orientation
Drive results
Cultivate Innovation
Ability to optimize work processes
Resilience
Self-Development
Nimble Learning