EHOD  Digital Distribution Strategy

LonAdd HR Consultancy Plc (www.lonadd.com) is a Recruitment & Outsourcing Company based in Addis Abeba, Ethiopia, with branch offices in Dukem, Hawassa Bahir Dar. We are looking to recruit knowledgeable and qualified applicant for the post of EHOD  Digital Distribution Strategy to join On Behalf of Our Client.

Number required:- 1 (One)

Role purpose:

• Drive digital/mobile sales and Distribution strategy and GTM for distribution and transfer of mobile money
• Develop channel of micro and formal merchants for Payments, mobile money transfer and Airtime distribution.
• Developing commission models and GTM implementation of commission models for all sales partners and agents in the channel
• Development of Sales & Distribution systems and reporting for tracking of float movement across the channel.
• Compliance with all for digital and mobile payments process and audit requirements.
• Capability development of Sales team fo digital distribution.
• Develop a clear dealer channel and distribution strategy focused growing mobile money, payments and digital airtime distribution.
• Develop and expand channel of agents, merchants and retailers for distribution and movement of mobile money float collection of payments and digital airtime.
• Develop clear plans and KPIs to improve dealer performance and ensure optimum channel productivity and long term sustainability.
• Ensure compliance of dealer operating standards and contracts.
• Drive Channel Development to ensure channel has adequate distribution resources (Dealer Outlets/ Motorbikes, DSAs, Bas)
• Define and manage the commissions for dealers, agents, merchants and sales team
• Develop sale force automation systems to track float movement, retailer performance and for payment of commissions.
• Enhance capability of sales team through development of on-line and offline training modules.
• Plan & execute capability improvement process.
• Work with regional teams to develop GTM plan to improve float availability, increase distribution width and increase in customer penetration.
• Manage all compliance and audit requirement for Sales & Distribution department.  
• Responsible for the management of OPEX budget and managing all operational expenditure.

Core competencies, knowledge and experience:Business Competencies:

Working With Others

• Consciously takes steps to make the most of every conversation/interaction.
• Identifies people’s needs, interests and motives to be able to influence the decisions they make.
• Communicates simply to excite and engage people
• Pro-actively adapts own style and approach to build rapport, and work with others more effectively.
• Builds and maintains strong relationships and networks.

Operational Excellence

• Targets effort and resources on high-value, high impact activity.  
• Focuses on achieving maximum performance and driving continuous improvement .
• Thinks about processes and problems cross-functionally and end-to-end
• Uses knowledge of products, technology, process, systems and policy to solve problems.

Creativity and Innovation

• Finds creative ways to exploit opportunities and solve problems.
• Takes risks and pushes what is possible.
• Experiments with unorthodox approaches.

Business Know-how

• Uses data and research to make decisions that are competitively and financially robust.
• Balances current and future needs.
• Thinks and acts like an owner of the business. 
• Acts in line with legal, regulatory, professional and ethical standards.

Working With Change

• Responds flexibly to changing situations
• Manages the business and people aspects of change to drive performance.

Project and Programme Management

• Defines scope and deliverables in terms of time, cost, quality and business benefit 
• Schedules activity and identifies resource needs, dependencies and synergies  
• Evaluates progress, mitigates risks and addresses issues.

Functional Competencies:

Business Development & Sales Planning

• Forecasts future sales, revenues and risks
• Plans sales activities for stores, accounts or territories to maximise sales and grow revenues
• Identifies and qualifies opportunities to develop new business.

Solution Selling

• Wins and retains Customers by identifying their needs or business challenges, and matching them to The Company  products and services
• Identifies opportunities to win more business by up-selling and cross-selling

Negotiation

• Responds positively and professionally to objections, and addresses the Customer’s needs to successfully close the sale
• Uses a range of techniques and approaches to make agreements that add value for The Company  and our Customers 
• Understands customers' commercial drivers and leverages them in negotiations
• Applies commercial acumen to maintain a healthy profit margin

Competing to win

• Brings energy and passion to work and always aims to beat the competition
• Knows what the competitors are offering, how our offer compares and uses market data to drive decisions

Service Quality and Planning

• Monitors Customer Satisfaction and NPS
• Plans activity to improve service quality
• Forecasts future customer contact patterns and volumes across contact channels

Must have technical / professional qualifications:

• Degree in a Business related field
• 7-10 years hands on experience in a FMCG or service sector of which 3 years must have been in a senior sales position, preferably in a fast moving consumer goods company or Mobile telephone Company
• Preferred experience in area of retail sales of fintech products - mobile money services, payment solutions 
• Excellent communication skills
• Developing external partnerships and strategic alliances

Financial Responsibility:

• Responsible for the management of sectional CAPEX and OPEX budget and managing all operational expenditure related with sales activity

Key performance indicators:

• Achievement of monthly and annual targets for Active merchants/agents, transaction and revenue.
• Deployment of sales infrastructure in line with digital distribution strategy.
• S&D expensse – opex & capex with the budget. 
• 100% compliance with policies and procedures
• 100% timely resolution of audit improvement opportunities

Ensure 100% compliance of training & staff performance review process.

How to Apply: - Interested applicants with the appropriate qualification and experience should submit their most recent and detailed CV, via email to “ apply@lonadd.com” with the subject “EHOD  Digital Distribution Strategy” in the subject box.

Application Deadline: April 4, 2025

Only Shortlisted Candidates will be contacted.