About the role

• Prospecting: Field agents identify households and submit customer data and required photos. Agents do not register customers or hand over stoves.
• Eligibility checks: Every submission passes MRV and BI checks. Only households that fit the project profile, with complete and accurate data, are cleared.
• Reachability: Cleared customers receive a reachability call before they are invited to collect; only reachable customers receive collection-centre details.
• Collection & registration: Stoves are collected at a Koffi (fixed collection centre) or Kalusha (mobile collection centre – a truck and tent deployed near customers’ homes for the day). Independent verification and registration clerks confirm the customer’s identity in person and complete registration before hand-over.
• Post-sale verification: The MRV team conducts in-person verification (IPV) at the customer’s home. Agents are paid only for customers confirmed traceable and using a BURN stove.

Duties and Responsibilities:

• Channel Strategy: Develop and execute the B2C route-to-market on the Koffi/Kalusha model – collection-centre site selection, Kalusha deployment calendars, territory design and prospecting plans – balancing volume targets against carbon-project eligibility criteria (target household profile, geography, baseline fuel use).
• Collection Centre Operations: Own the day-to-day performance of Koffi and Kalusha sites: throughput, hand-over flow, stock availability, staffing and turnaround from prospect to collection. Route Kalusha units to concentrations of cleared customers.
• Demand Planning & Forecasting: Translate the cleared-customer pipeline into stock and logistics requirements. Provide territory- and site-level forecasts that distinguish prospects submitted, cleared, reachable, collected and verified.

• Eligibility & Data Quality: Ensure every prospect meets project criteria and every submission is complete, accurate and evidenced (photos, ID, GPS, phone number). Treat data rejection rates as a sales-quality KPI, not an admin problem.
• Segregation of Duties: Protect the separation between prospecting, verification/registration and hand-over. No agent should be able to prospect, register and deliver to the same customer, and customer identity must be confirmed in person before any stove is released. (Koffi/Kalusha)
• Fraud & Anomaly Management: Proactively detect and act on ghost customers, duplicate or recycled IDs and phone numbers, agents posing as customers on verification calls, stove diversion or resale, and suspicious clusters of submissions. Work with MRV, BI and Compliance on investigations and enforce consequences consistently, including offboarding and commission clawbacks.
• Verification & Audit Readiness: Partner with MRV on IPV, reachability and usage surveys, and on third-party (VVB) audits – the channel must be audit-ready at all times. Own the closure of corrective actions from audits and field findings within agreed timelines.
• Customer Traceability: Drive post-sale reachability – correct contact details, customer education on follow-up calls and visits, and support for customer retention/incentive programmes that keep households reachable across the crediting period.

• Team Management: Build, train and lead Territory/Site Managers, Team Leaders, collection-centre staff (verification and registration clerks, stock controllers) and a network of field agents. Work with recruitment partners to maintain headcount. Train every role on carbon requirements – why eligibility and data integrity matter, not just what to capture.
• Agent Compensation: Design and recommend commission and incentive structures that reward verified, in-use outcomes rather than raw submissions – e.g. pay linked to IPV/traceability confirmation, quality multipliers and penalties for rejected or fraudulent records. Monitor for unintended gaming.
• KPI Management: Define and track a balanced scorecard for every role, covering cleared-to-submitted rate, reachability rate, collection conversion, IPV pass / stove-in-use rate, cost per verified stove, data rejection and fraud flags – alongside volume and revenue.

• Systems & Controls: Ensure adherence to CRM and data-capture apps, inventory controls (serial tracking from warehouse to customer), and cash collection and reconciliation procedures. Work with Operations and Tech to close workflow gaps that let bad data in.
• Reporting & Analytics: Produce regular reports for Management on the full funnel from prospect to verified stove, territory and site performance, agent quality and audit/compliance status. Use data to surface risks before they appear in verification results.
• Market Intelligence: Support the Carbon team on feasibility studies, baseline and usage surveys, and new-territory assessments; feed field insight back into project design.
• Marketing & Community Engagement: With Marketing, plan below-the-line and above-the-line activities, community activations and carbon education so customers understand eligibility, the collection process and why BURN will follow up after purchase.

Skills and Experience:

• 5+ years’ experience in direct sales or field distribution, including 3+ years managing large field teams (500+ agents) in the target market – ideally in consumer durables, FMCG, off-grid energy (PAYGo solar, clean cooking) or mobile money.
• Proven experience in a compliance- or verification-heavy environment (carbon projects, results-based financing, microfinance, agency banking, KYC-driven sales or donor-funded programmes) where volume had to be balanced against data and audit standards.
• Working knowledge of carbon-project mechanics – eligibility criteria, MRV, monitoring and usage surveys, third-party verification. Familiarity with Gold Standard or Verra cookstove methodologies is a strong plus.
• Track record of designing or running fraud controls in field sales: spotting anomalies in data, running investigations and implementing process fixes.
• Experience running physical distribution points or event-based sales (collection centres, depots, market activations, mobile units), including stock, staffing and logistics.
• Experience designing incentive or commission structures that tie pay to quality outcomes.
• Strong analytical skills: comfortable with large datasets, funnel metrics and dashboards (advanced Excel; Power BI/SQL a plus), and producing clear reports for senior management.
• Experience with mobile data-collection and CRM tools (e.g. ODK/KoBo, SurveyCTO, Salesforce or similar).
• Strong project management and cross-functional coordination with MRV, BI, CX, Finance and Supply Chain.
• Strong leadership and people development skills, with uncompromising integrity – able to hold the line on standards under volume pressure.
• Excellent written and verbal communication in English and [local business language].
• Relevant bachelor’s degree (master’s degree / MBA is a plus).
• Enthusiastic, entrepreneurial, a desire to ‘sell for good’ and willing to get your “hands dirty” – this role spends significant time in the field.

What success looks like in the first 12 months

• Koffi/Kalusha network operating across assigned territories, with documented SOPs and segregation of duties in place.
• Volume targets met with verified-stove yield and IPV pass rates at or above project thresholds.
• No major audit findings attributable to the B2C channel.
• Agent compensation linked to verified outcomes, with a measurable fall in data rejection and fraud rates.