Head of Sales & Marketing

Regen Organics is an industry leader in the production and distribution of organic fertilizer. Our organic fertilizer increases yields by 30% and incomes by 40%, while also transforming soils and the environment for future growth. For its work in inspiring a regenerative agriculture revolution, stimulating job creation, and promoting the circular economy, Regen has been internationally recognized by The Earthshot Prize, The Keeling Curve Prize, the Food Planet Prize and the Zayed Sustainability Prize. We operate the largest organic recycling plant in East Africa.

Our signature product, Evergrow Organic Fertilizer, is the largest organic fertilizer brand in East Africa, and we market it under the Farmstar brand. We currently work with 150 distributors and aim to scale to 300 distributors, each moving up to 5M KES annually of our product (about 100T/distributor annually), while enhancing our last mile marketing efforts to reach 50,000 small scale farmers by 2028. We aim to launch an agents sales model that will increase our

capacity to market to farmers at grassroot level. We will also partner with leading mineral fertilizer companies to produce biofertilizers.

To lead this growth, we are urgently seeking a dynamic and experienced Head of Sales.

Sales Strategy Development:

● Develop and execute a comprehensive sales strategy aligned with the company's goals and objectives.

● Collaborate with the executive team to set sales targets and create strategies for achieving them.

Team Leadership:

● Lead and manage the sales team, providing direction, support, and motivation.

● Establish clear performance expectations and ensure the team is equipped to achieve targets.

Relationship Management:

● Cultivate and maintain strong relationships with existing distributors, key

clients, and strategic partners.

● Identify and pursue new business opportunities to expand the company's market presence.

Operational Efficiency - Area Agent Model Implementation:

● Introduce and implement the area agent model for sales, ensuring agents are motivated through piece-rate incentives for inputs and commission-based remuneration for sales made.

● Collaborate with stakeholders to establish fair and competitive compensation structures for area agents.

● Develop a model for hiring and retaining the agents.

● Develop ideal management structures to drive effectiveness of the area agents.The management structure should be within the required cost of sales.

● Streamline sales processes and workflows to enhance operational efficiency.

Experimentation and Optimization:

● Design and oversee experiments to optimize the effectiveness of the promotional mix in identifying and converting end users to purchase our products from distributors.

● Analyze experiment results and make data-driven recommendations to improve promotional strategies.

Direct sales to corporate & large farms:

● Refine our direct sales approach to corporate clients and large farms.

Program management:

● Set up systems to manage all the improvement programs and projects within Farm Star.

● Manage the team to deliver all projects on time, within budget and to achieve the desired impact across the sales and marketing teams.

Performance Monitoring and Reporting:

● Implement robust monitoring systems to track the performance of the sales team against targets and KPIs.

● Provide regular reports to the executive team, highlighting key achievements, challenges, and recommendations for improvements

Market Insights:

● Stay informed about industry trends, market conditions, and competitor activities.

● Utilize market insights to inform strategic decision-making and identify areas for growth.

● Bachelor's degree in business, marketing, or a related field; Master's degree is a plus.

● >10 years experience in developing and implementing successful sales strategies in the agricultural sector.

● Specific experience in designing, building and implementing agent sales models.

● Experience in building effective below the line and through the line marketing strategies to smallholder farmers will be preferred.

● Strong analytical and problem-solving skills.

● Excellent communication and interpersonal skills. Ability to analyze data and make informed, data-driven decisions.

● Demonstrated ability to lead and motivate a high-performing sales team.

Location:

Kenya (with HQ in Nairobi). 40% time allocation for travel across Kenya.

How To Apply
Interested applicants please submit your CV and cover letter to hr@regenorganics.co by Feb 5 2024.