Sales Effectiveness & Capabilities ODU

Job summary

Raises what the FWA frontline can actually do as the sales force scales toward thousands of AEs. Owns the national ODU sales capability standard, certification, sales routines, the productivity model and the frontline tools. Fixes underperforming Circles with a diagnosis and a capability plan, not another target.

Job Description

Capability standard & certification

Own the national ODU sales capability standard and certification for SM, TL and AE; hold every Circle to it. Circle FWA Capacity Building trains and certifies to this standard.

Sales toolkit

Build the ODU toolkit: pitch, objection handling, on-site signal check and site qualification, the ODU vs IDU decision tree, area-lock consent, the CX data pack, device custody rules, and how to log and hand over a dismantle request.

Sales routines & coaching

Set and audit the daily and weekly routines run by Sales Managers and TLs: morning huddle, journey plan, field coaching, end-of-day review.

Productivity model

Own the productivity model: GA per active AE, % productive AE (10+ GA), strike rate, time to first sale, and what good looks like by market type.

Sales force planning

Through Sales Force Planning & Effectiveness: headcount and territory planning, TL:AE ratio (1:12), onboarding ramp and agency fill-rate tracking.

Turnaround of weak Circles

Run the national programme for underperforming Circles: diagnose (people, routine, territory, tools), agree a fix plan, track it to closure.

Quality of sales

Trace mis-selling, fake GA, device misuse, lock and consent breaches back to the capability gap behind them and close it, with Sales Planning and Business Excellence.

Frontline tools

Own the frontline tool roadmap with IT, mainly iSales (journey plan, in-app lock, lead capture); make sure tools are used in the field.

Team leadership

Lead and develop the Sales Force Planning & Effectiveness role; build a bench of trainers and coaches across Circles.

Qualifications

• Bachelor's degree in any discipline; business or management preferred.
• Eight to ten years in sales effectiveness, capability building or field sales operations, with at least three years leading field teams or trainers.
• Has built a sales toolkit and certification that a large, agency-based field force actually used.
• Credible in the field: can run a door-to-door shift and coach on the spot.
• Knows FWA or broadband CPE well enough to teach site qualification and the ODU vs IDU choice.