Sales Operations Specialist

This role drives the success and expansion of the Solar Energy Promoter (SEP) network by combining field force operations, sales enablement, and performance support. This role ensures SEPs are recruited, onboarded, trained, and motivated to deliver exceptional results, while managing lead tracking, branding, rewards, and operational logistics. The jobholder is a key link between sales, marketing, finance, and operations to maximize field force efficiency and impact.
Roles & Responsibilities

• Recruitment, Onboarding & Training
• Lead recruitment, screening, and onboarding of Solar Energy Promoters (SEPs) to ensure a high-performing field force.
• Ensure no customers are orphaned for more than 5 days
• Maintain and update field force documentation and playbooks
• Sales Enablement & Lead Management
• Activate, edit, close, and follow up on leads, including social media–generated prospects.
• Ensure CRM and identity management systems are accurate and up-to-date.
• Support Territory Business Executives (TBEs), Team Leads (TLs) and Solar Energy Promoters (SEPs) with lead generation, qualification, and conversion tracking.
• Field force Performance & Support
• Manage SEP branding, merchandise, and visibility initiatives to boost engagement.
• Resolve SEP operational issues and support requests promptly.
• Provide continuous coaching and field force guidance to maximize SEP performance.
• Operational Administration
• Manage field fund requests, tracking, and retirement to ensure timely resource allocation.
• Oversee subcontractor payments, SEP bonuses, and reward distribution.
• Coordinate operational logistics to enable smooth field execution.
• Cross-Functional Collaboration
• Partner with marketing to provide updated promotional materials and campaigns.
• Work with finance to manage budgets, incentives, reward programs and funds disbursements and retirements.
• Collaborate with operations to ensure field processes are efficient and scalable.
• Work with the call centre manager to close leads and maximize early collections
• Ensure proper visibility and availability of d.light products in the territory assigned
• Provide reports as required, and give feedback on market intelligence and competition.
  

Key Performance Indicators

• Recruitment and onboarding: % recruited SEPs active within the month; Average number of days to first sale; % of new SEPs completing onboarding checklist at code issuance;
• Field force management: Active SEPs per month per EC (minimum 4 sales per month); % of orphaned customers
• Sales enablement: % national revenue target achieved, % conversion rate for digital leads; % of issues resolved within SLA; Average mentorship touchpoints per SEP; % active SEPs with full branding kit; Reporting: # of actionable market intelligence insights adopted; % reports submitted on time
• Credit management: % customers on track, % usage at 30 days, % usage at 90 days, Paid at 1x
• Operational administration: % of funds retired within policy timelines
  

Requirements
Desired Skills & Experience

• Diploma/Degree in Business Management or a related field.
• Experience in sales enablement, field operations, or field force management.
• Strong organizational, project management, and problem-solving skills.
• Proficiency with CRM systems, lead management tools, and MS Office Suite.
• Excellent communication, coaching, and stakeholder management abilities.
• Ability to manage multiple priorities in a dynamic, results-driven environment
  

Benefits

• Competitive Remuneration Package

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