BASED IN AFRICA
Splash Social Enterprises (SSE) is an award-winning, lean, and fast-paced social enterprise. We are a mission-aligned subsidiary of Splash International and were established in 2018 to design and sell world class handwashing and drinking water stations. To date, we have sold almost 4,000 stations for use in schools where Splash International works in India and Ethiopia. After considerable research, interviews with target clients, and development of our go-to-market strategy, SSE is now ready to expand our sales and distribution network around the globe.
Our core values guide everything we do, including every hiring decision we make. They are:
- People – People first. People second. People third.
- Quality – Beautiful products that function and last.
- Honesty – No drama, no surprises, no BS.
- Joy – Kids at heart, seeing potential everywhere.
- Mistakes – Make them, don’t repeat them.
SSE values the unique skills and experiences each individual brings to the organization and we are committed to creating and maintaining an inclusive and accessible environment for everyone. We provide equal employment opportunities to all employees and qualified applicants for employment. To learn more, please visit splash.org/sse.
The Job
Our preference is for this individual to be based in Africa, with an initial sales focus on Southern and East Africa as well as India. This position will require global travel while complying with safety advice, and regular reporting into Pacific standard time zone.
POSITION OVERVIEW
We are looking for a highly experienced Head of Global Sales and Partnerships with a strong background in complex partnership sales. We want an individual with a proven track record of successful consultative selling to multilateral and bilateral organizations, preferably in the impact and international development space. We seek someone who can hit the ground running, building our sales team from scratch and leading them to achieve our sales goals.
You would be reporting to Splash International’s Director of Global Infrastructure and Product Development, who oversees all social enterprise work. You will be in charge of recruiting, onboarding, training, and coaching 1-2 sales team members in East Africa and India (to be hired).
PRIMARY DUTIES & RESPONSIBILITIES
- Build, own, and lead the full sales function for SSE
- Develop and execute a strategic sales plan with a focus on double digit growth quarter over quarter
- Responsible for lead generation and networking activities, including attending industry events as the representative of SSE
- Accurately forecast monthly, quarterly, and annual revenue numbers based on expertise in qualification and sales process review
- Refine, execute, and optimize a repeatable strategy for partnership selling, including stakeholder mapping and management
- Update and adopt playbooks, training manuals, and other sales tools
- Work to build the SSE brand at industry and sector events
- Set goals and track activities and results, with reporting via CRM and report to senior leadership
- Lead account management, including working to fulfill client-specific requests, such as calculating ROI on projects
- Recruit, onboard, train, and coach SSE’s new sales team
- Build strong relationships with existing SSE stakeholders, including Splash staff in the US, India, and Ethiopia, and external partners
- Understand and support SSE’s logistics, shipping, and procurement processes
- Develop an understanding of key WASH industry trends, stakeholders, and products
REPORTS TO: Leslie Llado, Dir. Global Infrastructure & Prod. Development
About You
You are an experienced senior sales leader with consultative complex selling experience. You already have demonstrated sales, leadership, and stakeholder management over a minimum of 10 years and are ready for the next big challenge. You don’t shy away from selling and are passionate about applying your expertise and leading by example, supporting your team to perform and achieve sales targets.
You have hands-on experience building and leading a sales team from the start-up phase of a business through the challenging phases of sales training and coaching, developing salespeople to become highly proficient. You lead people to sell in an honorable way that upholds people and treats buyers with great respect. You take pride in managing people to perform at their best, without crossing the line into unsustainable practices and habits. You are passionate about how people sell, not just the end results.
QUALIFICATIONS
- At least 10 years of partnership sales experience with a track record of negotiating successful partnerships, ideally selling to multilateral and bilateral organizations
- At least 5 years of practical leadership, strategy, and sales management experience, ideally including management of remote teams
- Advanced university degree, preferably MA or MSc in business or social sciences
- Fluency in English, both written and spoken; knowledge of one or more major local or international languages is an asset
- Strong analytical and negotiation skills and ability to listen meaningfully and present coherent propositions and solutions, both in writing and orally
- Demonstrated experience hitting large sales targets exceeding $750,000 in annual revenue
- Demonstrated networking and interpersonal skills
- Experience with training and curriculum design
- Experience in bringing a new product to market in the Africa and/or India
- Experience with business operations, budget planning, and project management
- Demonstrated interest in serving the bottom of the economic pyramid
- International development experience is a bonus, and an added bonus is experience working with procurement teams at iNGOs, governments, and multilateral and bilateral organizations
- Exposure to working or living in a developing country context
- Strong verbal, written, and visual presentation skills
DESIRED ATTRIBUTE INCLUDE
- You are coachable with a deep desire to learn, adapt and improve your methods or approaches
- You can work independently, without micromanagement, and can report back effectively and concisely
- You thrive in a collaborative, inter-disciplinary environment
- You have a deep respect for colleagues with diverse backgrounds. You have worked in a cross-cultural setting, so you appreciate the benefits and the challenges involved.
- You’re resourceful and flexible – you can handle the occasional power outage, and work creatively when resources are constrained
- You like to extend beyond your designated role and are comfortable getting your hands dirty
- You have the ability to be a leader and a great team-member all at once
- You excel at training and coaching others, and have a proven ability to implement and execute against strategy
- You exhibit absolute integrity, honesty, openness, and sound judgment
COMPENSATION & BENEFITS
We offer a competitive base salary plus performance-based incentives, including bonuses and commission. The successful applicant will have the opportunity to directly contribute to the structure of the commission plan for the sales team.
