Understanding this job ad: Route-to-Market Sales Agent - Delta40 Studio

Delta40 is a venture studio and VC fund that invests in, builds, and scales innovative ventures led by founders on the front lines in Africa. They are currently seeking a Route-to-Market Sales Agent for Greenbay, a marketplace for certified second-life appliances.

As a Route-to-Market Sales Agent, you will be at the forefront, engaging with second-hand electronics traders across Nairobi. This field-based role involves daily market visits, order collection, and real-time reporting.

What you need to do first:

1. Understand the job title. What does ‘route to market’ mean? What do these agents do? This will help you determine early on whether the role suits you.

2. Research the hiring company. Understand what they do, who their clients are, and how they conduct business. This insight will strengthen your application.

3. Read the job description carefully; don’t skip any details. Understanding the role thoroughly enables you to craft a resume that highlights how you can add value to the company.

4. Differentiate between essential and desirable/preferable skills. Essential skills are non-negotiable, whereas desirable skills enhance your application but are not mandatory. If you lack a desirable skill, don’t hesitate to apply. If you have it, highlight it in your CV to strengthen your candidacy.

Let's break down the role

• “Minimum 2 years of field sales experience…” This is a requirement. If you’re fresh out of college, consider any side hustles or part-time roles you’ve had. Even if they weren’t strictly sales-focused, highlight skills that demonstrate field experience.

• “Weekly route plan covering key Nairobi markets (Luthuli, Kamukunji, Gikomba, Eastleigh, Ngara/Kariokor)…” This indicates frequent travel. Ask yourself: Do you live near these areas? Are you familiar with them? If not, research the locations, transport routes, and logistics. The company does not mention relocation support, so plan accordingly. Additionally, knowing the local dialect will help build rapport with traders.

• “Weekly reports on sales performance… daily visit logs and submit weekly sales reports.” This is where your company research pays off. You’ll need to be proficient in the reporting tools the company uses. Research common route-to-market agent reporting tools and familiarise yourself with them. Additionally, don’t limit yourself to just one tool; learn multiple systems to demonstrate versatility, increasing your employability for this and other roles.

• “Comfortable carrying and demonstrating small appliances…” This implies physical fitness. If you have any limitations that prevent you from carrying items, it may not be the right time to apply.

• Market research is key. Prices vary across different markets. Understanding price trends in these locations will give you an edge.

• This is a field-based role. You will be engaging with people, building relationships, and negotiating sales. If you lack people skills, dislike fieldwork, or struggle with negotiation, this may not be the role for you.

• Language requirement. When a job listing specifies required languages, it usually means their customers speak those languages. In most cases, this is a non-negotiable requirement. Clients may expect you to communicate with them in their preferred language; if you’re not fluent, it could cost you sales.

• Salary indication in the job ad. If a salary range is specified, it is usually non-negotiable. Don’t apply with the hope of negotiating, it’s often a waste of time. Only proceed if the stated salary aligns with your expectations.

For entry-level roles, recruiters do not expect a two-page CV. Highlight relevant skills concisely, tailoring your application to the role.

For this position, motivation, research, negotiation, and relationship-building skills are crucial. If you build strong relationships with clients, they will remain loyal to you, even if other agents approach them. A good rapport can also lead to them referring other clients to you.

This role requires self-discipline, motivation, and organisation. It appears largely independent, meaning no one will be monitoring your every move. Be proactive, plan, and take the initiative to succeed.

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