Country Sales Manager at Zeraki
Job Description
Job Summary
The Country Sales Manager will lead Zeraki’s commercial organization to deliver the annual revenue target through a structured team of Regional and Associate Regional Managers.
The role owns end-to-end revenue strategy, execution, capability building, and cross-functional alignment to scale Zeraki Analytics, Finance, and Learning across CBC, senior schools, and B2G (Business-to-Government) channels within the country.
The Country Sales Manager is the single point of accountability for revenue growth, forecast accuracy, ASP protection, and the development of a high-performance sales culture nationwide.
Key Duties & Responsibilities
A. Sales & Revenue Leadership (60%)
- Translate the corporate revenue target into manager-level quotas across 9 managers
- Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
- Establish milestones and discount guardrails to protect revenue quality
- Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
- Run weekly forecast governance and maintain ±5% accuracy
- Enforce 4x pipeline coverage and stage discipline
- Conduct structured deal reviews and recovery plans
B. Commercial Strategy (15%)
- Build the CBC acquisition playbook and seasonal campaigns
- Operationalize Finance cross-sell into the Analytics customer base
- Develop senior school bundling (Analytics + Learning)
- Create partner and B2G frameworks, RFP processes, and revenue-share models
- Align pricing, packaging, and value propositions with Product & CX
C. Leadership & Capability (15%)
- Establish manager scorecards (revenue, pipeline, ASP, retention)
- Run weekly 1:1 coaching with all 9 managers
- Define promotion pathways
- Drive performance management and attrition control (≤10%)
D. Operations (10%)
- Drive CRM adoption and data quality
- Improve contract turnaround with Finance/Legal SLAs
- Implement structured Sales → CX handover and churn rescue processes
- Standardize proposal and pricing approval workflows
Educational Qualifications, Experience, & Skills Required
- Bachelor’s degree in Business, Marketing, or related field
- 5+ years B2B sales leadership experience
- Multi-product portfolio selling
- Managing distributed regional teams
- Enterprise and/or B2G sales exposure
- Strong data, analytics, and CRM orientation
Core Competencies
Strategic Commercial Leadership
- Ability to translate corporate strategy into executable GTM plans
- Territory design using market potential and ASP logic
- Balancing growth, margin, and retention
Revenue Execution Excellence
- Mastery of pipeline management and forecasting
- Deal orchestration across complex stakeholder environments
- Pricing discipline and negotiation leadership
Data-Driven Management
- Uses CRM analytics to guide decisions
- Builds dashboards, conversion models, and ASP tracking
- Forecasts with ≤5% variance
Enterprise & B2G Capability
- Navigates county, donor, and institutional procurement processes
- RFP and bid management
- Multi-stakeholder consensus building
People Leadership
- Coaches managers to consistent performance
- Builds a strong accountability culture
- Talent identification and succession planning
Cross-Functional Influence
- Aligns Sales, CX, Product, and Finance teams
- Leads without formal authority
- Converts market feedback into product input
Integrity & Governance
- Ethical selling practices
- Compliance with data protection requirements
- Contract and discount governance
Market Development
- Builds new segments and partnerships
- Channel strategy development
- Strengthens brand positioning within the education sector
