Digital Distribution Manager

Job Description

At Safaricom Ethiopia, we are a purpose-led technology company dedicated to transforming lives through digital connectivity and inclusive financial services. In under four years, we have grown to serve over 10 million customers, with our network now reaching 55% of Ethiopia’s population – a testament to our bold vision and trusted partnerships.

Guided by core values such as customer obsession, innovation, integrity, and get it done together, we are building a workplace that is dynamic, inclusive, and empowering. We believe our greatest strength lies in our people. That’s why, for two consecutive years, we have proudly earned the Top Employer Award – in recognition of our unwavering commitment to fostering a supportive, innovative, and inclusive environment for people.

Join Safaricom Ethiopia and be part of a team that is shaping the digital future of Ethiopia. Here, your work has meaning, your voice matters, and your growth is our priority. Together, we are transforming lives for a digital future.

Position Summary

The role is responsible for driving digital/mobile sales and distribution strategy and GTM for distribution and transfer of mobile money. The position also focuses on developing channels of micro merchants for payments, mobile money transfer, and airtime distribution while implementing effective commission models for sales partners and agents.

Key Responsibilities

1. Digital Channel Execution

• Develop GTM to execute digital distribution strategies across regions and channels.
• Recruit and expand micro merchants.
• Drive growth of digital airtime sales, mobile money transactions, and merchant payments.
• Ensure availability of floats across distributors, DSAs, and merchants.
• Monitor productivity and activation of merchants and agents.

2. Field Sales Execution

• Work closely with regional teams and field sales to drive merchant acquisition and activation.
• Ensure TADR and Digital Sales Agents (DSA) effectiveness and productivity.
• Develop sales force automation systems to track float movement, retailer performance, and commission payments.

3. Channel Performance Management

• Track and analyze performance of distributors, DSAs, and merchants.
• Identify underperforming regions, clusters, or partners and implement corrective actions.

4. Systems and Data Management

• Use Sales & Distribution systems to track Digital Distribution & Payment KPIs.
• Support regional teams on GTM execution and reporting.

5. Sales Capability Development

• Support capability development of field teams.
• Conduct field coaching and training sessions.

Key Performance Indicators

• Quality Active Monthly Merchants
• Daily Active Merchants
• Active Distributor Sales Agents
• Outlet Visibility
• Mobile Money Receiving Payments

Business Competencies

• Strong stakeholder management
• Data-driven decision making
• Problem solving and analytical thinking
• Operational execution excellence
• Cross-functional collaboration

Functional Competencies

• Sales execution and channel management
• Merchant acquisition and development
• Negotiation and partner management
• Performance tracking and analytics
• Digital product sales capability

Qualifications

Educational Requirement: Bachelor’s Degree in Business Administration, Marketing, Management, Economics, or related field. MBA is preferred.

Experience: Minimum of 5 years of experience in Sales, Distribution, or Channel Management.

Preferred Experience:

• Experience in telecom, fintech, or FMCG distribution models is preferred.
• Strong understanding of mobile money, payments, and digital airtime ecosystem.
• Experience managing agents, merchants, or retail channels.

Skills Required:

• Economics / Statistics
• Sales / Marketing / Business / Management