Ipr Pre-sales Expert

Job Title: Sales Manager

Reports to: Managing Director East Africa

Industry: Building & Construction

Job Location: Nairobi Kenya

Role Summary:

Execute the sales strategies and all related activities in order to achieve sales and profitability targets.

Key Accountabilities

Commercial Team Management

To manage and lead the commercial team in Kenya to ensure a highly motivated and effective team that will deliver on set targets

To oversee sales team s daily activities for effective customer service and sales drive

To manage sales team developmental activities to enhance their growth, performance and productivity

To conduct a store mapping/ audit exercise to identify lost opportunities and ensure on-going customer acquisition / retention through effective coverage

To manage project pipeline administration initiatives, specifier and other stakeholder engagements for enhanced specification and order fulfilment

To build and manage relationships with specifiers, regulatory authorities and customers to ensure sustainable relationships and the development of brand ambassadors

Process

To draft commercial processes and manage adherence thereof to ensure compliance and curb business leakages

Track and manage customer queries on administration and supply turn around for improved customer service

To thoroughly understand and align operation with operating procedures to control business leakages

To manage debtor s collections within assigned territory to ensure that all customers trade within agreed terms

To manage territory forecasting activities to enhance business planning for product availability

To manage price reviews and change processes to ensure competitive pricing in line with targeted margins and effective communication and sign off of prices changes with customers

Market Development and Growth

To manage market intelligence tracking initiatives (customers, competition benchmarking, market indicators and drivers,) and develop sales execution tactics in line with business strategy to attain goals

To manage stakeholder skills development activities within the territory to ensure

improved application and product knowledge and build brand ambassadors for our products

To manage reporting on territory performance and market place information to enable understanding of performance trends and development of corrective actions

To coordinate territory marketing activities for enhanced brand visibility

To identify customer needs and opportunities for new products and promotional activities to enhance business growth

To articulate how the SG offer stands out, offer technical expertise and advice and communicating the value proposition to ensure business development

To build internal networks and engage value chain to ensure drive for business goals in the territory

To create and manage a customer value plan for existing customers highlighting profile, share and value opportunities for share of wallet growth

Responsible for training of customer base (with focus on customer sales force) on existing products, new products and value add propositions (for example: product handling)

Achievement of local demand forecast in line with regional KPI s

Attend Regional Sales Meeting and give feedback if and when required.

Adherence to Company reporting procedure/commercial admin systems, offering appropriate feedback and information

And any other duties assigned by your line line manager

Requirements

ESSENTIAL REQUIREMENTS

Degree in Commerce/Marketing or Building Science / Building

Technology/Construction Management/ Architecture

Equivalent qualification within the built environment will be an added advantage

At least 5 years experience in sales preferably in the construction sector

Customer relationship management capability and experience

Knowledge of construction industry especially the built environment

Knowledge of construction products

Understanding/experience in the retail sector

Leadership skills, including the ability to manage in an agile and empowering way

An understanding of project management

Very good communication skills both written and verbal

Good interpersonal skills

A great attitude and the ability to work in a highly collaborative, family oriented cculture

MS office word, excel, Power point

Benefits