COMMERCIAL MANAGER KENYA
COMMERCIAL MANAGER KENYA
Posted on :
12-02-2025
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1 Vacancy
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Job Description
JOB TITLE:COMMERCIAL MANAGER KENYA
REPORTING TO:MANAGING DIRECTOR KENYA
TRANSVERSAL REPORTING: DEPUTY CHIEF COMMERCIAL OFFICER EAST AFRICA
DEPARTMENT:COMMERCIAL
LOCATION:NAIROBI
DIRECT REPORTS: Business Development Managers Direct sales Executives Inside sales Key Account Managers Pricing Team.
OBJECTIVE: Oversee the sales activities to enable the department to secure business for the company through sales and marketing activities backed up by an aggressive strategy
KEY RESPONSIBILITIES
Marketing Intelligence
Carry out regular market surveys with the help of Marketing team
Identify and communicate market changes key competitor s strategies and industry trends to country regional and corporate teams
Analyse the market s attractiveness and competitive situation with the main aim of achieving growth and profitability.
Analyse our strengths and weaknesses as compared to the competitors
Provide reliable statistics analyses and action plans to increase our market share.
Develop CTO Super User Skills to extract monthly reporting. Sales pipeline as well as train other users.
Lead & Drive Customer Satisfaction Survey process to then develop bespoke solution
Sales activity
Define propose and lead the execution of the Commercial strategy to develop business in all activities (Logistics solutions Forwarding Clearing Transit and Supply Chain)
Review adapt and/or amend strategy according to market challenges and business profitability.
Identify target clients and lead the selling process
Elaborate action plan to enhance our competitiveness in terms of organization service quality pricing...
Work with operations and the various support Departments to provide appropriate solutions to customers.
Provide active guidance and support in tenders reviews and any other Africa Global Logistics Customer activity deemed strategic and relevant to the development.
Manage the Quotations activity monitor and improve the related performance (hit rate response time...)
Build strong external and internal business relationships and network with key players.
Commercial team management
Manage the commercial team to ensure quantitative and qualitative targets are met
Measure the performance of the commercial team through appropriate metrics
Identify commercial performance gaps and put corrective actions in place
Train the commercial team to improve their knowledge and performance.
Update personal knowledge and technical expertise.
Accounts Management
Monitor and report profitability analysis on accounts
Participate in debt recovery actions
Monitor customer s satisfaction issues
Attend the monthly/quarterly KPIs reviews with the Key Accounts
Escalate opportunities with regional/global impact to regional/corporate sales teams
Provide input and support for regional/global RFQs and/or for regional/global customers.
Monitor contract compliance and for regional/global accounts proactively escalate non compliance issues to regional/corporate sales teams.
Provide monthly reporting ontime and within the agreed framework.
WORKING
RELATIONSHIPS
INTERNAL
MD Kenya
CFO Kenya
FM Mombasa
Heads of Departments of the BU
Other Bus
Heads of Support Functions
Commercial Team
EXTERNAL
Clients
Government agencies
Customs officers at all levels
Shipping line managers
Requirements
QUALIFICATIONS EDUCATION
University degree in Business and/or Engineering
Knowledge of LogisticsClearing and Forwarding
EXPERIENCE
At least 5 years experience in a business development function in the Forwarding Logistics Supply Chain or Services industry.
Ability to translate operational concepts into business solutions
Already in relation with key market stakeholders.
KEY SKILLS
Strong Business acumen organizational and leadership abilities as well as excellent communication skills.
Negotiation
Business skills
Strong Analytical skills
Excellent Computer skills and familiar with the use of CRM tools
Basic accounting
Ability to work under pressure to meet deadlines
Honest and possessing a high level of integrity
Excellent command of written and spoken English and ideally also French
PERSONAL ATTRIBUTES
Entrepreneurial
Integrity
Firm
Decisive
Proactive
Interpersonal relations
Employment Type
Full Time
Key Skills
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