Employer Active
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
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
Full Time
Marketing / Brand Management / Marketing Research / Digital Marketing