Job Summary

The Area Business Manager manages the sales operations of the company’s products and ensure that company volume sales, contribution margin and profitability objectives are achieved within the region.

  • Minimum Qualification: Bachelor
  • Experience Level: Senior level
  • Experience Length: 5 years

Job Description/Requirements

Reports to:Country Commercial Manager (CCM)
Area:    Nairobi, South Rift, Mountain, Nyanza, Western, Kenya East

2. JOB PURPOSE:
The Area Business Manager manages the sales operations of the company’s products and ensure that company volume sales, contribution margin and profitability objectives are achieved within the region. Key to this role is the management of distributors in the assigned region and oversight of the sales employee operations both direct and indirect to deliver on primary, secondary and tertiary sales objectives. Of upmost importance is the development of capabilities of the teams working in the region to increase the effectiveness of the team in trade.

3. JOB DIMENSIONS:
Number of Staff Supervised: All KI staff in Assigned Region   
Direct Reports: 2-7

KEY ACCOUNTABILITIES:
•    Managing the regions P & L/ contribution margin.
•    Directs the selling activities within the region, inclusive of resource deployment and customer interactions. In charge of all sales operations in his assigned region at all levels – primary, secondary, and tertiary sales.
•    Meets monthly, quarterly, and annual revenue targets and grow sales in assigned region.
•    Develop and implement efficient route to market strategies for both general trade and regional modern trade channels.
•    Manages and drives distributors to deliver weighted and numerical distribution targets.
•    Manages the van sales team to grow numerical distribution in regional supermarkets, superettes, minimarts and PFMs – petrol food marts.
•    Responsible for implementation of the picture of success in both retail and at wholesale.
•    Monitor, analyze sales and market trends while giving regular and accurate intelligence on competitor activities.
•    Responsible for the region’s forecasting and sales tracking.
•    Responsible for capability development, coaching and mentorship of the sales resources for the company

4.  APPLICATION OF GUIDELINES & DECISION-MAKING AUTHORITY
•    Empowered to make decisions within the Region and on behalf of the Region, and authority to make cross functional decisions in partnership with peers of other functions.

5. EDUCATION REQUIREMENTS, COMPETENCIES & SKILLS
●    A university degree in marketing or business studies.
●    Astute financial business management knowledge.
●    Excellent customer relationship management skills, especially with business owners and managers.
●    PICOS execution acumen, to drive execution standards both at retail and wholesale levels.
●    Problem-solving and analytical skills to interpret sales performance and market trend information.
●    Minimum of five years of related experience including managing a team. Experience in developing/implementing marketing and sales strategies.
●    Proven ability to motivate and lead the sales team.
●    A go-getter / self-starter, results-oriented individual. Able to take initiative and operate independent of regular coaching.
●    A good working knowledge of Microsoft Office Suite is required.
●    Excellent oral and written communication and presentation skills.
●    A valid driver’s license.

Interested candidates to send their updated CVs.

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