Job Summary

Our client, a multi-national media company is looking to hire a Business Manager. The ideal candidate must be strong in business to business commercial sales activities.

  • Minimum Qualification: Bachelor
  • Experience Level: Senior level
  • Experience Length: 7 years

Job Description

The role holder will be responsible for the following within the region of operation:
•    Deepening distribution and reach through channel expansion.
•    Driving distribution and sales excellence to achieve highest productivity possible.
•    Overseeing regional right execution daily (RED) across company businesses.
•    Delivering regional business goals and objectives including Revenues, Market Share, Profit, Customer service, Retention and strong People leadership.
•    Top-line and bottom-line growth for company business operations through superior commercial acumen and excellence in execution.
•    The role will provide leadership and synergy to a cross functional team cutting across General Trade, Commercial Business, Retail accounts, Service, CVM and Marketing.
•    Market penetration and entrenchment of the company as the undisputable no.1 in video entertainment in Kenya in Pay Television and video on demand services
•    Driving market leadership in all our categories, Net Promoter Score and Brand consideration by positioning our brands as accessible and better option for all.
•    Developing and maintaining strategic business relationships with regional governments and statutory bodies to ensure sustained business.


The key accountabilities, interfaces and measures of this role are further elaborated below:

Key Accountabilities

Sales Execution and Operational delivery

•    Execute the sales strategy in the region ensuring that business plan targets are met by generating customer and commercial sales.
•    Oversee sales planning, operational forecasting, partner management and trade marketing within the region.
•    Responsible for achieving the consumer-commercial target of Gross Revenue, Net Revenue, EBITDA Cash Flow & growth in subscriber numbers.
•    Execute the sales strategy & drive the performance of the company’s Brands in the region.
•    Ensure timely execution of strategic & operational objectives.
•    In liaison with the Head of Sales, develop and execute innovative market development opportunities.
•    Lead and drive consistent market execution strategies & initiatives enabling excellence in sales operations (Right Execution Daily - RED) across the regions.
•    Execute strategies to drive business growth and leading projects.
•    Drive and champion all digital transformation strategies & initiatives in the region.
•    Execute the commercial ‘go to market’ channel structure within the region and identify new commercial opportunities.
•    Provide the Head of Sales with on the ground insights across all aspects of the business.
•    Provide formal input into business processes and areas to address operations.
•    Assist the market on business casing.
•    Deliver best standards customer service and ensure customer experience initiatives are implemented for all customer touch points within the region.
•    Ensure optimal operations insights around key performance indicators e.g. call volume, first call resolution, social care queries and self-service use.
•    Identify customer friction points and create plans with customer experience teams.
•    Ensure all Operational queries/ issues raised get resolved.
•    In liaison with the Marketing and Brand Communications teams, implement and execute strategic marketing plans for the entire region whilst managing and coordinating marketing and creative staff within the region.
•    Provide retention and CVM assistance & roadmap for the region as per set KPIs.
•    Drive in-market CVM activities within the region, maximizing value extraction from the active base through effective upselling, prevention and winback.
•    Provide key insights into the performance of CVM campaign initiatives and impact on key KPIs such as churn, retention and sales.
•    In liaison with the Field Services Manager, provide support to installers by channelling technical issues to the relevant teams for quick resolutions and improve customer experience.


The incumbent is required to have the following qualifications and experience level:
•    7+ years’ experience in a sales and distribution leadership role with a leading FMCG, Telco, Technology or digital mobile brand or Bank leading, directing and managing large complex teams.
•    A first degree in any discipline. An MBA is an added advantage.
•    Post Graduate Qualification or Equivalent NQF Level 8 Qualifications in Marketing e.g. CIM and MSK, Business Management or similar.
•    Executive education and leadership training such as a program in management development or leadership development.
•    Experience selling to hotels and pubs is an added advantage
•    General management experience is an added advantage.
•    Strong financial, commercial acumen and experience in channel partner management.
•    Deep sales and distribution knowledge; extensive knowledge of routes to market in Kenya.
•    Experience in trade marketing or leading trade marketing teams, experiential marketing and market impact teams.
•    Ease navigating through matrix organizations and virtual teams.
•    A mix of B2C, B2B2C and B2B experience will be a huge advantage.
•    Proficient in computer applications.
•    Digital savvy.


The incumbent is required to have the following functional competencies:

•    Selling Skills.
•    Commercial Acumen.
•    Financial Management.
•    Negotiations Skills.
•    Customer Relationship Management.
•    Developing Value Proposition.
•    Product/Brand Knowledge.
•    Financial Management.
•    Risk Management.
•    Governance and Compliance.
•    Leadership.


The incumbent is required to have the following behavioral competencies:

•    Flexible.
•    Passionate.
•    Energetic.
•    Can do attitude.
•    Strategic Thinking.
•    Networking.
•    Risk Management.
•    Negotiation Skills.
•    Future Oriented.

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