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.

KEY ACCOUNTABILITIES, MEASURES & CONTACTS

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.

QUALIFICATIONS & 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.

FUNCTIONAL COMPETENCIES

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.

BEHAVIORAL COMPETENCIES

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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