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Job Summary

To grow business Revenue by ensuring retention of key customers, identifying new business opportunities from key accounts through commercial gain and creating value proposition for customers to reconnect.

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

Job Description/Requirements

Division: Customer           
Reports to: Head of Business Unit    
Location:Kenya

PURPOSE OF THIS ROLE
•    To grow business Revenue by ensuring retention of key customers, identifying new business opportunities from key accounts through commercial gain and creating value proposition for customers to reconnect.

KEY ACCOUNTABILITIES & CONTACTS

Key Performance Objectives   

Sales Target


Tasks
    •  Ensure achievement of Commercial sales target
    •  Implement Sales plan within assigned territory.
    •  Meet assigned sales quotas and cover designated targeted market segments
    •  Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
    •  Maintain awareness of sales activities in assigned territory.
    •  Give feedback of competitor’s activities and changes experienced
    •  Management/retention of Commercial accounts
    •  Report on a weekly and monthly basis to the Sales Meeting on    sales performance.
    •  Implement the development of sales proposals, presentations and negotiations for key customers
    •  Proactively analyze customer needs and make proposals to take Build and maintain relationships with key players
    •  Follow up on all leads for existing customers and churned subscribers and monitor After-Sales

Account Management   
Tasks

    •  Review of number of rooms being billed for Stay customers and upsell add -on packages as to existing bouquet
    •  Strengthen high level communication and mutual trust
    •  Implement regular communication mechanisms
    o  Comms: Regular Executive Visits
    o  Dedicated AM for queries
    o  Email regular content updates
    o  Regular news on Technologies,
    o  Etc
    •  Build Key Customer profiles and contact details
    •  Build decision making hierarchy and responsibility mapping
    •  Maintain a database of Company Business customers
    •  Understand strategies and key pain points of Key Customers
    •  Drive in-market CVM activities, maximizing value extraction from the active base through effective upselling, prevention and win back.

Grow Average Revenue per   

Tasks

    •  Identify Sales opportunities and effectively present key features Account and benefits of product(s) to secure new business from the existing Company business customers
    •   Maintain a database of commercial gain sales leads and assign to the sales executives
    •   Identifying prospects and ensure adequate follow up to generate business opportunities.
    •   Arrange markets with potential customers; challenge their objections to ensure their buy-in.
    •   Build value proposition to aid in reconnecting customers
    •   Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement.
    •   Build and develop high performing teams and drive superior performance standards.
    •   Manage team  members to ensure effective delivery of business unit objectives.
    •   Develop a high performing team by embedding formal performance development and informal coaching.
    •   Encourage frequent knowledge sharing between team members.

People Management

Tasks   

    •   In liaison with HR, determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executed.
    •   Manage leave for team members and create leave plan to ensure adequate coverage.
    •   When required, initiate disciplinary processes for team members calling onn support from HR.
    •   Resolve grievances raised by team members and escalate only if required.
    •   Address poor performance of any team member through the formal
    Performance Improvement program and ensure that continued poor
    performance is appropriately dealt with.
    •   Motivate team members and ensure that their efforts are recognized.
    •   Ensure effective communication on key focus areas and developments.
    
QUALIFICATIONS & EXPERIENCE

The incumbent is required to have the following qualifications and experience level:

•    A first degree in any discipline. An MBA is an added advantage
•    5 years of relevant experience in commercial function (e.g. business development. Solid B2B experience, account management and sales & Marketing
•    Experience in account management role with leading FCMG, Telco, Technology or corporate banking sales will be an added advantage
•    Deep sales & distribution knowledge
•    Commercial experience in Kenya
•    Proficient in computer applications
•    Experience in trade sales activations
•    Digital Savvy

TECHNICAL COMPETENCIES

The incumbent is required to have the following technical competencies:

•    Commercial Acumen
•    Customer Relationship Management
•    Developing value proposition
•    Selling / Marketing techniques
•    Market / customer knowledge
•    Product / service knowledge
•    Negotiation skills
•    Competitor knowledge
•    Financial understanding
•    Risk Management
•    Governance and Compliance

BEHAVIORAL COMPETENCIES
•    Problem Solving
•    Passionate
•    Energetic
•    Can do attitude
•    Strategic Thinking
•    Networking
•    Negotiation skills
•    Result Orientation
•    Attention to Detail
•    Time Management
•    Planning & Organising
•    Resilience
•    Ideas Generation

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