Regional Sales Manager

Job Summary

Our client, a powerhouse in the entertainment and media industry is looking to add a talented and experienced Regional Sales Manager to their team.

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

Job Description

The role holder will be responsible for the following:
•    To execute the company’s Kenya sales strategy in the region ensuring that business plan targets are met by generating channel sales
•    Oversee sales pricing, planning, operational forecasting, partner management and trade marketing
•    Ensure that assigned channel Sales targets are met by effectively managing and generating new accounts


Key Accountabilities

Sales Execution

•    Implement the sales strategy for the region to achieve business growth objectives
•    Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives
•    Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities
•    Launch viable regional sales projects in support of business objectives
•    Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and to provide guidance and support to counties to adopt
•    Ensure achievement of sales target for channels
•    Drive RED execution and conduct daily reviews
•    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 assist in collating marketing information where necessary, that might be useful for strategic planning efforts
•    Maintain awareness of sales activities in assigned region
•    Give feedback of competitor’s activities and changes experienced

Channel Management
•    Responsible for channel partner management
•    Implement DOSA, KAOSA to all channel partners to enhance productivity
•    Implement SRDE as per The company’s PICOs to foster distribution excellence
•    Implement/monitor channel partners growth roadmap through strategic account plans and JBPs
•    Monitor financial and performance targets of channel partners
•    Identify and manage existing and new channel partners within region
•    Ensure all channel incentives are aligned with organizational goals
•    Develop a strong collaborative working relationship with the channel partners
•    Harness new distribution opportunities with alternate channels

Account Management
•    Ensure achievement of Retail accounts sales target within your region
•    Management/retention of Retail accounts
•    Report on a weekly and monthly basis on sales performance for these accounts
•    Implement the development of sales proposals, presentations and negotiations
•    Proactively analyze customer needs and make proposals to build and maintain relationships with key players
•    Follow up on all leads for new subscribers and monitor After-Sales
•    Cascade retail channel sales objectives definition and prosecution as well as store campaign management
•    Development, implementation and control of the sales plan, training and marketing at chains of retail customers
•    Review of annual contracts

Development of New Markets
•    Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from channels within the region
•    Maintain a database of all channels
•    Develop new market opportunities in the designated region or market
•    Maintain a database of sales leads and execute effectively
•    Identifying prospects and ensure adequate follow up to generate business opportunities
•    Arrange markets with potential customers; challenge their objections to ensure their buy-in
•    Generating sales opportunities and providing a professional and excellent level of customer service with existing and new customers

Sales Budget Management
•    Manage channels sales budget for the designated region
•    Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
•    Maintain proper management and control of expenditures of resources necessary to achieve the target margin
•    Review regional expenses and recommend improvements where necessary

Operation Delivery
•    Accomplish the regional sales in assigned region; communicating target expectations to channel partners and reviewing compensation actions; whilst enforcing policies and procedures
•    Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change
•    Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
•    Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
•    Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management
•    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
•    In liaison with HR, determine and analyse 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 on 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

Governance and Reporting
•    Identify process improvement areas & ensure implementation.
•    Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
•    Review Operations reports and provide feedback & follow up on issues noted.
•    Provide formal input into business process and area to address operations


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

•    A first degree in any discipline. An MBA is an added advantage
•    A minimum of 5 - 7 years in a commerce, business administration or sales and marketing leadership role
•    Strong financial acumen and experience in channel partner management
•    Deep sales and distribution knowledge
•    Proficient in computer applications
•    Commercial experience in Kenya
•    Experience in trade sales activations
•    Digital savvy

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