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Job Summary

To execute Business strategy in the region ensuring that targets are met across Business segments

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

Job Description/Requirements

Division: Customer               
Reports to: Business Manager   
Location:Kenya           
Direct reports:    Yes – Agency staff

The role holder will be responsible for the following:
•    To execute Business strategy in the region ensuring that targets are met across Business segments
•    Oversee planning, operational forecasting, third party management and trade marketing
•    Ensure that assigned territory Sales targets are met by effectively managing existing customers and generating new accounts

KEY ACCOUNTABILITIES, MEASURES & CONTACTS

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
•    Ensure achievement of sales targets per Business segment
•    Drive RED execution and conduct daily reviews with team
•    Implement Sales plan within assigned region
•    Meet assigned sales quotas and cover designated targeted market segments
•    Understand the business environment in which the company operates and assist in collating marketing information where necessary, that might be useful for strategic planning efforts
•    Give feedback of competitor activities and other macro factors

Third party Management
•    Responsible for Key partner management- SIs, Installers and Dealers
•    Drive Business TOMA as per copmany PICOs to foster Excellent Outlet Execution
•    Develop a strong collaborative working relationship with the Key Stakeholders

Account Management
•    Proactively analyse customer needs and make proposals to build and maintain relationships with key players
•    Follow up on all leads for new customers and monitor After-Sales
•    Cascade segment sales objectives definition and prosecution
•    Development, implementation and control of ADPs
•    Review of annual contracts

Development of New Markets
•    Identify Sales opportunities and effectively present key features, advantages and benefits of product(s) to secure new business from within the region
•    Analyse 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
•    Generating sales opportunities and providing a professional and excellent level of customer service with new customers

Sales Budget Management
•    Manage Business 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 revenue
•    Review regional expenses and recommend improvements where necessary

Operation Delivery
•    Accomplish the regional sales in assigned region; cascading and follow-up of target expectations to sales team; 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 and service changes; surveying customer 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

Key Internal Contacts
•    Marketing
•    Commercial Sales
•    Customer Care
•    Customer Operations
•    Digital Enablement
•    Customer Value Management
•    Customer Experience & PMO
•    Strategy
•    CII
•    Legal Regulatory
•    Finance

Key External Contacts
•    Local governments
•    Dealers
•    Decoder Manufacturers
•    Installers
•    Agencies
•    Hospitality Industry stakeholders

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