Sales Manager

MAIN RESPONSIBILITIES OF THE JOB

Commercial

a) Formulate and implement sales strategies to;

i)  Expand BYD customer base and market share

ii) Drive the realization of BYD sales targets

b) Establish and lead a dynamic sales team tailored to the specific needs of the electric vehicles market.

c) Meet with potential clients and grow long-lasting relationships by understanding their needs. Accompany the Sales Executives for support & coaching purposes.

d) Ensure customer satisfaction through timely support and feedback to customer queries, comments and complaints.

e) Set sales goals, evaluate performance to goals and propose adjustments if needed and achieve the goals set for the sales team, analyze regularly the gaps & propose solutions to close the gaps (individual or collective) to improve the performance.

f) Organize the work of the sales team for efficiency & performance (split of database, tools, individual goals...) and co-ordinate performance management for the department to ensure high performance and retention of staff.

g) Propose organization changes when required (hire a new Sales Executive, reorganize the tasks & responsibilities)

h) Provide detailed and accurate sales forecasts.

i) Continually develop knowledge of the business climate, applications and competition.  

j) Prepare and submit expense budgets to ensure the allocation of sufficient resources critical for the implementation of the department sales plans.

k) Monitor the utilization of resources to avoid wastage (Resource Management);

l) Coordinate credit management in the department to ensure minimal bad debts.

m) Coordinate the operations of the department for enhanced efficiency and effectiveness in the delivery of service.

n) Promote the CRM as the tool which utilization must be optimized, check accuracy constantly & develop new functionalities through the CRM to improve efficiency & sales performance.

o) Monitor the utilisation of demo cars assigned to ensure full compliance with the CMK guidelines.

Operational

a) Conduct business prospecting to ensure the achievement of the monthly order intake and sales targets for the sales team.

b) Carry out weekly follow through of the sales process for vehicle sales orders and liaise with various departments to ensure lead times are adhered to;

c) Inventory Management

d) Approve customer vehicle orders in the system to ensure timely processing of the sales;

e) Give approvals and confirm price levels and discounts to customers to ensure prices are competitive and protect the company against possible loss;

f) Sign off Delivery note/gate passes to ensure payment terms are complied with and invoices are properly prepared before sign off;

g) Check and approve proposals for promotions and promotional items to ensure value for money, cost and quality;

h) Follow up on debtors and report to the management to ensure appropriate strategies are employed to recover monies owed to the company .

i) Develop a robust network of agents and secondary distribution outlets across various counties.

KNOWLEDGE,  SKILLS AND EXPERIENCE

Minimum level of academic and professional qualification required to perform effectively in the role

a) Bachelor’s Degree in Business, Engineering or relevant field from a recognized institution

b) Diploma in Sales and Marketing from a recognized institution

Minimum level of experience required to perform effectively in the role

a) 8 years of relevant working experience in the automotive industry, with 4 years of experience in a sales management position in a company of comparable size.

b) Minimum 8 years experience in leasing

c) Experience in electric vehicle sales is an added advantage

WORKING RELATIONSHIPS

Internal customers

a) BYD Showroom team

b) CMK Retail sales, Service, Parts Department

c) CMK Branches countrywide

d) CMK’s finance team, Sales Planning, Marketing, CR, HR, Body shop & Procurement Departments

a) CMK’s Legal Department

b) Automark

External Customers

c) Members Of Parliament

d) Corporate Clients

e) County And National Government Officials

f) Leasing Companies

g) Insurance Brokers & Risk Consultants

h) The National Treasury

i) Banks

j) CMK dealers

COMPETENCIES

Technical

a) Knowledge of Electric Vehicles (EV) which includes the basic working of the EV

b) Computer Literacy

c) Knowledge of relevant legislations related to the motor industry

d) Knowledge of the current telematics as provided in the market

e) Financial Knowledge

f) Knowledge of Government of Kenya Regulations

g) Knowledge of Profession body Regulations – KMI regulations

Functional

a) Excellent customer service and verbal communication skills are essential for this role

b) Analytical (Qualitative & Quantitative)

c) Report writing skills- ability to develop reports

d) Presentation skills

e) Project management

f) Strategic development and implementation

g) Budgeting

h) Policy development and implementation

Behavioral

h) Business acumen- knows how business works; knowledgeable in current and possible future policies, practices, trends, technology and information affecting the business; knows the competition; is aware of how strategies and tactics work in the market place

i) Strategic agility - Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can create competitive and breakthrough strategies and plans; can articulately paint credible pictures and visions of possibilities and likelihoods

j) Perspective - Looks toward the broadest possible view of an issue/challenge; has broad-ranging personal and business interests and pursuits; can easily pose future scenarios; can discuss multiple aspects and impacts of issues and project them into the future

k) Technical learning - Is good at learning new industry, company, product or technical knowledge

l) Quality decisions - Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of your solutions turn out to be correct and accurate when judged over time

m) Problem solving - Uses rigorous logic and methods to solve difficult problems with effective solutions; is excellent at honest feedback; looks beyond the obvious and doesn’t stop at the first answers; probes all fruitful sources for answers

n) Interpersonal skills - Is self aware, and has ability to relate with people across all levels of seniority as appropriate, to ensure achievement of personal targets

o) Organisational positioning skills -  Understanding of organisation structure both formal and informal, is sensitive to how people and organisations function; anticipates where the landmines are and plans his/her approach accordingly; views politics as a necessary part of organisational life and works to adjust to that reality.

p) Energy and drive - Has speed and agility:  taking quick and timely action; seizes more opportunities than others, pursues everything with energy, drive and a need to finish; seldom gives up before finishing especially in the face of resistance or setbacks

q) Integrity and trust - Trusted individuals who can present the unvarnished truth in an appropriate and helpful manner, keeps confidence, admits mistakes, doesn’t misrepresent themselves for personal gain