Sales Manager-Plastic

SALES MANAGER

Key Deliverables for this Position

1. Identify, engage, successfully negotiate, and onboard new customers to supply Primary rigid consumer and Industrial packaging, Tertiary packaging
2. Achieve sales growth and revenue targets by developing associated customer base (Local and SME)
3. Prepare and submit monthly customer meeting plans.
4. Quarterly demand forecast with not less than 95% accuracy.
5. Ensure on time collections as per the credit lines.
6. Ensure on time delivery of packaging goods as specified by the customer.
7. Achieve customer satisfaction score of A+.

ROLE DESCRIPTION

1. Design, implement and optimize the Sales & Marketing Strategy in line with the overall business goals.
2. Drive the preparation of monthly sales targets by prospective clients for each product, monitor and review with the line manager.
3. Ensure sales targets are achieved/exceeded as forecasted in the Annual budget by product class/category/Type & SKU.
4. Oversee the planning and ensure execution of structured customer visits to ensure pitching for new business as per the projected pipeline sales with clear objectives and progress reports.
5. Execute Master Supply Agreement along with KYC for a minimum 3-to-5-year tenure with every customer.
6. Facilitate onboarding of new clients and provide continuous support throughout the process to ensure Customer satisfaction and retention.
7. Customer Relationship Management by managing and developing alliances with the existing/new customer base within the assigned markets to enhance the achievement of sales and profitability objectives.
8. Planning and developing Local markets within the assigned region based on product portfolio.
9. Monitoring and reporting of market trends and conditions, competitor activities, products, pricing and any other new developments. Prepare and provide relevant reports and information to guide management decision.
10. Submit accurate and timely weekly / monthly / quarterly sales reports to the Line manager to facilitate a comprehensive sales performance review and proper planning for the various segments.
11. Participate and represent the company at Trade exhibitions, events and promotions in order to attract new customers, promote our brand and enhance customers’ awareness of the company’s product range.
12. Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized ensuring the territory AR adheres to 100% collection.
13. Capability Development - Assess, manage and develop Export Sales & Marketing team capability ensuring the team remains adequately resourced, motivated and focused.

ACADEMIC & PROFESSIONAL QUALIFICATION

• Bachelor’s Degree in Business Management, Economics, Sales and Marketing or any relevant field
• Advanced Diploma in sales and marketing or a professional certification in sales and marketing as an added advantage
• Fluent in English

RELEVANT KNOWLEDGE & EXPERIENCE

• 15 years’ experience in Sales Management & Business Development in a highly competitive commercial environment in a Senior Sales management position.
• A minimum of 8 years' experience in a similar role in Plastics packaging company.
• Working knowledge and experience in ERP systems
• Experience in handling markets in Plastic Packaging as follows:

○ Rigid Consumer Packaging – Thinwall containers, Personal and Homecare products

○Industrial Packaging - Crates (Beverages, Breweries & Agriculture produce packaging Crates)

○Tertiary Packaging - Stretch film

• Strong analytical skills and ability to analyze economic environments and business opportunities in a systematic and detailed manner
• Knowledge of East Africa market forces and corporate sales.
• Demonstrated understanding of commercial markets (particularly for FMCGs, F&B, Agricultural sectors) and fresh approaches to drive revenue growth
• Demonstrated ability to cultivate long-term relationships, build diverse networks and leverage on these networks to secure new business.
• Demonstrated knowledge of effective sales skills and behaviour, in order to secure and maintain durable and profitable customer demand.
• Excellent understanding of the impact of decisions and actions on the relevant stakeholders.

FUNCTIONAL/ TECHNICAL SKILLS

1. Ability to forge and manage a diverse team, eliciting insights from them for the achievement of the sales strategy
2. Creative and naturally curious; comfortable with complexity and find unconventional solutions by thinking out of the box.
3. Results oriented; can work independently with limited supervision, under pressure and meet deadlines.
4. Excellent contract negotiation experience with a high rate of successfully closing deals.
5. Communication Skills: Must possess exceptional verbal and written communication skills for effective communication with staff, customers and external partners.
6. Analytical: Should have the ability to evaluate product/market situations and analyze raw data and information, transforming it into actionable sales strategies and approaches.
7. Leadership: Must have a proven and successful ability to lead a group of sales staff towards growth in enhanced sales volumes and enhanced revenue generation, while displaying exceptional leadership skills and confidence.
8. Excellent Customer Service, Customer Relationship and interpersonal Skills

PERSONAL ATTRIBUTES

1. Self-motivated, have a strong entrepreneurial spirit, be adaptable to business growth fluctuations, work comfortably and effortlessly in group settings, be a persuasive and charismatic individual, thrive in a fast paced environment, and work well under the pressure of stringent deadlines.
2. Strong leadership skills with ability to influence with integrity
3. Energized, positive, passionate and confident.
4. Flexible - Must be willing to work a flexible schedule based on business needs