Sales Manager

Reports to: Managing Director – East Africa
Industry: Building & Construction
Job Location: Nairobi Kenya

Key Accountabilities

Commercial Team Management
•    To manage and lead the commercial team in Kenya to ensure a highly motivated and effective team that will deliver on set targets
•    To oversee sales team’s daily activities for effective customer service and sales drive
•    To manage sales team developmental activities to enhance their growth, performance and productivity
•    To conduct a store mapping/ audit exercise to identify lost opportunities and ensure on-going customer acquisition / retention through effective coverage
•    To manage project pipeline administration initiatives, specifier and other stakeholder engagements for enhanced specification and order fulfilment
•    To build and manage relationships with specifiers, regulatory authorities and customers to ensure sustainable relationships and the development of brand ambassadors

Process
•    To draft commercial processes and manage adherence thereof to ensure compliance and curb business leakages
•    Track and manage customer queries on administration and supply turn around for improved customer service
•    To thoroughly understand and align operation with operating procedures to control business leakages
•    To manage debtor’s collections within assigned territory to ensure that all customers trade within agreed terms
•    To manage territory forecasting activities to enhance business planning for product availability
•    To manage price reviews and change processes to ensure competitive pricing in line with targeted margins and effective communication and sign off of prices changes with customers

Market Development and Growth
•    To manage market intelligence tracking initiatives (customers, competition benchmarking, market indicators and drivers,) and develop sales execution tactics in line with business strategy to attain goals
•    To manage stakeholder skills development activities within the territory to ensure
improved application and product knowledge and build brand ambassadors for our products
•    To manage reporting on territory performance and market place information to enable understanding of performance trends and development of corrective actions
•    To coordinate territory marketing activities for enhanced brand visibility
•    To identify customer needs and opportunities for new products and promotional activities to enhance business growth
•    To articulate how the SG offer stands out, offer technical expertise and advice and communicating the value proposition to ensure business development
•    To build internal networks and engage value chain to ensure drive for business goals in the territory
•    To create and manage a customer value plan for existing customers highlighting profile, share and value opportunities for share of wallet growth
•    Responsible for training of customer base (with focus on customer sales force) on existing products, new products and value add propositions (for example: product handling)
•    Achievement of local demand forecast in line with regional KPI’s
•    Attend Regional Sales Meeting and give feedback if and when required.
•    Adherence to Company reporting procedure/commercial admin systems, offering appropriate feedback and information
•    And any other duties assigned by your line line manager

ESSENTIAL REQUIREMENTS
•    Degree in Commerce/Marketing or Building Science / Building
•    Technology/Construction Management/ Architecture
•    Equivalent qualification within the built environment will be an added advantage
•    At least 5 years’ experience in sales preferably in the construction sector
•    Customer relationship management capability and experience
•    Knowledge of construction industry especially the built environment
•    Knowledge of construction products
•    Understanding/experience in the retail sector
•    Leadership skills, including the ability to manage in an agile and empowering way
•    An understanding of project management
•    Very good communication skills – both written and verbal
•    Good interpersonal skills
•    A great attitude and the ability to work in a highly collaborative, family oriented culture
•    MS office – word, excel, Power point

How to apply
If interested, send your updated CV and cover letter via "Apply Now Button".