Small-Scale Sales Manager / Head Of Department – Kenya

Overview

Important requirements:

Highly proficient in English (speaking and writing) Communicating in Swahili would be highly advantageous. Well-presented and well-spoken individual (well-polished) Experience dealing with Agri Business Very experience Sales and Presentation skills (Full sales process). Must be able to create demand with a strong ability to promote and sell products. Understand and coordinate the route to markets. Ability to Sell Solutions and have Strong Product Knowledge. Ability to manage Sales teams and areas (on Regional and National Sales levels). Strong Agronomy background. Understanding and knowledge of European retailers and markets (Retail, Products and Merchandising categories), would be advantageous.

Purpose of Role:

Execute the development of the small-holder business strategy and ensure, as a member of the management team, it is delivered in line with agreed business targets and timelines. Manage customer relationships to gain understanding of their business needs and to enable customized agronomy solutions and best practices for mutual success. Develop and execute agreed customer strategy, monitor effectiveness and adjust as required, to ensure marketing and sales targets for the customer, region, and sector, are achieved. Manage and Coordinate divisional teams focusing on delivering sales targets in accordance with the concern’s strategy and objectives. Ensure a strong link between the various verticals within the small scale sector – Seeds, Chemicals, Fertilizers, Greenhouse and Irrigations kits, NGO/Govt. etc…

Role Accountabilities:

To assist in development of small holder growth and expansion strategy including sales plans, targets and expense budgets. To assume responsibility for realizing the required growth of the business in Kenya with due consideration/assessment/management of all (financial) risks involved. To fully understand key competitor offers & adjust / develop strategy accordingly in the small holder segment. Works within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values Personally and actively developing and fostering relevant senior client relationships in support of the overall achievement of sales targets Act as key contact / interface for all the concern’s businesses to small scale customers. Develop and sustain potential agribusiness partners for distribution of the company products and offering. Analyse and determine the most appropriate route to market strategy for the small scale sector. Overview channel structure, business model, capabilities and each channel’s role within the value chain to customer and adapt as required to meet the business needs. To develop and implement agreed sales plans, targets and budgets for the small holder channel and ensuring that targeted market share is achieved. To draw up Small holder business sustainability plans (to ensure must win battles for the small holder sector are won), and execute them according to identified time scale and budget. To successfully manage a team of Department managers/Specialist; Area Sales Managers, Agronomists. Sales Assistants & Field Promotors To work closely with marketing & other functions to ensure appropriate customer segmentation and appropriate value offers are communicated as part of the field support programme. Manage key supplier relationships ensuring long-term product supply agreements. Overall management of a department including sales, marketing, procurement, logistics, operations and compliance etc. To overview sales budgeting and product forecasting – seeds, crop protection and Greenhouse & Irrigations products Work in compliance with company policy of the country, HSE requirements, ethics and legal compliance. Transactional responsibility for all sales activities, from lead generation through closure across the country. Management of Accounts receivables and debtors book. Provide sales technical support and work within the sales and support teams for the achievement of customer goals, satisfaction, and revenue generation. Market intelligence gathering. Identify opportunities for new product opportunities and for registered products in the country.

Knowledge Skills and Experience:

Formal qualification in Agriculture and/or extensive experience in small scale agriculture inputs sales and business development. Extensive experience in a senior role managing large teams of qualified agronomists and sales specialists. Significant knowledge about small-scale distribution networks. Cross section knowledge and/or experience in Crop Protection, Seeds, Greenhouses and Irrigation systems for small holders – a combination or specilaisation in Irrigations for example.

Critical Success Factors:

Extensive knowledge of the agricultural sales environment, sales techniques and approaches. Kenyan or African experience will be an added advantage. Strong people management and leadership skills Language skills – must have excellent language skills in English. Key sales management skills; strong understanding of customer needs, structure and business drivers Understanding of the agricultural competitive environment Education level of undergraduate in Agriculture as a minimum.