Sales Manager Job in Nairobi, Kenya

Job Title: Sales Manager 

Job Code: SM/KNC/140415
 

Number of Positions Open: 1

Reports To: Managing Director
 

Location: Nairobi, Kenya

Closing Date: Open Until Filled

Summary: Our client Is involved in processing of edible nuts, chocolates, wines, beef Their operations are spread mainly in Central Kenya with two factories based in Thika.  

However, their sales team sits in Nairobi, Mombasa, Thika and Naivasha.  The incumbent is expected to oversee sales operations regionally.
 

Job Objective: Accomplishes business development activities by researching and developing marketing opportunities and plans implementing sales plans managing staff and marketing related suppliers across the group. 

Major focus on developing and promoting the brand. 

Primary Responsibilities:

• Achieves marketing and sales operational objectives by contributing marketing and sales information and recommendations to strategic plans and reviews; preparing and completing action plans  implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits  identifying trends; determining system improvements; implementing change.
• Meets marketing and sales financial objectives by forecasting requirements preparing an annual budget scheduling expenditures analysing variances initiating corrective actions.
• Determines annual and gross-profit plans by forecasting and developing annual sales quotas for regions projecting expected sales volume and profit for existing and new products; analysing trends and results establishing pricing strategies; recommending selling prices monitoring costs, competition, supply, and demand.
• Accomplishes marketing and sales objectives by planning, developing, implementing, and evaluating advertising, merchandising, and trade promotion programs developing field sales action plans.
• Identifies marketing opportunities by identifying consumer requirements
• defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business establishing targeted market share.
• Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities improving product packaging coordinating new product development. Conducting market survey periodically and to identify new products for developments
• Updating management for new product development requirement, need for capital investment based on current market trend and future projections, market competition, performance of competitors, addition or reduction of competitors, etc.
• Sustains rapport with key accounts by making periodic visits; exploring specific needs anticipating new opportunities.
• Discussing with top line customers and identify their projection of growth for internal capacity planning and capital investment decisions. This should form the base of the sales budget
• Provides information by collecting, analyzing, and summarizing data and trends.
• Protects organization's value by keeping information confidential.
• Accomplishes marketing and organization mission by completing related results as needed.
• Coordinating and controlling Sales and Marketing department’s activities including departmental goal setting, performance appraisal and empowering team members
• Being instrumental in the establishment of 3 to 5 years business plan
• Preparing annual sales budget with product-wise and customer-wise forecasting
• Achieving budgeted sales revenue and volume
• Pricing of all products and review on quarterly basis to maintain profitability
• Expanding customer base in both domestic and export market
• Handling customer complaints and co-coordinating with relevant department for initiating corrective action.
• Evaluating customer satisfaction through structured mechanism
• Collecting all overdue payments
• Coordinating and directing sales and marketing team members towards enhancing their individual performance and training sales team members
• Preparing dispatch instructions and guiding cash sale / counter sale personnel in making invoices
• Coordinating with logistics/warehouse personnel for the timely delivery of goods to various customers
• Coordinating with Head of Operations for prioritization of production and customer complaints.
• Successfully implementing BSC performance measurement and presenting performance of sales department in performance meetings with clear objectives and plan of action
• Ensuring development, implementation and maintenance of Quality Management Systems, its improvements and adherence to International Standards with respect to sales function
• Taking care of company properties that come across during the course of normal duties.

Primary Objectives & Targets:

• Increase company market share by 25% year on year in a rigid FMCG market.
• Double the Company Turnover every three years. (Minimum, 20% Turnover growth per annum)
• First preference supplier for all existing customers.
• Every potential customer must know who we are and what we do.
• Production capacities shall be used above 85% all the time
• Minimum growth on volumes on every existing customer – 20% per annum.
• Average Debtor days shall be maintained at less than 45 days.

KPIs:

• Sales revenue in value
• Sales revenue in volume
• Average realization per product per region/market
• Total monthly collections of payments
• Average debtor level
• Number of new customers added in and total additional volume of business brought in Principal

Experience: Should be in similar position for at least last 5 years of progressive marketing experience in the FMCG or Retail industry and should have a proven track of record in developing and promoting brands. 

Skills and Certification:

• MBA in Sales & Marketing, business administration, or any other related discipline.
• Post graduate qualification specialized in marketing management
• Aggressive, target oriented and must be a good team player focused on continual growth
• Must be a strategic planner and goal setter with a long term vision and objective
• Good communication skills and computer literacy is required
• Candidate must be willing to travel around the country and the region.
• Marketing Concepts, Positioning, Social media, Sales Planning, Competitive Analysis, Understanding the Customer, Product Development, Creativity

How to Apply:

Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by clicking on: Sales Manager