Job in Kenya for Commercial Manager (CCO)

Job Description - Commercial Manager:-

Skills Set

• Corporate Sales Experience and Background
• Marketing Appreciation
• Technical Appreciation
• Management of Financial Resources
• Project Planning, Monitoring, Management and Reporting Skills
• Judgment and decision making skills
• HR Skills
• Presentation Skills

Key Roles
Planning and Strategy

• Develop residual and retention income strategy
• Set and Meet Target
• Create Budgets
• Develop Sales Plan
• Map Sales Plan

1. Marketing Plan
2. Strategic Plan

• Market Development

1. Develop new regional areas for business expansion, regional, new sectors, etc.
2. Implementation of growth strategy

• Product & Services Development

1. Develop new products and services for launch to market
2. Develop Recurrent Revenue Services

Develop and roll out lines of Business in line with business plan and strategy

• Develop Business Line Implementation Schedules with clear deliverables and deadlines
• Develop and implement quality management strategy and plans, including resource, systems, timescales, financials, to support, contribute to, and integrate within, the organization’s annual business plan and long term strategy.
• Develop and maintain systems to establish standards relating to activities and products.
• Execute Performance per Business Line as per set Targets and Budgets

Performance Management

• Ensure Achievement of all set targets

1. Sales
2. Revenue
3. Gross Profit
4. Net Profit
5. Cash Reserves

• Liaise on all aspects affecting the P&L of the company with Finance & Service Delivery HODs
• Measure performance of team against Gross Profit
• Analyze and act upon monthly management reports including Commercial Logs, CRM Reports, P&L, Balance Sheet and Cashflow Statements

Financial Analysis, Monitoring and planning

• Develop and Maintain Commercial Department Budget.
• Monitor monthly financial statements, manage cash flow and establish controls to safeguard funds and take corrective measures required for aspects affecting Commercial Department.
• Develop Board Paper analyzing performance indicators and action plans incorporating all management reports

Departmental Co-coordinator

• Work with departmental heads to schedule, supervise and direct the work of all Commercial Employees
• Direct and coordinate activities of business or departments concerned with the pricing, sales and/ or distribution of products.
• Involved in:-

1. Selection and recruitment
2. Retention Plans
3. Reward system review

• Commissions and Bonus Structures
• Salary
• Dividends
• Benefits
• Appraisals
• Workplans
• Balanced Scorecard

Sales Management

• Market Segmentation

1. Vertical Market Segmentation
2. Horizontal Market Segmentation
3. Geographical Market Segmentation
4. Sales Team Specialization

• Prospective Building

1. Customer Databases
2. Market Segmentation
3. Cold Calls
4. Referrals
5. Enquires

• Needs Analysis

1. Site Visits
2. Pre-Sales Needs Analysis
3. Detailed Analysis Stage (By Production and Customer)

• Projects Design

1. Make relevant and timely business decisions
2. Oversee & Escalate to Operations in Trouble Projects
3. Manage all pre-sales and sales deliverables
4. Manage Customer Perceptions and Communication

• Enforce Projects Scope

1. Scope change process should be defined and communicated
2. Closure and Sign offs

• Quotes and Proposals

1. Follow- up procedures / strategy
2. Sign off by production and R&D
3. Standardization of all communications with customers

• Presentations / Meetings

1. Standardization
2. Presentation Checklist
3. Convene and preside over meetings with departmental managers
4. Involved in project review meetings

• Contract Negotiations

1. Project Plan
2. Pricing
3. Payment Plan and Terms
4. Deliverables
5. Software License
6. Sign Off Procedures
7. Maintenance Contact (Software License)
8. Proposal Sign off by Customer
9. Resale
10. Partnerships

Performance Management

• HR Management

1. Manage staff, preparing work schedules and assigning specific duties
2. Monitor performance (in relevant areas) according to agreed standards and take necessary action to communicate/advise/assist according to performance levels.
3. Develop and maintain systems to measure performance against established standards by reviewing sales and activity reports, and other performance data to measure productivity and goal achievement and to determine areas needing cost reduction and program improvement.
4. Manage staff according to company standards (appraisals, discipline, training, development, training needs analysis etc).
5. Implement Balanced Scorecard and Workplans within Commercial Teams.
6. Lead Appraisal Process for Commercial Teams.
7. Manage Sales Administration Roles and Resources
8. Set and enforce Internal and External SLAs

• Client Management

1. Monitor and inform/communicate/apply standards created/maintained by external bodies, and integrate within internal quality management systems.
2. Should Own the Global Deliverables and be responsible for their delivery
3. Attend all critical meetings
4. Ensure Deliverables

• Lead Sales Team

1. Build dedicated Sales Team
2. Develop Market Segmented Sales Plan
3. Develop Sales Incentives
4. Motivate

• Consolidate Reports from team

1. Monitor and Report on sales performance
2. Activities
3. SWIP
4. Closure (LPOs)
5. Per Sector
6. Per Product Line

• Respond to

1. RFQs
2. Tenders
3. Sales Inquiries

• Board Representation

1. Prepares reports and other support material for board approval and presentation
2. Negotiates and recommends board approval for contracts

Communication and liaison

• Liaison

1. Serve as liaison between all management staff and the board
2. Strategic Partner Liaison
3. Chief liaison with customer

• Establish and implement necessary communication strategy for the improvement and awareness of quality issues across all departments.

1. Top Down
2. Bottom Up
3. Horizontal

• Maintain and develop organizational culture, values and reputation in its markets and with all staff, customers, suppliers, partners and regulatory/official bodies
• Team Building

1. Drive Team Building Activities

• Documentation & Systems

1. 100% utilization of CRM in Reporting & Customer Contacts
2. 100% utilization of Sharepoint in Document Management
3. 100% utilization of POS in Retail Transactions

Pre-Sales Activities

• Carry out Marketing Activities

1. Seminars
2. Events
3. Promotions
4. Open days

• Product Packaging/ Presentation with R&D and Marketing team

1. Product bundling
2. Research and Communication new solutions and innovations

Escalation

• Escalate to Management team all customer related issues
• Escalate to Management team all staff related issues

HR Development

• Manage all staff in company in liaison with HR Department
• Keep abreast with the latest technologies both in hardware and software
• Continuous self development- Gain new skills relevant to the job requirements
• Ensure the team does the above

Kindly send your applications to:
harriet@summitrecruitment-kenya.com