Role Purpose
To optimize sales revenue generation from upcountry customers in accordance with the strategy and objectives.
To promote HAL products at upcountry level to ensure the “push/pull” balance is achieved, in order to deliver business growth.
Responsibilities
Develop and implement agreed sales plans, targets and budgets in accordance with the strategy and objectives.
Work closely with Product Managers and Marketing teams to ensure appropriate customer segmentation exists and appropriate services are defined and delivered.
Keep abreast of market trends, pricing and competition activities, giving regular information as changes occur.
Be HAL’s brand ambassador in the upcountry area and ensure customers understand the company products & the appropriate attributes & benefits that meet the needs of the customer and to ensure distributors & dealers understand company products and the desired positioning.
Be technically competent, and provide accurate & appropriate recommendations in an ethical manner, in order that the distributors achieve best return on investment.
Ensure information about distributors, dealers & channel (e.g. Names, address, email, location, and products) is updated regularly.
Prepare and seek agreement to sales activities to ensure competitive advantage through coherent implementation of strategy and deliver the sales budget.
Give regular feedback of sales strategy progress and propose changes that suit the sales environment at any one period.
Ensure the corporate policies are well understood and followed by Sales & Marketing team.
Defend and promote the image of the company including representing the company in a professional and competent manner.
Understand segmentation and priority customer segments and work as part of Sales team to ensure that data is accurate and value offers are appropriate.
Produce an integrated annual sales program and campaign plans.
Produce annual sales plan for the accounts under you along with pertinent marketing activities from various product managers.
Have full product knowledge of assigned product categories.
Train the sales team as well as the dealers and sales people in the market.
Lead and develop the team below you to ensure continuous growth of the company.
Maintain and enhance relationships with team and dealers.
Keep abreast and well updated on all competitor and market information.
Resolve any other issues pertaining to the assigned category and/or customer.
Responsible for people management and processes in your team. (Policy enforcement, Training, performance appraisals and disciplinary process).
Abide by company procedures and policy at all times.
Any other duties as may be assigned to you by your Supervisor from time to time.
Qualifications
Minimum qualification of a degree in Sales or Marketing or any other relevant field.
Professional membership certification e.g. Marketing Society of Kenya or other relevant body.
Experience
Previous experience in senior sales or marketing role of over 10 years with at least 5 years at a senior level, which involved people management. Preferably in similar industry.
Extensive knowledge of the retail market sector and consumer electronic products.
Understanding of latest marketing methodology and thinking.
Extensive financial & value chain knowledge.
Demonstrate ability to interact and cooperate with team and other stakeholders.
Maintain professional internal and external relationships that meet company core values.
Have a track record of team building and strategy implementation.
Selling Skills Training.
Must have a good understanding of local sales environment.
Key Skills
Good communication skills.
Excellent leadership skills.
Good problem solving skills.
Good report writing and presentation skills.
Good negotiation skills.
Budget management skills.
Change Management skills.
Other behaviors critical for the role
Leadership – strong ability to lead, coach, drive and motivate individuals and teams.
Team work – ability to lead, contribute and operate with ease within the team.
Delivery / performance orientation.
The job holder must have well developed influencing capabilities.
Must be able to prioritize effectively distribution of products within the region.
Possess high drive and initiative.
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