About the job
The Commercial Director is responsible to the Managing Director for the direction and control of all commercial and operational aspects of the Business. Ensuring efficient delivery and service to all internal and external customers. To give the highest level of customer satisfaction, whilst achieving organic growth and financial success.
The Commercial Director is tasked with managing and overseeing the Sales operations of the organization. This includes designing plans to meet sales targets, developing and cultivating relationships with clients and evaluating costs to determine our product pricing when selling to customers. The position will work through the Sales teams with support from the Executive Team and Regional operations Managers, and implementing strategies on penetrating and conversion of sales in new markets in the counties for the business unit profitability and growth.
Key Responsibilities:
The primary responsibility is to manage the Business commercially and operationally to maximize profitability whilst ensuring quality, performance improvement and customer service delivery.
The role is varied and includes:

Development of budgets and strategies to achieve the growth plans.
Commercial responsibility for each branch and product (in conjunction with the Managing Director).
Development of organizational arrangements, systems and processes to enable the efficient and effective deployment of resources in line with and supporting the development.
Management control and support of the individual branches and products to ensure profit margins are achieved.
Client updates and meetings to ensure compliance with delivery expectations.
Ensuring full and accurate understanding of contract pricing mechanisms
Correct and timely Billing and revenue assurance
Develop and execute strategic plans to achieve sales targets and growth plans.
Commercial responsibility for the sales (in conjunction with the Managing Director).
Create and communicate sales goals and ensure Excom are informed on the progress of those goals.
Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
Understand industry-specific trends and landscapes.
Effectively communicate value propositions through presentations and proposals.
Report on forces that shift strategic directions of accounts and tactical budgets.
Establish sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new products.
Maintain sales volume, product mix and selling price by keeping current with demand, changing trends, economic indicators and competition.
Drive the successful adoption of the sales and marketing automation platform – Salesforce.
Client updates and meetings to ensure compliance with delivery expectations.
Development and motivation of the sales teams, fostering a high level of co-operation with Excom and other senior managers
Analyze pipeline and lead data, deliver period reporting to the sales team providing key business insights; demand generation, pipeline forecast and trends, conversion rates, target account, market segmentation, win/loss.
Organize and implement marketing strategies in the regions for sales growth in collaboration with the Regional Operations Managers through the sales teams;
Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed-loop between marketing and sales.
Coordinate preparation of sales reports/projections, weekly monthly and quarterly through the sales administrator for analyses on the progress and target achievements;
Recruit develop, coach, and train and support sales teams in conjunction with the related bodies/departments. Communicate and coordinate training of any new sales products/services to the respective teams. This includes coordinating exchange programmes/joint training for the sales teams for exchange of ideas and teamwork enhancement;
Drive product and service penetration in existing customers through the sales teams. Advice the different business unit on ways of widening the product line if need be by comparing product offerings internally and with competition;
Develop and manage accounts plans for corporate clients and liaise with the Bidding team in generating the top ten lists and the watch lists from the regions;
Create and manage a customer value plan for existing customers highlighting profile, share and value opportunities through the teams;
Participate in the development of marketing and sales strategies, making suggestions on sales/customer retention strategies, service offerings, and market analysis feedback for penetration;
Analyze potential and determine the value of existing and prospective customers to the organization. Research sources for developing prospective customers and for information to determine their potential through the teams;
Coordinate and manage required assistance on tender preparation. Ensure that the materials/proposals/quotations getting out to both prospective and potential clients are effective and in line with company policies and procedures;
Work/liaise with all departments to ensure customer satisfaction by coordinating and solving customer’s issues as they arise;
Manage and coordinate a successful implementation of annual price increase in the country; and
Develop and submit sales reports in a timely manner for management decision making. Ensure through the sales, customer care/admin teams, all sales for the regional business unit are captured in the reports by the Sales Administrator.

Competencies:

Strong leadership skills with hands-on capability and management style;
Demonstrate a high degree of sensitivity, confidentiality when dealing with internal and external customers;
A go-getter, enthusiastic, results oriented with excellent interpersonal, communication and social skills;
Have impeccable business negotiation skills;
A forward planner with clear focus, well-organized, detail-oriented and able to multi-task;
Have a high sense of accuracy, attention for detail and with strong analytical ability;
Business acumen, strategic thinker with ability to make sound decisions for the business;
Have good numeracy, problem analysis and reporting skills;
High moral standing with impeccable integrity; and
Ability to grow, support and develop talent.

Qualifications & Skils:

Bachelor’s Degree in business management/administration, Sales or Marketing (MBA will be an added advantage);
Professional marketing qualifications and membership to Professional Marketing Institutions i.e. CIM, MSK etc.
At least ten (10) years relevant experience, 5 of which should have been at a senior leadership level;
Knowledge of current trends in marketing management, public relations and communications;
Knowledge in market research and product placement; and
Tech savvy with good IT skills.

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