Reports to: Managing Director
Overview:
The Head of Sales East Africa is a role performed by a driven, high-performing individual that will help the company meet our new business revenue growth targets .They will be responsible for maximizing our sales team potential, crafting sales plans, execute these plans and ensure team sell’s inline with our methodology & processes.
Territory focus will be Kenya, Tanzania, Uganda and Rwanda
Requirements:
Completed KCSE or equivalent
Preferably a Completed Tertiary Qualification (i.e. Sales Management or equivalent)
Minimum of 5 to 10 years’ similar work experience, preferably in New Business Sales with at least 5 years management experience
Have a successful track record in Consultative Selling and Target Achievement
ERP/Software Sales exposure (advantage)
Valid Drivers’ License and Own Vehicle
Willing to travel in Kenya and within the Eastern Africa region
Committed to continuous education through workshops, seminars and conferences
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Proven ability to drive the sales process from plan to close
Strong business sense and industry expertise
Excellent mentoring, coaching and people management skills
Responsibilities:
Building and managing team new business sales pipeline
Enabling sales team; working closely with the inside sales / demand generation / telesales and researcher teams in both Kenya and Tanzania
Building and running presentations
Support team with preparation of proposals, and responses to: RFP’s, RFQ’s, expression of Interest, Tenders
Exco level meetings and negotiation
Assist with deal closure
Achievement of region new business sales targets
Assist in evaluation of competitive solutions and vertical markets to refine the ‘go to market’ (GTM) product stack
Maintain Customer Relationship Management (CRM) records
Participate with management in building strategic sales plan that expands company’s customer base and ensure it’s strong presence
Execute such sales plans within the sales team
Support recruiting, objectives setting
Coaching and performance monitoring of sales representatives
Build and promote strong, long-lasting relationships with client C-Level to grow reference based sales
Present sales, revenue reports and realistic forecasts to the management team
Identify emerging markets and market shifts while being fully aware of new products and competition status
Awareness and adherence to company policies and procedures
Key Attributes:
Ambitious and Competitive
Target driven & can cope well under pressure
Extrovert, confident, presentable, sincere and reliable
The candidate would have the gravitas to interact at the highest levels within target organizations and be very comfortable with business concepts, business needs, processes and terminology
Ability to align business expectations with a solution
Focused and Well Organized
Good multitasking and relish the challenge of building significant market share with great products and solutions
Deadlines are important so good time management and motivation is critical
Team player
Demonstrate excellent situational people management skills- motivating;coaching, lead by example & when required apply supportive pressure
DEADLINE: Friday, 23 August 2019 – No applications after this date wil be accepted
