Schneider Electric East Africa is looking to recruit a Sales & Marketing Director-Electrical Distribution responsible for the East Africa cluster. Reporting to the President, East Africa, the position holder will be a member of the Management Team and will be based out of Nairobi, Kenya and cover all East African countries, mainly Kenya, Uganda, Tanzania, and Ethiopia.
Responsibilities
Managing and driving the growth of revenues and profits with Electrical Distributors in East Africa region
Build, lead and develop the sales and marketing team in East Africa
Build and run state-in-the-art marketing capabilities within the organization
Revenue growth, profit, market share, incremental business, and people development will be key metrics by this the candidate will be measured
Principal Accountabilities
People management
Manage and coach team’s members
Assess people performance
Recruit and develop talents
Sales and Business Development
Market analysis to identify the key drivers for growth: competition analysis, market trend, value proposition
Define a yearly commercial plan to grow revenues with electrical distributors
Ensure implementation of Commercial Actions Plan and monitor the progress
Conduct Sales Performance analysis and prepare Quarterly Business Review
Expand share of wallet with existing partners
Appoint new partners to enlarge market coverage
Channel Management
Run analysis on our partners’ situation (sales out, inventory, order intake) to forecast accurately your revenues
Guide and monitor partners’ activities to grow their sales (product promotions, offer knowledge, commercial actions…)
An animate community of resellers and electricians to create more pull to distributors
Develop and run a state-of-the-art marketing function within the organization
Pricing management
Commercial Policy
Product launch
Promotional activities
Logistic offer
Channel marketing: saturation of channels with various offers
Qualifications
Degree in Electrical Engineering or related fields
MBA will be an added advantage
10 years’ experience in Sales and Marketing Management (sales and marketing background especially in channel management)
Prior experience in a similar role within the electrical distribution industry is highly desired
Technical know-how in engineering with a plus for electrical background
Experience in Eastern African countries or working in developing markets is a plus
Experience in working in a matrixed structure, being able to balance the needs of multiple stakeholders across local, regional and global functions.
Knowledge & Skills requirement
Schneider Electric Partner and Industry knowledge an added advantage
English speaking mandatory
High level of autonomy. Proactive and self-motivated team leader.
Marketing and channel management
Vision and strong strategic sense
Familiar with technical business
Very Strong commercial skills and attitude
Ability to build team capacities and develop resources
Customer Relationship Management
Entrepreneurship
Good interpersonal, negotiation and problem-solving skills
Innovative and creative skills
