Job Summary
The Sales Manager in charge of Key accounts is a role located in Nairobi but with extensive travel around the country. The manager concentrates on building a pipeline of customers with project work and onboards them, converts then and ensure that their orders are delivered on time and in full in line with the project plan.
The manager is the liaison between the projects and the furniture team, for any queries about CNC cutting, grooving and edge binding on large scale, developing a Value-Added Services (VAS) pricing per project and per client for review and approval by the management.
Key Duties and Responsibilities
Health and Safety and Environment issues
Ensure the adherence with the safety procedures as per the Company premises within the finished goods warehouse and the Company at large;
Identify and communicate to the HSE team on any hazards that are identified in the warehouse, implement and close out recommendations by the HSE team on hazards identified in the warehouse;
Ensure attendance of the staff members in the finished goods warehouse for toolbox talks and other Company HSE activities;
Adherence to housekeeping directions for the warehouse as communicated by the HSE team.
Business and Market Development
Develop a growth strategy focused on bot a financial gain and customer satisfaction.
Conduct research to identify new markets and customer needs in the Projects market and with Key Account customers. (In Kenya and in East African countries starting with the EAC member countries)
Design marketing strategy for the development of the market in the various region with a bias to projects and key accounts
Define and key accounts customers and map them and their projects region wise.
Prepare proposals and tender and biding documents for the provision of reconstructed wood products and any other VAS as per the tender documents. With the assistance of the legal department, prepare sales contracts for VAS and longer-term projects.
Arranging and attending meetings with prospective customers
Building long- term relationships with new and existing customers
In addition to projects, guide the business development for the regional sales teams to convert into sales in respective sales regions.
Develop a brand strategy and align the marketing strategy, including the route to market to support that brand strategy. Measure the brand value on occasion to ascertain in ROI on the brand investment.
Market research
Conduct market intelligence to inform management decisions. This includes, but is not limited to, pricing, new products, credit terms, customer stock levels of competitor products, customer buying habits.
Identify new trends in the housing, furniture, and joinery markets to inform new product development and improvements of the current product offering.
Survey the micro and macro-economic and regulatory and policy environment to identify opportunities that the company can take advantage of and threats that need to be mitigated against
Prepare and maintain a database of Key Accounts, their project pipeline, project profiles and other relevant information for pitching/ expression of interest in the Company products and services.
Deliver value through increased sales to Key Accounts
Prepare sales forecasts for the Key Accounts division for the month in line with the company’s strategic
Ensure that sales quotas are meet. Supports the general trade division to meet their quotas through effective market development and where possible and efficient, servicing IHBs out of the scope of key accounts through the existing route to market.
Drive sales growth through generation of leads and identifying and implementing new ways cost effective and efficient ways of increasing sales.
Building a pipeline of projects at different stages of completion to ensure a consistent revenue stream from Key Accounts
Support the sales team in driving sales revenue by visiting customers (existing & potential) to close sales deals
Ensure billing in line with the agreed billing cycle per customer and project and ensure that the monies are collected in line with the credit terms and period allowed.
Managing People and performance
Actively involved in the recruitment hiring, training, monitoring of the sales team direct reports and manage their individual performance.
Ensure that direct reports have the requisite oversight and guidance in the performance of their duties.,
Coach and mentor, the team to develop capacity and to assist team members in the sales force reach their goal and achieve their targets. This includes planning for their training and development, and identification of training gaps.
Relationship and brand building
Develop a comprehensive knowledge of available company products and service. Identify areas of collaboration with other group companies to increase revenues through cross selling, and upselling customers who would need various products.
Identify and propose marketing events / collaborations that would be beneficial to the company and the brand, prepare proposals for such events for the management to review,
Knowledge and Experience Requirements (Qualifications)
University Degree (Minimum 2nd Class Upper) in Business Administration, Commerce, with a bias to Sales& marketing
CIM qualifications will be an added advantage.
3- 4 years’ experience in a customer facing role preferably in field sales
Proven experience in business and market development is key.
Experience in the construction industry and specifically in key accounts is an added advantage.
Proven track record in the onboarding customers, lead generation, conversion and retention of customers including achievement of sales targets.
Basic IT literacy and competency in the use of MS Office applications and experience in use of a CRM software
Hold a valid Drivers’ license.
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