Our client based in Nairobi, Kenya is looking for Sales and Business Development Manager to achieve consistent growth in the Company customer base and sales figures by achievement of sales/revenue target so that business growth is achieved and ultimately success of the company and the achievement of its strategic objectives Education and Minimum Requirements
Grade 12/ Matric
Business Management Degree/NQF Equivalent
Good Business Acumen
Solution Sales Methodologies
Relevant Industry/ Domain Knowledge
Attention to detail
Customer relationship Management
Setting and measuring meaningful KPIs (Key Performance Indicators) appropriate to each individual direct report
To regularly sanitize the sales pipeline and resultant forecast and adjust as necessary
Review the Gap (target vs actual)
Determine if the pipeline is sufficient to cover the gap
If not, to jointly craft appropriate strategies to generate additional pipeline
To review the strategies to win each major deal
To review Account Plans (if/when appropriate)
To review and hold staff accountable for agreed actions
Coaching: To provide a motivating environment for his/her staff.
To manage, coach and lead as appropriate based on the outcomes of the reviews and field interaction with customers, colleges and stakeholders.
Coaching is critical and vital, but only effective if applied against the above outcomes
With their primary function being the achievement of sales targets through other people, they must on an on-going basis, understand who their top ‘high flyer’ performers are (typically 20% of their staff), then who makes up their vital core of average performers (typically 70%), and who their bottom 10% are (typically ineffective individuals).
The relatively few high flyers will typically produce most of the Sales Manager’s target and therefore require special attention. The Vital 70% must be well looked after and future high fliers identified and developed. The bottom ineffective individuals must be managed up or out. If not managed up or out, these non-performers typically absorb 50% of a manger’s time, with little or no return.
Maintain an extensive network of internal and external contacts to ensure that the country operation is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.
Manage the political landscape of the “Buying Centre” using the MCS (Managing Complex Sales) Deal Sheet for large deals to achieve the desired outcomes
Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.
Educate and keep the business unit up to date on sales and business trends that affect the country operation
Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimize risk and ensure performance
Provide the team with an empowering view of Altron’s mission, vision, values and the key strategic objectives so that these stakeholders are fully aware of the current as well as future opportunities and challenges.
Please visit our website at www.boardroom.co.za for more details and to register your C.V.