Sales Manager Career Opportunity in Eldoret, Kenya

Job Title: Sales Manager
Job Code: SM/DL/160118
 
Number of Positions Open: 1
Reports To: General Manager
 
Location: Eldoret, Kenya
Closing Date: Open Until Filled

Summary: The role of the Sales Manager will be to oversee the entire sales activities in Rift Valley and Western Kenya regions. Based in Eldoret but having frequent travel to the specified regions. 

 

The main products being handled are fresh milk, yoghurt and lala. Key activities include; sales planning and management, debt collection, distribution planning, marketing and business development.

Job Objective: The SM will be expected on-entry to evaluate current sales activities, after which to recommend high impact and profitable strategies related to products, routes, personnel, transportation and packaging.

Primary Responsibilities:

 The responsibilities of the Business Development Manager will include the following:

  • Achieves marketing and sales operational objectives by contributing information and recommendations to strategic plans and reviews; preparing and completing action plans implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits identifying trends; determining system improvements and implementing change
  • Meets marketing and sales financial objectives by forecasting requirements, collaborating in the preparation of; an annual budget, scheduling expenditures, analysing variances and initiating corrective actions
  • Collaborating in annual and gross-profit plans by forecasting and developing annual sales quotas for regions projecting expected sales volume and profit for existing and new products; analysing trends and results establishing pricing strategies; recommending selling prices monitoring costs, competition, supply and demand
  • Pricing of all products and review on quarterly basis to maintain profitability
  • Provides information by collecting, analyzing, and summarizing data and trends
  • Being instrumental in the establishment of 1,3 to 5 year business plan
  • Preparing annual sales budget with product-wise and customer-wise forecasting
  • Achieving budgeted sales revenue and volume
  • Accomplishes marketing and sales objectives by planning, developing, implementing, and evaluating advertising, merchandising, and trade promotion programs developing field sales action plans
  • Pursue business development needs through co-ordination with any required section or department within the company but also with external stakeholders in order to achieve the sales objectives of the company
  • Ensure effective communication and relationship building of customers and all sales and marketing stakeholders
  • Perform regular reviews and strategic development on all distributors, depots and customer groups (agents, institutions, HORECA) with reference to sales targets, profitability, distribution, product and packaging, communication, marketing, payment performance and outstanding debt, reconciliation and customer service
  • Identifies marketing opportunities by identifying consumer requirements, defining market, competitor’s share, and competitor’s strengths and weaknesses; forecasting projected business establishing targeted market share
  • Evaluating customer satisfaction through a structured mechanism
  • Create a customer problem statement for the top five selling products
  • Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities improving product packaging coordinating new product development. 
  • Conducting market survey periodically and to identify new products for developments
  • Updating management for new product development requirement, need for capital investment based on current market trend and future projections, market competition, performance of competitors, addition or reduction of competitors, etc
  • Sustains rapport with key accounts by making periodic visits; exploring specific needs, anticipating new opportunities
  • Ensure frequent assessment of sales routes spanning all customer groups (agents, institutions, HORECA)
  • Protects organization’s value by keeping information confidential
  • Accomplishes marketing and organization mission by completing related results as needed.
  • Coordinating and controlling Sales and Marketing department’s activities including departmental goal setting, performance appraisal and empowering team members
  • Expanding customer base in both domestic and export market
  • Handling, reporting and tracking customer complaints and co-coordinating with relevant departments for initiating corrective action
  • Ensure the collection of all overdue payments under responsibility
  • Coordinating and directing sales and marketing team members towards enhancing their individual performance and training sales team members
  • Preparing dispatch instructions and guiding cash sale / counter sale personnel in making invoices
  • Coordinating with logistics/warehouse/depot personnel for the timely delivery of goods to various customers
  • Coordinating with the General Manager and Production Manager for prioritization of production and customer complaints.
  • Successfully implementing of performance measurement and presenting performance of sales department in performance meetings with clear objectives and plan of action
  • Ensuring development, implementation and maintenance of Quality Management Systems, its improvements and adherence to International Standards with respect to sales function
  • Taking care of company properties that come across during the course of normal duties.
  • Ensure effective planning and use of 3rd party and internal marketing events
Primary Objectives & Targets:
  • Increase total sales by 10% every quarter
  • Engage disruptive marketing methods for low cost and high impact marketing buzz
  • Grow the number of agents, distributors and distribution vehicles to support the sales targets
  • Every potential customer must know who we are, the products we offer and why we offer them
  • Scale up production capacities to be above 85% all the time
  • Minimum growth on product volumes – 20% per annum.
  • Average Agent Debtors days shall be maintained at less than 3 days.
  • Average Retail and Institutional Debtor days shall be maintained at less than 45 days.
  • Create initiatives to advance your sales team towards the companies key development pillars:
  1. Teamwork Excellence
  2. Product Excellence
  3. Financial Excellence
  4. Customer Service Excellence
  5. Distribution and Marketing Excellence
KPIs:
  • Sales revenue in value
  • Sales revenue in volume
  • Average realization per product per region
  • Total monthly collections of payments
  • Average debtor level
  • Number of new customers, and total additional volume of business brought in
Experience:
  • Should be in a similar position for at least the last 2 years, of progressive sales experience in the FMCG industry focused on General Trade and should have a proven track record in developing distribution.
Qualifications and Experience
  • Experience and ability to grow FMCG sales in the General Trade is very important
  • Bachelors in Sales & Marketing, business administration, or any other related discipline
  • Post graduate qualification in related discipline is desirable
  • Must be a strategic planner and goal setter with a long term vision and objective
  • Good communication skills and computer literacy is required
  • Experience and ability in handling Debt Collection
  • Candidate must be willing to travel around the country and the region
  • Understanding of Marketing Concepts, Positioning, Social media, Sales Planning, Competitive Analysis, Understanding the Customer, Product Development, Creativity
Desired Attributes
  • Someone highly organized with clear understanding of their priorities
  • Someone with proven problem solving ability and integrity
  • Someone able to build, coach and develop effective teams
  • Someone able to get work done through others and be a team player
  • Someone with the motivation and energy to get the job done
How to Apply:

Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on: Sales Manager

Kindly include your current and expected remuneration in your application.

Be advised, this job is open to Kenyan nationals only


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