Manufacturing Industry B2B Corporate Sales Manager Job in Kenya

Our Client in the Manufacturing Industry seeks to recruit a Corporate Sales Manager – B2B.

Overall Job Purpose: Implement the sales strategy in line with the overall business strategy in order to achieve the company sales target, growth and profitability.

Key Deliverables for this Position

  • Achieve corporate sales targets & customer base growth
  • Achieve cash and stockholding management targets
  • Achieve Customer service delivery targets
  • Achieve Route Adherence and Cost targets

Role Description and Key Deliverables

1. In liaison with the Head of Sales, develop the annual sales forecast numbers as per the company projected growth plans.

Key Deliverable: Actual Annual Sales plan per product per account.

2. Develop and manage the implementation of the Pipeline sales plan and ensure the achievement of the set sales targets in line with the overall company budget numbers.

Key Deliverables:

  • Annual sales roll out plan
  • Clear sales roll out plans to be shared and updated weekly on the dashboard.
  • 100% sales targets achievement

3. Managing the P&L for the segment that is in line with established plans and policies of the department and align it to the contribution and effectiveness of segments marketing activities

Key Deliverables:

  • Annual sales expense budget
  • Zero variance from the budget
  • Corporate sales and distribution activities plan aligned to the expense budget and policy.

4. Implement projected business expansion plans by actively recruiting new customers and ensuring the customer recruitment, retention and relationship is well managed for sustainability and growth of the business

Key Deliverables:

  • At least 3 new accounts contracts signed off with new Business partners every month.
  • A minimum of 6 outlets visited on daily basis to generate sales and CRM purposes.

5. Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.

Key Deliverables: Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.

6. Develop and drive product training to the sales team internally and externally as far as B2B line of business is concerned.

Key Deliverables:

  • Quarterly/half year Training sessions (plant visits )
  • Align Trade team to help identify opportunities across their respective territory

7. Provide regular feedback to the Head of Sales and business on competitor activities and developments in the trade arena as well as prevailing market conditions and trends.

Key Deliverables:

  • Recommend effective actions to be taken and ensure the implementation of agreed actions
  • Monthly price mapping on competitor pricing and activities

8. Networking and partnering with other senior managers and directors both internally and externally to identify and generate new business ideas and opportunities for the company.

Key Deliverables:

  • Monthly Lead generation reports
  • Clear pipeline sales management plans

9. Prepare and submit accurate and timely weekly / monthly / quarterly sales reports on actual sales performance against budget and reporting on variance to facilitate a comprehensive sales performance review.

  • Timely monthly reports on corporate accounts marketing activities vs set sales targets
  • Clear pipeline sales management reports

10. Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized. Ensure the territory AR is at zero (100% collection) as per the trading terms.

Key Deliverables:

  • 100% compliance on trading terms by timely payment collections.
  • Zero AR at all the times.
  • Free cash flow

Academic & Professional Qualification

  • A Bachelor’s Degree in sales and marketing or a business related field.
  • A professional certification in sales and marketing.
  • Membership in a sales and marketing professional body

Relevant Knowledge & Experience

  • A minimum of 6 years of working experience in a sales position preferably as a Senior Sales Manager,
  • Experience in a fast-paced and dynamic manufacturing business environment
  • Advance exposure/experience in both B2B and B2C corporate sales .
  • Demonstrated knowledge of effective sales skills and behavior, in order to secure and maintain durable and profitable customer relationship demand.
  • Demonstrated knowledge and experience of managing customer relationships in order to meet customer requirements and secure profitable business to achieve sales objectives.
  • Excellent understanding of the impact of decisions and actions on the relevant stakeholders.

Functional / Technical Skills

  • Ability to work independently with limited supervision, under pressure and meet deadlines.
  • Ability to work in a fast moving competitive environment
  • Excellent communication and negotiation skills
  • High levels of professionalism with internal and external customers.
  • Excellent Customer Service, Customer Relationship and interpersonal Skills
  • Effective analytic, planning and organization skills with the ability to design and execute action plans.
  • Ability to work in a cross functional team setting.

Personal Attributes

  • Ability to cope with pressure
  • Strong leadership skills with ability to influence with integrity
  • Energized, positive, passionate and confident.
  • Highest levels of personal commitment to results and achievement.
  • Flexible – Must be willing to work a flexible schedule based on business needs which include evenings, weekends and holidays.

Applicants who meet the requirements stated above should send their applications and detailed CVs with a day – time telephone number to the email address: with Corporate Sales Manager-B2B on the Subject line

Job Summary:
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Job Category
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Company / Organization
Approx. Salary
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Job Details
Job Location

Nairobi, Kenya

Nairobi County

Sales and Marketing
Updated: September 20, 2018 — 10:55 am