Reports To
:
General Manager East Africa
Location:
Nairobi, Kenya
Job Purpose
The Electrical Distribution Director will be a member of the Management Team, responsible for:
• Managing and driving 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
The job is based in Nairobi and cover all East African countries, mainly Kenya, Ethiopia, Tanzania and Uganda.
Principle Accountabilities
• People management
I. Manage and coach team’s members
II. Assess people performance
III. Recruit and develop talents
• Sales and Business Development
I. Market analysis to identify the key drivers for growth: competition analysis, market trend, value proposition
II. Define a yearly commercial plan to grow revenues with electrical distributors
III. Ensure implementation of Commercial Actions Plan and monitor the progress
IV. Conduct Sales Performance analysis and prepare Quarterly Business Review
V. Expand share of wallet with existing partners
VI. Appoint new partners to enlarge market coverage
VII. Channel Management
VIII. Run analysis on our partners situation (sales out, inventory, order intake) to forecast accurately your revenues
IX. Guide and monitor partners’ activities to growth their sales (product promotions, offer knowledge, commercial actions...)
X. Animate community of resellers and electricians to create more pull to distributors
• Develop and run state-of-the arts marketing function within the organization
I. Pricing management
II. Commercial Policy
III. Product launch
IV. Promotional activities
V. Logistic offer
VI. Channel marketing: saturation of channels with various offers
Dimensions
• Strategy
• marketing
• Business Development
• People management and development
Organigram
Manage existing teams located in Kenya. In charge to grow the team, mainly in Eastern countries mainly Ethiopia, Uganda and Tanzania
**Education & Experience
Education
Essential**
• Business Degree and/or Electrical Engineering qualification
Desirable
• MBA will be an added advantage
Experience
Essential
• ~10 years’ experience in Sales and marketing Management (sales and marketing background especially in channel management).
• Technical know-how in engineering with a plus for electrical background
Desirable
• Experience in Eastern African countries
Knowledge and Skills
Knowledge
Essential
• English speaking mandatory
Desirable
• Schneider Electric Partner and Industry knowledge an added advantage
Skills
Essential
• High level of autonomy. Proactive and self-motivated team leader.
• Marketing and channel management
• Familiar with technical business
• Very Strong commercial skills and attitude
• Ability to build team capacities and develop resources
• Entrepreneurship
• Good interpersonal, negotiation and problem-solving skills
Desirable
• Vision and strong strategic sense
• Customer Relationship Management
• Innovative and creative skills
About us
Schneider Electric is leading the Digital Transformation of Energy Management and Automation in Homes, Buildings, Data Centers, Infrastructure and Industries. With global presence in over 100 countries, Schneider is the undisputable leader in Power Management – Medium Voltage, Low Voltage and Secure Power, and in Automation Systems. We provide integrated efficiency solutions, combining energy, automation and software. In our global Ecosystem, we collaborate with the largest Partner, Integrator and Developer Community on our Open Platform to deliver real-time control and operational efficiency.
Managing and driving growth of revenues and profits with Electrical Distributors in East Africa region
