Job Summary
Our client, a powerhouse in the entertainment and media industry is looking to add a talented and experienced Regional Sales Manager to their team.
Minimum Qualification:Bachelor
Experience Level:Senior level
Experience Length:5 years
Job Description
The role holder will be responsible for the following:
• To execute the company’s Kenya sales strategy in the region ensuring that business plan targets are met by generating channel sales
• Oversee sales pricing, planning, operational forecasting, partner management and trade marketing
• Ensure that assigned channel Sales targets are met by effectively managing and generating new accounts
KEY ACCOUNTABILITIES, MEASURES & CONTACTS
Key Accountabilities
Sales Execution
• Implement the sales strategy for the region to achieve business growth objectives
• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives
• Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities
• Launch viable regional sales projects in support of business objectives
• Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and to provide guidance and support to counties to adopt
• Ensure achievement of sales target for channels
• Drive RED execution and conduct daily reviews
• Implement Sales plan within assigned territory
• Meet assigned sales quotas and cover designated targeted market segments
• Understand the business environment in which the company finds itself and assist in collating marketing information where necessary, that might be useful for strategic planning efforts
• Maintain awareness of sales activities in assigned region
• Give feedback of competitor’s activities and changes experienced
Channel Management
• Responsible for channel partner management
• Implement DOSA, KAOSA to all channel partners to enhance productivity
• Implement SRDE as per The company’s PICOs to foster distribution excellence
• Implement/monitor channel partners growth roadmap through strategic account plans and JBPs
• Monitor financial and performance targets of channel partners
• Identify and manage existing and new channel partners within region
• Ensure all channel incentives are aligned with organizational goals
• Develop a strong collaborative working relationship with the channel partners
• Harness new distribution opportunities with alternate channels
Account Management
• Ensure achievement of Retail accounts sales target within your region
• Management/retention of Retail accounts
• Report on a weekly and monthly basis on sales performance for these accounts
• Implement the development of sales proposals, presentations and negotiations
• Proactively analyze customer needs and make proposals to build and maintain relationships with key players
• Follow up on all leads for new subscribers and monitor After-Sales
• Cascade retail channel sales objectives definition and prosecution as well as store campaign management
• Development, implementation and control of the sales plan, training and marketing at chains of retail customers
• Review of annual contracts
Development of New Markets
• Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from channels within the region
• Maintain a database of all channels
• Develop new market opportunities in the designated region or market
• Maintain a database of sales leads and execute effectively
• Identifying prospects and ensure adequate follow up to generate business opportunities
• Arrange markets with potential customers; challenge their objections to ensure their buy-in
• Generating sales opportunities and providing a professional and excellent level of customer service with existing and new customers
Sales Budget Management
• Manage channels sales budget for the designated region
• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
• Maintain proper management and control of expenditures of resources necessary to achieve the target margin
• Review regional expenses and recommend improvements where necessary
Operation Delivery
• Accomplish the regional sales in assigned region; communicating target expectations to channel partners and reviewing compensation actions; whilst enforcing policies and procedures
• Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change
• Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
• Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
• Implement trade promotions by publishing, tracking, and evaluating trade spending
People Management
• Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement
• Build and develop high performing teams and drive superior performance standards
• Manage team members to ensure effective delivery of business unit objectives
• Develop a high performing team by embedding formal performance development and informal coaching
• Encourage frequent knowledge sharing between team members
• In liaison with HR, determine and analyse development needs for the team & ensure that identified training requirements are budgeted for and executed
• Manage leave for team members and create leave plan to ensure adequate coverage
• When required, initiate disciplinary processes for team members calling on support from HR
• Resolve grievances raised by team members and escalate only if required
• Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with
• Motivate team members and ensure that their efforts are recognized
• Ensure effective communication on key focus areas and developments
Governance and Reporting
• Identify process improvement areas & ensure implementation.
• Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
• Review Operations reports and provide feedback & follow up on issues noted.
• Provide formal input into business process and area to address operations
QUALIFICATIONS & EXPERIENCE
The incumbent is required to have the following qualifications and experience level:
• A first degree in any discipline. An MBA is an added advantage
• A minimum of 5 - 7 years in a commerce, business administration or sales and marketing leadership role
• Strong financial acumen and experience in channel partner management
• Deep sales and distribution knowledge
• Proficient in computer applications
• Commercial experience in Kenya
• Experience in trade sales activations
• Digital savvy
