About us
AMREF Flying Doctors (AFD), a wholly owned subsidiary of Amref Health Africa, is the most recognized Air Ambulance service provider in Africa. For the last 60 years and counting, AFD has provided air evacuation, air medical assistance and aviation medicine support from every part of Africa to major cities and medical centres on every continent. For more information, visit the website www.flydoc.org.
MAIN PURPOSE OF JOB
A member of the senior leadership team, s/he will provide leadership and manage a highly dynamic sales team and drive implementation of the sales strategy to meet AMREF Flying Doctors growth objective. This includes sale of Maisha and other AFD related products and services whilst meeting customer satisfaction.
Responsible for promoting AMREF Flying Doctors value proposition to customers across the greater Eastern Africa region, the Great Lakes and the Horn of Africa and driving organizational performance in service organization through the sales team.
Reporting to ; Chief Commercial Officer
Grade ; C4
Function ; Sales
Physical Location ; Inside Wilson Airport, Nairobi
Responsibilities
KEY RESPONSIBILITIES
MAIN TASKS
EXTENT OF DISCRETION
Identification and management of the target market
Developing tactical sales strategies for the market to support the overall AFD strategy and business plan in the achievement of the business objectives
Leading the implementation of the tactical strategies and initiatives for the AFD Sales Team
Developing and managing a portfolio of high value, complex commercial client relationships as per AFDs acceptable level of risk
Maintaining relations with both internal and external contacts
Maintaining the overall quality of the AFD customer subscription portfolio and client base within established parameters
Managing risks in pricing, selling activities and decisions
Establishing and monitoring stretch goals for the direct reports
Full discretion
Develop profitable new business from accounts and prospects to achieve revenue targets
Preparing professional and timely client presentations/proposals to meet client unique needs
Negotiating terms, conditions and documentation with customers, culminating in the closing of sales
Negotiating pricing arrangements in accordance with AFD policy and pricing guidelines to maximize profitable income
Providing the COO with consistent, timely and accurate business development reports
Ensuring AFD interests are protected by strictly adhering to risk management, compliance and internal regulatory guidelines
Full discretion, As per AFD policies
Market Development
Analyzing market segments and working collaboratively with internal partners to effectively develop and implement initiatives to acquire new business
Identifying product deficiencies as a result of customer interactions and needs analysis and recommending potential product changes/opportunities to the CCO
Maintaining a high market profile; participating in industry forums to develop relationships with key centres of influence to build and grow business opportunities
Building and maintaining partnerships to help grow the business
Coordinating business development activities with key internal business partners
Coaching sales officers on call planning and effective post call follow-up along with related reports to ensure appropriate prioritization and action on new business opportunities
Providing and coordinating product and sales training for sales officers and other AFD employees to ensure they act as an effective reference sources for opportunities.
Full discretion
Revenue growth and positive returns
Achieving financial sustainability through revenue growth and positive returns
Involving all the stakeholders
Brainstorming revenue growth ideas
Considering external impacts on the business
Ensuring right vision and mission for Maisha is in place
Planning next steps for Maisha products and other products
Communicating sales strategies to the sales team
Interpreting analytics and research for sales decision making
Timely reporting of the sales performance
Full discretion, As per AFD policies
Customer Service and Customer Satisfaction
Leading and managing the Customer Service Team
Managing technical tools and platforms, including customer relationship management platforms, in collaboration with information technology team
Ensuring customer documentation is processed in an accurate and timely fashion
Ensuring high service standards are maintained, including meeting expected turnaround times on customer commitments
Seeking customer feedback on products and the delivery of customer service
Maintaining customer relationships with particular attention to those relationships that are threatened by competition
Ensuring customer enquiries, concerns and complaints are resolved to the customer’s satisfaction
Full discretion, As per AFD policies
Leadership and management of the sales team
Defining clear roles, tasks and expectations
Using data and research to help drive sales strategy, reach sales goals and increase sales executives efficiency with leads, transactions and time management
Training team members about products, the marketplace and best practices in sales excellence
Forecasting sales for goal setting.
Defining sales territories and managing sales team budgets to ensure it is achieved
Monitoring performance and providing timely feedback; identifying, then initiating and directing tactical responses to negative trends
Ensuring staff are knowledgeable about products, services and procedures relative to the needs of the customers and market area they are required to serve
Motivating and focusing the efforts of direct reports
Conducting coaching and skills building sessions for the team
Recognizing performance and managing non-performance
Preparing and obtaining agreement on individualized development plans for all direct reports.
Acting as a mentor
Ensuring timely and accurate completion and submission of business development reporting
Ensuring direct reports provide an excellent level of customer service
Full discretion, As per AFD policies
REQUIRED QUALIFICATIONS
Education
Bachelor’s degree in a related discipline from an accredited university. Certification/registration to a relevant sales professional body is an added advantage.
Preferred experience and knowledge
Minimum 10 years of proven work experience in a large commercial organization of which 5 years must be in a senior leadership role.
Must be able to effectively articulate his/her view to all levels both within AFD and externally in the marketplace at a senior level including industry/customer public speaking forums
Demonstrated maturity and skill in handling delicate relationships in conflicting purposes and enabling all participants in a negotiation walk away with a win.
Expert in sales management leadership
Ability to analyse performance and generate appropriate dashboards and reporting;
Seasoned sales professional with demonstrated capacity to drive superior organizational performance in service organizations.
Strong tactical strategic planning and implementation skills
Results oriented with strong data analytics and ability to analyze performance, generate appropriate dashboards and reporting
Good knowledge of CRM systems and best practices
Proficiency in Ms Office Suite
Ability to travel several times a year.
Competencies
Excellent communication and interpersonal skills
Strong leadership skills
Proven ability to lead a team and meet quotas
Ability to delight customers
Ability to apply financial knowledge and
Ability to think strategically and take risks
Ability to apply data analytics knowledge and experience
Application of a commercial mind-set and emotional intelligence
Application of change management skills
Working knowledge of insurance industry/aviation/medical
Environmental conditions
Based at AMREF Flying Doctors Hangar, Wilson airport
AFD has a 24-hour work environment
Job Requirements
Required education
: Bachelor's degree
Required relevant work experience
: 10 years
Required languages:
English (Spoken: fluent | Written: fluent)
Mandatory attachments
Please have a scan or photo of these documents ready when you start the application:
Self-prepared CV file
- the employer wants to see a CV that you have prepared yourself
Education certificate
- the official certificate for your highest education
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