KEY SPECIFICATIONS FOR THE POSITION
Minimum academic qualification: Min: Degree in Engineering (civil / structural preferred) and Masters in Business Administration (or equivalent)
Professional registration: Required, Engineers Registration Board, Tanzania.
General work experience (years): 10years.
Specific to the position (level/discipline/years): 5 years’ experience in B2B selling
Experience in selling building materials / Pre-engineered buildings /Paints will be an advantage but is not mandatory
Key competencies and skills:
Negotiation and Influence Skills
New Market and product Development
Budgeting & Forecasting
Order Funnel Management
Problem Solving ability
Self-Motivated & Self Driven
Main purpose of the position: To manage sales of Building Solutions products pertaining to the Institutional and project segment in Tanzania. The incumbent is also responsible for sales growth in this segment as per company’s Long term and short term plans.
Reporting in to this position (designation and level)
Responsibility for Internal and external relations
Internal: Management, Supply Chain, Finance, HR, Marketing, Legal
External: Customers, structural consultants, architects, contractors and developers, Government Agencies.
Managerial /Supervisory responsibilities
Prepare long term and short term plan regarding the Project and Institutional segment business of the company.
Responsible for accomplishing the agreed business plans and associated actions along with the team. Accountable for accomplishment of monthly, yearly and long term sales, collection and margin plans.
Market mapping of Institutional and Project customers and sub-segmenting/grouping them based on their needs and company’s service criteria.
Implementing strategies related to Institutional and Project business including development of new markets/ territories, new products and services, building relationship with customers, Architects, consultants, government agencies and contractors
Analyzing and tracking competitors’ activities to change existing strategies to win customers and bring about changes in ALAF value propositions
Managing sales performance of the team through systematic and structured sales process (Order Funnel like SPANCO). Tracking market share with key institutional customers and maintaining the same as per plan.
Setting team’s performance plans, monitoring the same and evaluating them by timely reviews and feedback.
Leading, coaching, mentoring and motivating team members to enhance their efficiency and effectiveness. Help and guide subordinates in their career progression.
Ensure all company activities adhere to legal guidelines and policies of company and the country. This includes the safe execution of projects.
Managing customer complaints related to Institutional and Project segment
Customer acquisition and management thru order funnel process
Assess and identify new opportunities for growth in current and prospective markets.