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Thursday, January 5, 2017

FMCG Company Sales General Manager Job in Nairobi Kenya

Job Title: General Manager – Sales
Reference: GMS 2017
 
Recruiter: Stratostaff East Africa Ltd
Location: Nairobi
Available: ASAP
Category: Experienced
Offer: Neg.
 

Profile Introduction: Our Client in the fast moving consumer goods seeks to recruit a General Manager in Sales.
Our client specializes in research, development, blending and marketing of flour correctors, bread improvers, specialty bread premixes and technical cereals for use in the milling industry, bakery, pasta plants, dietetic food, and breakfast cereal.
 
The General Manager, Sales will be accountable for achieving the following results:
  • New business acquisition against target
  • Existing business development target
  • Profit development against target
  • Ensuring customer satisfaction
  • Ensuring employee satisfaction
  • Based in the Nairobi, the individual will report to the Managing Director and Director.
Minimum Requirements
 
Essential Educational and / or Training Qualifications & Certificates
  • Bachelor’s Degree in Business or a related field;
  • Professional certification level is preferable but not essential;
  • Fluency in oral and written French will be an added advantage.
Preferred Experience and Knowledge
  • Over 10 years of sales / marketing management in the food industry;
  • Experience in a Mills and Bakery company will be an added advantage;
  • Proven people management skills;
  • Proven track record of achieving sales targets (personal & team);
  • Organisational awareness (structure and products & services);
  • Good industry sector awareness including consumer goods structures, developments and requirements.
Job Specification – General Manager-Sales
 
Identification and Management of the Target Market
  • To identify all accounts to be focused on within (name of country) that will contribute to the achievement of the revenue and profit budget
  • Gathers all information related to Ad-hoc, Small, Medium and Large customers
  • Determines at a National level the number of required territories through the evaluation of the number of weekly, monthly and quarterly:
  1. Trading customers
  2. Prospect customers
  • Supports Regional Management in making decisions relating to Territory structures
  • Agrees the sales channel budget/revenue targets for each Territory.
Strategic Sales Planning and Development
  • To translate and deploy at country level the divisional sales strategy for the company to achieve its budget, revenues and strategic goals;
  • Puts together a top level business plan for their sales channel and cascades throughout the function;
  • Ensures Local, and Regional business plans fit in with the country business plan;
  • Reviews the business plans at all levels on a regular basis;
  • Monitors Country, Regional and Local revenue results versus budgets /targets for the sales channel;
  • Communicates and gains support from Country and Local management for the achievement of sales objectives.
Relationship Management
  • To ensure we win, keep and develop Ad-hoc, Small, Medium and Large customers through building lasting relationships;
  • Forms professional and appropriate relationships at senior level in identified customer organisations through face to face contact;
  • Forms professional and appropriate relationships with the MA Management sales channel;
  • Ensures correct levels of the firm’s Management are in contact with the most relevant management level within the customers organisations;
  • Monitors the development of customer relationships throughout the function and at all levels;
  • Ensures customers are kept up to date with relevant firm information and reports, where applicable;
  • Establishes appropriate relationships and communicates with other relevant functional areas;
Marketing / Product support
  • Supports product development to ensure firm’s value proposition is meeting the requirements of the Ad-hoc, Small, Medium and Large customers;
  • Establish potential product opportunities through identifying new developments within the sales channels customers and competitors within the local market;
  • Actively informs the divisional product development team on a regular basis;
  • Supports the introduction of new products through cascading the information and monitoring the deployment throughout the functional teams;
People Management
  • To lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee satisfaction;
  • Ensures the compliance to formal recruitment procedures to attract and retain the very best sales employees;
  • Manages, coaches and reviews employees to ensure KPI’s and personal objectives are achieved;
  • Through Training & coaching, ensures that sales employees are equipped with the right skills, knowledge, competencies, and empowerment to delight customers and achieve business results;
  • Implements challenging but achievable reward and recognition schemes, in collaboration with Human Resources, which help to create highly motivated sales staff, and to reward excellent performance through both financial and non-financial means;
  • Participates in the implementation of succession planning frameworks;
  • Ensures that management are aware of the needs of employees through the effective management of employee satisfaction surveys and accompanying action plans, and through two-way forums and suggestion schemes;
  • Conducts regular group review meetings to assess team performance and progress against business plans;
  • Promotes the corporate values through active participation in the corporate initiatives
  • Complies with all company related policies, procedures and legal requirements (HR, H&S, Security, etc).
Process Management & Implementation
  • To deploy and monitor sales processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
  • Ensures correct implementation of new and existing divisional sales structures, policies and processes.
  • Ensures continuous improvement in customer experiences through supporting the deployment of best practice processes
  • Works with cross-functional colleagues to ensure the sales and related functional processes are consistently applied and refined to improve the customer experience
  • Actively reviews and manages the performance of sales customer accounts through the effective deployment of relevant divisional policies, accompanied by corrective action planning against performance results, where applicable
Project Work
  • To contribute to the effective roll out of business unit projects, through contribution of professional expertise and leadership
  • Ensures achievement of action points assigned
  • Ensures the involvement of those with the appropriate expertise and accountability
CR and Health & Safety
  • Comply with the company’s corporate responsibility, health, safety and environmental standards and responsibilities as identified within the firm’s management systems and effectively implement and maintain these management systems.
Customer Experience
  • Design the action plans to embed the entity strategy and tactics in the area of Customer Experience and lead roll out at a local level.
  • At anytime and anywhere set the example and perform the activities whilst displaying the behaviours that are designed to deliver a distinctive Customer Experience.
  • Encourage, motivate and monitor employee adherence to these activities and behaviours.
Competencies
  • Attention to detail;
  • High sense of confidentiality and attention to details;
  • Excellent interpersonal skills, well developed communication skills with high integrity;
  • Ability to make quick decisions and work under pressure –  prioritizing;
  • Effective time management with ability to work under minimum supervision.
How to Apply
 
If you are qualified and up to the challenge send your Resume and Cover Letter to vacancies@stratostaff.co.ke by 5pm, 20th January 2017.
 
Please note that only qualified candidates will be contacted.
 
Our client is an Equal Opportunity Employer

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