Job Roles & Responsibilities :

- Position Co-ordinates: Department Volume Sales Team CTech Volume - Sales

- Band, Level Role

- Head of Volume Sales

- Purpose of the Role: To drive the Institutional/ Corporate Sales to exceed Sales Targets and ensure profitability by constant innovation, market analysis and excellent customer relations, handling various products across brands

Minimum Requirements :

- Education: Minimum Degree in Business Administration

- Master's in Business Administration (MBA) or Diploma in Business

- Administration would be preferred

Relevant Previous Experience:

- Worked for in Sales Department of a company managing B2B Sales. Experience in IT related company would be relevant

- Managed a team of Sales Staff

- Corporate/Institutional Sales experience would be preferred.

- Business Understanding: Should understand, Market Segmentation- specific to geography, product, demand, competition, and industry

- Knowledge of IT related products and services required by Corporates.

- Wide knowledge of Kenyan market - IT solutions and needs

- Monitoring of Team performance to ensure targets are met

- Aspects of Marketing- various strategies, promotions, campaigns and optimum use of marketing tactics.

Knowledge: Functional Skills:

- Collect, study and analyses the data to infer the sales trends.

- Customer relationship management for the key accounts

- Forecasting and Budgeting

Generic Skills:

- Understand numbers and analyze them

- Proficient with MS Office- Word and excel tools

- Updated with latest technology

- Should be able to drive

- Outstanding presentation skills required.

Behavioral Skills:

- Problem Resolution approach

- Positive aggression

- Persistent follow up

- Networking Skills

- Customer Relationship Management

- Critical Non-Negotiable attributes

- Should have handled B2B line of business

- Managed a team of Sales Staff and should spend 70% time on the field

Reporting Manager (the role this position reports to) Director V Team

(roles that report into this position)

- Volume Account Managers & Sales Coordinator

Key Responsibilities :

- Manage the revenues from the volume business by meeting and exceeding the sales targets set

- Visit the key accounts for each Account Manager to upsell and cross sell to the customers

- Be the Playing captain for the team and manage your own key accounts

- Provide sales training and mentoring to the team to open new accounts

- Manage certifications of the team to ensure all requirements to hold partnerships are always fulfilled

- Co-ordinate with the Distributors and vendors to ensure pricing is always controlled and right at all times

- Manage and monitor the product portfolio, manage the pipeline to always ensure figures are met

- Implement the business generation strategy for different business units.

- Regularly update information on competitors, new product launch, product performance in the various markets

- Possess rich Market intelligence data to understand the market share, competitors- approach, opportunities and threats for the business

- Plan all marketing activities, demos and trials after taking inputs from field

Team Management (for all Roles with Reportees)

- Set goals for team on time, aligned to business objectives

- Provide on the job mentoring and Identify training programs & developmental interventions to enable higher performance.

- Conduct monthly performance conversations (MPCs) and give timely feedback.

- Connect and engage with team for higher motivation and retention.

- Complete End of Year Performance reviews for all your team members

- Discuss career aspirations and provide opportunities for growth.

- Ensure adequate staffing of team with respect to numbers and competence.

Typical Tasks (indicative but not exhaustive):

- Allocate targets for the team, monitor the progress made by each. Formulate plans to meet your own and your departments targets every month

- Prepare the customers terms of engagement & trade, get them approved and then signed off

- Manage and monitor the collection of payments from the customers

- Manage the key accounts spread across the country, check the order status daily and visit at least once every month

- Monitor and control the Sales Targets very closely to pick up issues, investigate and provide counter measures

- Monitor and manage the Customer acquisition process, vet all the new customer accounts based on customer profile, capital available, location etc. Ensure Market expansion through actively establishing new accounts & retaining existing ones.

- Bring the outside in perspective by giving suggestions and ideas on the need of new or modified products

- Provide training on the products existing and new to the team, to keep the products relevant in the market always.

- Check and approve the IPR (internal processing document) for sales approval

- Analyze the product performance and movement vis a vis the targets daily

Interface With Internal Customers:

- Technical, HR, Finance, Procurement team, Warehouse team

With External Customers:

- Vendors

- Customers

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