Business Development Manager Job In Kenya

Business Development Manager job in Kenya

JOB PURPOSE:

Manage the sales agents to achieve customer service objectives, sales volumes and value objectives. To train and motivate the sales agent team to deliver world class service

KEY RESPONSIBILITIES OF THIS ROLE:

1. Manage and lead sales team
2. Formulate sales reports
3. Help develop and implement sales strategy
4. Manage key accounts

MAIN ACTIVITIES OF THIS ROLE:

1. Sales meetings
2. Attend monthly sales and marketing meetings
3. Attend monthly cycle meetings
4. Conduct monthly territory sales meetings with the agents’ supervisors monthly
5. Review objectives and actions against standards
6. Recognise achievements
7. Act on non -delivery when necessary
8. Set monthly objectives
9. Maintain account standards for the sales excellence program
10. Arrange promotional programs, activities and events
11. Conduct sales performance reviews
12. Set and agree targets and objectives for the next cycle
13. Coordinate price changes and the actions required
14. Coordinate new launches and re-launch activity
15. Monitor the use of the point of sale system
16. Present information available from other departments/sales regions, i.e. brand managers, category manager and account managers to the sales team to improve understanding, performance and the achievement of objectives

• Customer sales reviews:
• Complete a bi-monthly review with top stores/performers to discuss previous sales history by category
• Identify opportunities going forward, coming out from the review
• Record and brief your team on the agreed actions
• Set timelines

• Compile reports and documents
• Complete four score cards per week with actions and objectives. Discuss one-on-one with people responsible
• Forward all reports to the regional sales manager
• Identify issues monthly (include distribution centre split so sales reps are accountable)
• Manually adjust actions for promotional activity and track actions daily.
• Discuss actions with sales team daily and summarise weekly
• Book promotions and ensure everyone gets a copy of the monthly volume driver document and written expectations i.e. stand quantities
• Observe trade actions and record on a standard template for monthly meeting
• Launch specific drives i.e. launches, projects, stand placements
• Ensure you brief supervisors on key points at monthly meetings

• Sales strategy

• Participate in formulating regional sales and season strategies

• Customer Service
• Achieve company customer service objectives.
• Identify and implement improvement areas for added value opportunities by store via agent supervisor or store controller
• Capture key dates and actions for opportunity plans
• Sell the opportunity. Seek approval from the store owner or management and direct your team
• Co ordinate events and activities. Brief your team about expectations, execution and support they can expect, i.e. launches, season activity, specific drives, promotional programs, special projects  
• Take immediate action on non-compliance to time sensitive activities that will cost the company
• Regularly review customer service levels with key customers
• Build a solid professional relationship with key clients
• Understand day-to-day demand and supply issues and keep the sales team informed
• Be aware of any issues that may compromise business in your area
• Build a relationship and interact with the demand and supply team
• Stay up-to-date with point of sale information, promotional programs, stock availability, launches, plan-o-grams, price point strategies, long-term negotiated activity. Keep your team updated with same
• Employ proper in-store housekeeping strategies to ensure stock is always in a saleable condition
• Identify problem stores and implement actions to improve
• Professional dress and conduct at all times
• Become familiar with relevant company policies

• Strategic marketing
• Develop and maintain product, marketing and pricing strategies, systems and processes
• Develop marketing tools, product portfolios and catalogues
• Implement the strategies, systems and processes for successful entry, growth and sustainability in domestic and export markets
• Create an awareness of the commercial impact of products and designs
• Develop the Company’s marketing position to support its strategy
• Establish and maintain national and international relationships and networks with key stakeholders and influencers (including venture partner organizations, service providers and potential customer organizations) to support the marketing effort

• Strategic market information
• Provide marketing related information required for decision making, budgeting and other activities
• Maintain a market and industry trend database
• Conduct market research and screening of potential markets 
• Continuously analyse markets and identify marketing-related risks that can adversely influence the company’s marketing positions
• Implement and manage risk mitigation strategies

8. Account standards

• Ensure sales agents are trained on account standards and understand what is expected
• Ensure account standards are maintained
• Set realistic monthly objectives to achieve account standards
• Ensure your team has the tools to achieve expectations
• Do weekly trade visits to ensure teams are implementing retail excellence
• Spend 70% of working time with team
• Address poor performance timeously
• Reward good performance

• Leadership
• Manage the section within time and budget
• Plan, select, develop and maintain suitable manpower capabilities for the function
• Develop, lead and maintain a motivated and high performance team
• Identify and timeously address functional related problems and opportunities
• Build and maintain relationships with stakeholders
• Provide technical direction
• Ensure compliance with relevant legal and statutory requirements and internationally accepted environmental, health, safety and quality standards

QUALIFICATIONS, EXPERIENCE, COMPETENCIES:

• Degree in Sales and Marketing (Masters will be an advantage
• 5 years sales experience, with 2 years at senior level within a target driven environment
• In-house sales training
• Exposure to chain stores
• Computer knowledge, specifically MS office applications
• Knowledge of Budgeting, principles etc

Interested candidates can send their application to vacancies@peoplefoco.co.ke by 31^st August 2024