Sales Manager Job, Latest Sales & Marketing Jobs In Kenya,

Job title: Sales Manager

Reporting to: Chief Commercial Officer

Grade: C4

Physical Location: Wilson Airport, Nairobi

The position reports to the Chief Commercial Officer

Job Description

Responsible for the profitable growth of AMREF Flying Doctor’s Air Ambulance
subscription products and services. Responsible for providing leadership and managing a team of sales personnel to meet AMREF Flying Doctors growth objectives. This includes sales of Maisha and other AFD related products and services whilst meeting customer satisfaction.

  • 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
  • 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
  • Analysing 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
  • 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
  • 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
  • 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
  • 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

Qualifications

  • Bachelor’s degree in business management, Economics, Actuarial Science and BBIT or a related course. Master’s degree and certification/registration to a relevant sales professional body is an added advantage
  • Minimum 10 years of proven work experience with commercial relationship management and indirect retail business experience in a sales managerial role
  • Demonstrate knowledge of the air ambulance and emergency evacuation marketplace, medical, insurance products, major customers and competitive positioning
  • Expert in sales management leadership skills
  • Ability to analyse performance and generate appropriate dashboards and reporting;
  • Strong tactical strategic planning and implementation/management skills
  • Must be able to effectively articulate his/her view to all levels both within AMREF Flying Doctors and externally in the marketplace at a senior level including industry/customer public speaking forums
  • Results oriented with strong data analytics
  • Good knowledge of CRM systems and best practices
  • Proficiency in Ms Suite
  • Ability to travel several times a year across Kenya and Eastern Africa
  • Strong oral and written communication skills
  • Strong leadership and excellent interpersonal skills
  • Ability to apply people management skills
  • Ability to delight customers
  • Ability to apply financial knowledge
  • Ability to think strategically and take risks
  • Ability to apply data analytics knowledge and experience
  • Application of a commercial mind-set
  • Application of Emotional intelligence
  • Application of change management skills
  • Proven ability to lead a team and meet quotas
  • Working knowledge of insurance industry/aviation /medical

How to apply

If you have the passion to contribute to the leading aero-medical and health solutions provider, submit the following to: Vacancies@flydoc.org by 19 August 2020 with a Reference Number: AFD/SU/08-2020 on the subject line of your email. Cover letter specifying how you meet the provided criteria and what you expect to bring to AMREF Flying Doctors (AFD) with an updated CV in PDF.

AMREF Flying Doctors is committed to safeguarding and promoting the welfare of children and expects all staff to share this commitment. AFD is an equal opportunity employer and has a non-smoking environment policy.

Feedback will be given to shortlisted candidates only.