Sales & Marketing Director at Schneider Electric

Schneider Electric East Africa is looking to recruit a Sales & Marketing Director-Electrical Distribution responsible for the East Africa cluster. Reporting to the President, East Africa, the position holder will be a member of the Management Team and will be based out of Nairobi, Kenya and cover all East African countries, mainly Kenya, Uganda, Tanzania, and Ethiopia.

Responsibilities

• Managing and driving the growth of revenues and profits with Electrical Distributors in East Africa region
• Build, lead and develop the sales and marketing team in East Africa
• Build and run state-in-the-art marketing capabilities within the organization
• Revenue growth, profit, market share, incremental business, and people development will be key metrics by this the candidate will be measured

Principal Accountabilities

People management

• Manage and coach team’s members
• Assess people performance
• Recruit and develop talents

Sales and Business Development

• Market analysis to identify the key drivers for growth: competition analysis, market trend, value proposition
• Define a yearly commercial plan to grow revenues with electrical distributors
• Ensure implementation of Commercial Actions Plan and monitor the progress
• Conduct Sales Performance analysis and prepare Quarterly Business Review
• Expand share of wallet with existing partners
• Appoint new partners to enlarge market coverage
• Channel Management
• Run analysis on our partners’ situation (sales out, inventory, order intake) to forecast accurately your revenues
• Guide and monitor partners’ activities to grow their sales (product promotions, offer knowledge, commercial actions…)
• An animate community of resellers and electricians to create more pull to distributors

Develop and run a state-of-the-art marketing function within the organization

• Pricing management
• Commercial Policy
• Product launch
• Promotional activities
• Logistic offer
• Channel marketing: saturation of channels with various offers

Qualifications

• Degree in Electrical Engineering or related fields
• MBA will be an added advantage
• 10 years’ experience in Sales and Marketing Management (sales and marketing background especially in channel management)
• Prior experience in a similar role within the electrical distribution industry is highly desired
• Technical know-how in engineering with a plus for electrical background
• Experience in Eastern African countries or   working in developing markets is a plus
• Experience in working in a matrixed structure, being able to balance the needs of multiple stakeholders across local, regional and global functions.

Knowledge & Skills requirement

• Schneider Electric Partner and Industry knowledge an added advantage
• English speaking mandatory
• High level of autonomy. Proactive and self-motivated team leader.
• Marketing and channel management
• Vision and strong strategic sense
• Familiar with technical business
• Very Strong commercial skills and attitude
• Ability to build team capacities and develop resources
• Customer Relationship Management
• Entrepreneurship
• Good interpersonal, negotiation and problem-solving skills
• Innovative and creative skills