Electrical Distribution Sales 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.

 The main responsibilities for this role are:

• 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

Education & Experience requirement

• 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