B2B Sales Channel Manager at BURN

About the Role

BURN is seeking a Business-to-Business Manager to join the Kenya Commercial Team responsible for growing BURN sales via the following channels: Key Accounts, General Trade, Micro Finance Institutions and Social Distributors.

The position requires strong selling, planning, coordinating and organizational skills with proven sales/business development background, excellent communication skills, and practical business thinking. The ideal candidate will have hands-on client management and relationship-building and Joint Business Planning experience.

Duties and Responsibilities

• Sales Strategy: Develop and execute the route to market growth strategy for the Indirect Sales (Business to Business) focusing on the following channels: Retail/General Trade, Key Accounts, Social Distributors, Microfinance Institutions and Digital.
• Channel Management: Provide leadership, direction, and development to all aspects of the company’s indirect distribution and sales channels. Ensure goals and plans are effectively communicated, understood, and applied.
• Launch & Listing: Work closely with the product & marketing team to ensure timely launching and listing of new SKUs in all the channels.
• Marketing & SKU Management: In conjunction with Marketing contribute to the development of below & above line sales campaigns based on various SKU growth strategies.
• Team Management: Build, train, and manage a team of Territory Sales Managers, BURN sales executives and B2B Partner agents across the country.
• Commission Structure & Compensation: Define appropriate remuneration structures and frameworks (commissions, performance bonuses, incentives) to drive the company’s indirect distribution and sales partners and deliver the set sales targets.
• Carbon Monitoring and Evaluation: Ensure all Monitoring and Evaluation of carbon project requirements are adhered to, specifically that stoves are sold to households that meet predefined criteria and quality data is collected from every end-end user.
• Sales Forecasting: Monitor and analyze indirect channel sales volumes, pipeline activity and competitive activity and develop plans to beat the set targets. Monitor and manage product line sales activity across the channels to ensure it meets the company’s standards/ parameters.
• Reporting: Produce analytical reports for the Management team on the performance of the Indirect Sales Team, including analyzing key sales, marketing, carbon registration, and regional team performance metrics. Provide regular forecasts (city and region level) to the Management team.
• Budget: Prepare, maintain, and adhere to Kenya B2B Section budget.
• End-Consumer Customer Service: Oversee End-Consumer customer service in Kenya. Analyze end-consumer data to improve brand, customer service, warranty repair satisfaction, and sales opportunities.

Skills and Experience:

• 5 Years of Sales & Marketing Experience in Kenya.
• 3+ years of Sales and/or Marketing Mid to Senior level Management Experience.
• B2B Sales and wholesale channel management experience.
• 3 years experience in New Business Development of Key Accounts.
• Ability to produce and present professional Strategy, reports, accurate forecasts, and oversee channel sales plans.
• Experience with sales/marketing of physical products - FMCG is a plus.
• 3+ years’ experience successfully developing new sales channels.
• Sales/Marketing Data Analysis experience
• Bachelor’s Degree from University, ideally in Business - A master’s degree is a plus.