Commercial Manager at Opticom Kenya Limited

Main Duties & Responsibilities

• Develop and implement business plans and commercial strategy for the market and ensures attainment of company sales goals and profitability.
• Foster and build good customer relationships for revenue growth and customer retention. Engage customers up to CXO level; build senior-level relationships in assigned accounts and expertise within the market.
• Provide sales leadership to the Commercial team by mentoring, motivating, encouraging, and delivering results; Responsible for building and growing the Commercial team; Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
• Understand and identify customers’ compelling needs through in-depth account planning and profiling. Using these insights matches the need for compelling solutions.
• Understand and appreciate market trends, competitors’ movements, and industry information so as to serve customers better.
• Achieve high customer satisfaction with decision-makers.
• Play a key ambassadorial role for Opticom Kenya Limited.
• Oversee successful execution at every stage of the commercial/sales process.
• Identify business opportunities and synergy with customers in areas of cooperation.
• Identify reciprocal businesses and areas of cooperation whenever there are opportunities.
• Provide a one-stop security solutions experience to customers regarding all Opticom Kenya Limited services.
• Lead bids or RFPs to ensure proposals are submitted in order to win; ensure that all customers’ pre-sales & post-sales inquiries and works orders, commercial documents, and dealings with customers are promptly attended to, documented and kept.
• Prepare budgets and approve budget expenditures; control expenses to meet budget guidelines.
   

Qualifications, Skills & Experience

• Degree in Business or other relevant field (or equivalent).
• Masters of Business Administration / IT
• Membership and accreditation of professional organizations.
• 6 – 10 years experience in consultative selling to, and relationship management of, large multinational corporations.
• Experience in Security / FMCG / ICT industries and a good understanding of these services and solutions are preferred.
• Experience in creating solutions for customers based on their business and IT initiatives rather than on a company’s product offering
• Proven track record in sales of quota achievement
• Experience in selling to, and management of, customers with managed services in the areas of hosting, technical solutions, security, infrastructure management, mobility, outsourcing /out-tasking
• Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
• Experience in managing, developing, and motivating a sales team and must be a strong team player with a commitment to value-based leadership.
• Adept at prospecting, funnel management, and closing business.
• High Proficiency in MS Office.
• Outstanding leadership and communication skills
• Ability to engage and partner with customers and internal staff as required.
• Ability to identify and qualify revenue-generating opportunities
• Draw upon personal relationships with business partners in order to create more customer solutions.