Expansion Manager at PIPOSOFT

CORE RESPONSIBILITIES

Sales Strategy Execution

• Execute local sales strategy in line with company strategy
• Prioritize growth in conventional trade channels specific for B2B Customers
• Develop and implement customer specific pricing and positioning strategy
• Setting targets and deliverables across our primary business units and key segments
• Brand positioning & sales activation activities

Profitability & Revenue Growth

• Set goals and deliverables for the sales team in line with overall company strategy and objectives
• Explore new business opportunities to expand our revenue and profitability growth
• Responsible for driving market expansion growth across all local markets, customer segments, brands and offerings
• Actively set targets and budgets and priority areas of development in line with our goals
• Actively drive an Increase in profitability and develop long term sustainability through brand positioning and differentiation
• Explore and develop long term sustainability through brand positioning and product specialization

Market Insights & Learnings:

• Conduct research and analysis of the textile market space, and the user base
• Drive execution of customer insights into solutions
• Drive commercialization of innovation led solutions
• Target potential regions and areas to leverage on localized user led learning to grow brand positioning and sales growth
• Be current on market trends, competitors, and pricing strategies to drive agility in decision making and implementation

Drive Universe Depth & Spread in Markets

• Map and execute Kenya wide sales and distribution plan for all universes
• Drive sustainability through the spread of multiple universe offerings in core markets and through key customers

Customer Base Growth & Market Expansion

• Execute plans to open new markets as per the sales growth strategy
• Deepen and grow the business relationships with existing key customers and business partners
• Prospect and acquire new customers in the primary segments such as wholesalers and resellers specializing in traditional/conventional B2B models
• Build and maintain strong customer relationships
• Define and provide exceptional customer service to drive growth
• Continuously explore opportunities to expand market reach by identifying new customers, exploring new market segments

Team Performance & Enablement

• Lead and motivate Sales Team to achieve the set targets
• Manage the Team’s performance through reviews and personal development
• Drive the S&S culture within the Sales Team
• Drive cross-teams collaboration to ensure optimal Customer Experience

KEY DELIVERABLES

Sales Strategy Execution

• Work closely with the Head of Sales and other leaders to develop and drive execution of the Sales Strategy to support the company’s long-term goals
• Drive growth to achieve a minimum of 20% YOY Growth over next 3 years across our Expansion business units
• Drive growth to achieve a minimum of 10% YOY Growth over next 3 years across our Turnaround business units

Learning Led Innovation & Growth

• Promote a market led learning culture and framework to promote knowledge share
• Establish collaboration with cross functional leaders to enhance learning led innovation and commercialization
• Actively promote the differentiating activities of localization of our brands and products for long term growth
• Drive achievement of a minimum 15% Contribution from Innovation & Product Development for all Expansion Business Units

Key Accounts Leadership

• 50 Key Accounts Growth strategy execution with a growth path of a minimum of 35% YoY growth over the next 3 years
• To enable Sales Leads and Sales Reps to drive a minimum of 35% YoY growth of a minimum of 20 key Customers each

Market Expansion & Leadership

• Actively set targets and budgets and priority areas of development in line with Company Strategy and Goals
• Prioritize deliverability on key goals of revenue growth, profit growth, contribution of export income, and the active customer base

Requirements

• Bachelor’s degree in Business Administration, Sales & Marketing, Commerce, or a related field
• MBA or equivalent postgraduate qualification in Business, Marketing, or Strategy is highly desirable
• Professional certification in Sales Management, Strategic Marketing, or Territory Development will be an added advantage
• Minimum of 7 years’ experience in sales, commercial strategy, or market development, ideally within the manufacturing or FMCG industry
• Strong background in B2B sales and channel development, especially in conventional/traditional trade environments
• Demonstrated success in market expansion, territory development, and driving YoY revenue and profitability growth
• Proven leadership experience in setting and managing sales targets and team performance
• Deep understanding of sales analytics, market segmentation, and pricing strategies
• Strong track record of key account management and developing customer relationships that drive long-term growth
• Ability to lead cross-functional collaboration with marketing, product, and operations teams
• Excellent communication, negotiation, and interpersonal skills