Field Sales Leader at Kenya Builders & Concrete Co. Ltd

KEY DUTIES / RESPONSIBILITIES

• Manage the field sales team, expenses, agreed targets and brand promotion.
• Support development of the annual sales plan.
• Implement sales/marketing plans for market share, volume, profitability, revenue and brand objectives.
• Lead sales-lead generation and conversion.
• Deliver new-client and project number/value targets while building a robust lead pipeline.
• Develop and assign route plans to field-sales executives.
• Forecast product/territory targets using historical data, market trends, competition, promotions and sales effort.
• Train/support the team to generate leads, follow up contacts, secure/renew orders, negotiate prices, close sales and arrange deliveries.
• Work with the Sales Manager on client service, value delivery, efficiency/cost control, project planning and resources.
• Monitor team performance through reports/communications, including sales reports and cyclical sales meetings.
• Implement an appraisal system covering responsibilities/performance standards, territory targets and sales-plan administration.
• Build a competent team through recruitment, training, development and coaching for superior market representation.
• Maintain data on partners, accounts and activities, and document customer interactions.
• Track products/competitors; conduct customer analysis, collect feedback and market research.
• Promote compliance with the Company’s Code of Business Conduct in business development/sales.

KEY OUTPUTS / DELIVERABLES

• Annual territory business plan.
• Achievement of agreed team sales targets/outcomes.
• Customer retention, improved relationships and quality service.
• Compliance with departmental processes/team-management routines.
• Timely, accurate sales reports for decision-making.
• A highly motivated field sales team.

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in Business Administration, Marketing or related field.
• At least 6 years’ sales experience in the manufacturing industry.