Technical Sales & Product Development Manager-Ruaraka at Nairobi Central Hardware

JOB SUMMARY:

• The Technical Sales & Product Development Manager will be responsible for driving revenue growth, leading the sales team, developing new products and product categories, strengthening supplier partnerships, and building the technical capabilities of the organization. The role combines sales leadership with product research, market intelligence, technical training, and customer engagement. The successful candidate will act as the company\'s technical-commercial expert, ensuring that both employees and customers receive accurate product guidance while identifying opportunities to expand the company\'s product portfolio and market share. 

KEY RESPONSIBILITIES:

Sales Performance & Revenue Growth

• Deliver and contribute to monthly sales targets in line with approved budgets and forecasts.
• Track, analyze, and report quarterly sales performance to the CEO.
• Take direct accountability for overall sales results, including walk-in and telesales.

Sales Strategy & Execution

• Formulate sales strategies in collaboration with the CEO to support business growth and profitability.
• Translate approved strategies into clear action plans for the sales Department.
• Ensure effective execution of sales strategies across all channels.

Team Leadership & Management

• Lead, supervise, and motivate the sales team in the sales department.
• Set clear performance expectations and enforce KPIs and SOPs consistently.
• Coach and support the team to improve conversion rates, customer retention, and average order value.

Telesales Oversight

• Oversee the telesales function to drive repeat business, dormant account reactivation, and upselling.
• Set call targets, conversion benchmarks, and reporting standards for the telesales team.
• Ensure telesales activities align with overall sales strategy and customer service standards.

Market Expansion & Business Development

• Chase new markets and customers to increase sales and expand market share.
• Identify and pursue new business opportunities, partnerships, and key accounts.
• Monitor competitor activity and market trends to inform sales decisions.

Product Introduction & Promotion

• Introduce new products to the market in coordination with management and suppliers.
• Guide the sales and telesales teams on product knowledge, pricing, and positioning.
• Support product launches through targeted sales initiatives and promotions.

Product Research & Development

• Conduct continuous market research to identify emerging products, technologies, and customer requirements within the hardware, construction, manufacturing, agricultural, and industrial sectors.
• Evaluate competitor product offerings and identify gaps in the company\'s portfolio.
• Recommend new products, brands, and categories for introduction into the market.
• Work closely with suppliers and management to assess product viability, pricing, margins, and demand potential.
• Lead product testing, evaluation, and commercialization initiatives.

Technical Training & Knowledge Development

• Develop and implement structured product training programs for sales, telesales, customer service, and shop personnel.
• Ensure all customer-facing employees possess adequate technical knowledge to advise customers confidently.
• Conduct regular product demonstrations, workshops, and refresher training sessions.
• Create and maintain product manuals, technical guides, and training materials.
• Assess training effectiveness and address knowledge gaps within the team.

Customer Experience & Technical Advisory

• Serve as the company\'s technical expert for complex customer inquiries and major projects.
• Support walk-in customers, contractors, engineers, fundis, and industrial clients with product selection and application guidance.
• Conduct customer visits where technical expertise is required.
• Gather customer feedback and translate insights into product and service improvements.
• Ensure customers receive practical solutions rather than merely product quotations.

Supplier & Brand Development

• Build and maintain strong relationships with manufacturers, suppliers, and brand partners.
• Coordinate supplier-led product training sessions and promotional activities.
• Negotiate product support programs, demonstrations, and technical resources.
• Monitor supplier performance and product quality standards.

QUALIFICATIONS & SKILLS:

Education & Technical Background

• Bachelor’s Degree in Mechanical Engineering, Electrical Engineering, Industrial Engineering, Mechatronics Engineering, Manufacturing Engineering, Building Services Engineering, Business Administration, Sales & Marketing, or a related field.
• Technical knowledge of industrial tools, power tools, construction materials, engineering products, or related sectors will be an added advantage.

Experience & Industry Knowledge

• Minimum 10 years’ experience in sales, business development, technical sales, product management, or a related commercial role.
  Proven experience managing and growing distribution networks and key customer accounts.
• Experience introducing new products to market, conducting product research, and identifying business growth opportunities.
  Demonstrated ability to travel extensively across the country.
  Fluency in Gujarati will be an added advantage.

Leadership & Strategic Capability

• Proven track record of leading and developing high-performing sales teams.
• Experience setting KPIs, monitoring performance, and driving accountability.
• Strong analytical skills with the ability to interpret sales data, market trends, and customer behavior. 
• Experience in forecasting, budgeting, sales planning, and strategy execution.

Commercial & Technical Competence

• Strong understanding of pricing, margins, product positioning, and market development.
• Ability to train and develop teams on product knowledge and customer engagement.
• Strong negotiation, presentation, and relationship management skills.
• Ability to identify customer needs and recommend practical product solutions.