Head of Corporate Sales - Nairobi - Smart Sales

Description

About the Client
Our client is a licensed SMS & Bulk Messaging Solutions and Content Services Provider.

They refine business processes via smart technology and support Africa's capacity by positively impacting lives and businesses with more options & opportunities through innovative, technology-driven solutions.

Role Overview

The main purpose of this role is to lead and manage the sales department to achieve and exceed company sales targets.

Develop and implement sales strategies, establish sales objectives, and monitor the performance of the sales team.

Additionally, to collaborate with strategic partners, engage in business development activities, and coordinate commercial operations in order to grow the company's revenue in line with the company's strategic goals.

Purpose of the role
Draw up Sales Business Plan / GTM
Build and manage a sales team to meet its revenue objectives.

Roles and responsibilities

Sales Management:
Responsible for the overall organization's Go-To-Market strategy

Build, lead, and motivate the sales team to achieve individual and team goals by providing guidance, coaching, and support to ensure high productivity and engagement in the sales team.

Monitor and analyze sales performance metrics, including revenue, sales volume, conversion rates, and customer acquisition costs. Identify areas for improvement based on the analysis and implement corrective actions to enhance sales effectiveness.
Set clear sales targets and key performance indicators (KPIs) for the sales team, aligning them with overall business objectives.

Continuously monitoring the team's progress against targets and KPIs, through periodic performance reviews in line with the company's performance management cycle to ensure set targets are achieved.

Develop and maintain a high-performance sales culture, fostering teamwork, collaboration, and a customer-centric mindset driven by company values.
Implement effective sales processes, methodologies, and tools to optimize the sales cycle, improve sales efficiency, and enhance customer engagement.

Collaborate with the marketing team to align sales and marketing strategies, ensuring cohesive messaging, lead generation, and effective sales collateral.

• Build and maintain strong relationships with key clients and prospects.

Collaborate with marketing and customer experience teams to align sales efforts with product launches and promotional activities.

Develop the sales revenue budget in collaboration with the CEO and Head of Finance and Business Operations and maintain sales forecasts, budgets, and reports.

Resolve escalated customer complaints to ensure timely closure and customer satisfaction.


Strategic Partnerships:

Actively pursue, convert, and close strategic/large projects to drive business growth and maximize the company's sales potential and commercial success.

Build and maintain strong and long-lasting customer relationships with strategic partners, through effective communication and coordination to ensure a sustainable customer base.

Identify and negotiate partnership agreements to expand the company's reach and revenue streams.


Business Development:
Engage in business development activities to identify new market segments and expand the customer base.

Conduct market research and analysis to identify potential business opportunities that inform management of commercial expansion and business development opportunities.

Develop and execute business development strategies to penetrate new markets and drive revenue growth.
Evaluate and pursue potential partnerships, acquisitions, or investment opportunities.


Commercial Operations:
Coordinate commercial operations to optimize efficiency and profitability.
Ensure effective pricing strategies and revenue management techniques are in place.
Monitor market trends and competitive landscape to make data-driven pricing decisions.
Any other work that may be assigned to the jobholder by the supervisor from time to time

Requirements
Bachelor's degree in commerce, Business Management, Marketing, Strategic Management, or any other related fields.
A Master's degree in business administration or other business-related fields would be an added advantage.
6+ years experience in sales, marketing, or business development with 5 years at the management level.
Existing corporate networks especially in the financial services sector/E-commerce e.g. insurance, banking, saccos
Experience in technology sales.
Experience nurturing partnerships.
Customer-service experience

Key Skills
Technical skills
Training , coaching and mentoring a sales and marketing team
Proven experience in sales and/or marketing and managing relationships with key customers.
In-depth understanding of market research methods and analysis
Solid knowledge of performance reporting and financial/budgeting processes
Commercial awareness
Ability to win deals and create a culture of vibrancy and success within the department.
Strong understanding of the technology industry.
Proven track record of building long-lasting customer relationships.
Behavioral skills
Exceptionally self-motivated and directed.
Exceptional service orientation.
Demonstrated business acumen.
Outstanding communication (written and verbal), interpersonal, and facilitation skills.
Ability to influence, collaborate, deliver, and partner at the most senior levels in the organization.
Ability to work well with people at all levels in the organization.
Superior analytical, evaluative, and problem-solving abilities.
Strong persuasion and negotiation skills.
Flexibility and adaptability.
Innovative and creative thinking skills.
Strong persuasion and negotiation skills.
Open to change
Calm under chaos


Reports to:
Chief Executive Officer


Compensation:
Basic pay plus commissions