Job Description

A multinational media and entertainment company seeks to recruit for the vacant position of Business Regional Sales Manager.

Purpose of this Role

The role holder will be responsible for the following:

• To execute Business strategy in the region ensuring that targets are met across Business segments


• Oversee planning, operational forecasting, third party management and trade marketing


• Ensure that assigned territory Sales targets are met by effectively managing existing customers and generating new accounts

Key Accountabilities

Sales Execution

• Implement the sales strategy for the region to achieve business growth objectives


• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives


• Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities


• Launch viable regional sales projects in support of business objectives


• Ensure achievement of sales targets per Business segment


• Drive RED execution and conduct daily reviews with team


• Implement Sales plan within assigned region


• Meet assigned sales quotas and cover designated targeted market segments


• Understand the business environment in which the company operates and assist in collating marketing information where necessary, that might be useful for strategic planning efforts


• Give feedback of competitor activities and other macro factors

Third party Management

• Responsible for Key partner management- SIs, Installers and Dealers


• Drive Business TOMA as per organisation’s PICOs to foster Excellent Outlet Execution


• Develop a strong collaborative working relationship with the Key Stakeholders

Account Management

• Proactively analyse customer needs and make proposals to build and maintain relationships with key players


• Follow up on all leads for new customers and monitor After-Sales


• Cascade segment sales objectives definition and prosecution


• Development, implementation and control of ADPs


• Review of annual contracts

Development of New Markets

• Identify Sales opportunities and effectively present key features, advantages and benefits of product(s) to secure new business from within the region


• Analyse new market opportunities in the designated region or market


• Maintain a database of sales leads and execute effectively


• Identifying prospects and ensure adequate follow up to generate business opportunities


• Generating sales opportunities and providing a professional and excellent level of customer service with new customers

Sales Budget Management

• Manage Business sales budget for the designated region


• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales


• Maintain proper management and control of expenditures of resources necessary to achieve the target revenue


• Review regional expenses and recommend improvements where necessary

Operation Delivery

• Accomplish the regional sales in assigned region; cascading and follow-up of target expectations to sales team; whilst enforcing policies and procedures


• Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change


• Establish sales objectives by creating a sales plan and quota for the region in support of national objectives


• Recommend product and service changes; surveying customer needs and trends; tracking competitors


• Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

• Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement


• Build and develop high performing teams and drive superior performance standards


• Manage team members to ensure effective delivery of business unit objectives


• Develop a high performing team by embedding formal performance development and informal coaching


• Encourage frequent knowledge sharing between team members


• In liaison with HR, determine and analyse development needs for the team & ensure that identified training requirements are budgeted for and executed


• Manage leave for team members and create leave plan to ensure adequate coverage


• When required, initiate disciplinary processes for team members calling on support from HR


• Resolve grievances raised by team members and escalate only if required


• Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with


• Motivate team members and ensure that their efforts are recognized


• Ensure effective communication on key focus areas and developments

Governance and Reporting

• Identify process improvement areas & ensure implementation.


• Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.


• Review Operations reports and provide feedback & follow up on issues noted.


• Provide formal input into business process and area to address operations

Qualifications & Experience

• A first degree in any discipline. An MBA is an added advantage


• A minimum of 5 – 7 years in a commerce, business administration or sales and marketing leadership role


• Strong financial acumen


• Deep sales and distribution knowledge


• Proficient in computer applications


• Commercial experience in Kenya


• Experience in trade sales activations


• Digital savvy

Functional Competencies

• Commercial Acumen


• Financial Management


• Selling and Negotiation Skills


• Route To market understanding


• Developing Value Proposition


• Product/Brand Knowledge


• Key Customer Planning


• Risk Management


• Excellent Outlet Execution

How to Apply

Applications with subject line “Business Regional Sales Manager” should be submitted here [https://forms.gle/NCV3z3MaRsWRVoQa9] on or before Sunday March 6, 2022.

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