Job Description: 

Role Overview: The Sales Manager is tasked with driving the Sales Team towards meeting and exceeding sales targets, thereby ensuring profitability through continuous innovation, comprehensive market analysis, and fostering excellent customer relations.

Qualifications and Experience:

• Minimum Degree in Business Administration or related field.
• Minimum of 3 years of Sales Experience in a similar position.
• Previous experience in the Sales Department of a manufacturing company is required.
• Proven track record of handling B2B sales.
• Experience managing a team of Sales Assistants is essential.
• Knowledge and work experience in geographies outside Nairobi and regionally are considered advantageous.

Specific Responsibilities:

Sales Head:

1. Monitor and control sales targets closely, identifying and addressing issues promptly.
2. Regularly update information on competitors, product performance, and market trends.
3. Possess rich market intelligence to understand market share, competitors’ strategies, opportunities, and threats.
4. Provide accurate information on fast-moving items and prevailing price trends.
5. Forecast sales considering various factors like weather, economy, political scenario, etc.
6. Manage key customer accounts through regular meetings, conversations, and follow-ups.
7. Ensure timely and accurate production of customer statements.
8. Handle customer complaints, conduct root cause analysis, and implement corrective measures.
9. Provide training, mentoring, and supervision to the sales team.
10. Prepare sales budgets and commission schemes for the fiscal year.

Sales Representatives:

1. Monitor sales daily, weekly, and monthly, analyzing variances.
2. Analyze variances and address issues related to non-performance.
3. Monitor debt collections on a daily/weekly basis.
4. Connect with key account owners regularly to increase sales, collect feedback and payments, and provide information on new products.
5. Conduct field visits with staff to address difficult customer issues, perform random audits, and provide on-field training.
6. Check and approve customer invoices.
7. Open new customer accounts, conduct background checks on their credibility, and allocate credit limits.
8. Follow up on bad debts daily and take necessary corrective actions.
9. Manage team performance, handle queries, and provide constant supervision and guidance.
10. Analyze aging lists and communicate with the sales team for necessary action.