Background

Mr Rambhai came to Kenya in the early 1940s from the Gujarat region of India. He started a small hardware store in downtown Nairobi in 1948 and that was the humble beginnings of what is now the Ramco Group. His 3 sons, Kirit, Mahendra and Chandrakant joined the family business after their studies and based on these strong family ties, the group built a solid...

Job Description

The Sales Manager is responsible for developing and executing strategic sales and business development plans to drive revenue growth, expand market share, and strengthen client relationships. This role entails leading the sales team, managing customer care operations, and optimizing sales processes to meet the evolving demands of the print and packaging industry. The role holder will collaborate cross-functionally with marketing, production, finance, and other departments to ensure alignment between customer expectations and service delivery while fostering a results-driven, high-performance culture.

Key Responsibilities

Strategic Sales Leadership

• Design, lead, and execute the company's sales strategy to achieve business objectives and growth targets.
• Develop and manage annual departmental sales budgets, sales forecasts, and performance metrics in collaboration with the top leaders.
• Translate corporate goals into specific regional, sectoral, and product-based sales targets, with quarterly and annual plans.
• Identify and evaluate new business opportunities across local and export markets.
• Propose pricing strategies, product positioning, and market entry tactics based on deep market analysis.

Sales Operations & Process Optimization

• Oversee daily operations of the sales and customer service functions to ensure efficiency, effectiveness, and client satisfaction.
• Implement and optimize sales management systems, CRMs, and reporting tools to improve team productivity and decision-making.
• Ensure timely reporting, sales pipeline tracking, and accurate order-to-delivery processes in coordination with production and logistics.
• Monitor customer credit terms in liaison with Finance to minimize risk while supporting sales growth.

Business Development & Brand Positioning

• Identify and drive new revenue streams through new market segments, geographies, or product lines.
• Represent the company at trade shows, networking events, client presentations, and industry forums.
• Propose strategic partnerships, alliances, and client acquisition strategies that align with brand positioning and company vision.
• Support the top leaders in positioning the business as a leading solutions provider in the print and packaging space.

Client Relationship Management

• Build and maintain strategic relationships with clients, ensuring repeat business and customer satisfaction.
• Oversee client onboarding, retention, and service excellence across all customer segments.
• Lead client engagement programs including satisfaction surveys, loyalty initiatives, and after-sales support.
• Intervene in key client negotiations or escalations when required.

Market Intelligence & Data-Driven Sales Strategy

• Conduct and oversee competitive and market analysis to identify trends, customer needs, pricing benchmarks, and new product opportunities.
• Analyze sales reports and data to derive insights for improving territory performance, product offerings, and team performance.
• Recommend actions based on detailed analytics and market feedback to adjust the sales plan or respond to market shifts.
• Monitor brand perception and provide input to brand and communication strategies.

Collaboration with Internal Stakeholders

• Coordinate closely with the Production, Quality Control, Supply Chain, and R&D teams to align product capabilities with client expectations.
• Collaborate with the Marketing team to develop targeted campaigns, promotional strategies, and product launches.
• Work with the Finance team to define credit controls and optimize revenue collection.

Team Management & Development

• Set KPIs and targets for all members of the sales and customer service teams.
• Conduct regular performance reviews, coaching, and mentoring to develop the skills and productivity of the sales force.
• In liaison with HR, develop skills matrices, training plans, succession plans, and manpower strategies for the department.
• Lead by example to cultivate a proactive, accountable, and customer-oriented team culture.

Departmental Governance & Compliance

• Maintain adherence to internal policies, ethical standards, and regulatory requirements.
• Implement systems to track departmental risk and ensure compliance with sales processes, pricing policies, and legal contracts.
• Champion sustainability and corporate social responsibility as part of the brand identity and customer value proposition.

Qualifications & Experience

• Bachelors degree in Sales & Marketing, Business Administration, or a related field.
• Minimum 7 years of experience in a senior sales role, preferably within manufacturing, and ideally in print & packaging.
• Proven experience in leading high-performance sales teams with a strong track record in business development and revenue generation.
• Hands-on experience with sales CRMs, data analytics tools, and budgeting/reporting software.
• Professional certification and/or membership in recognized industry bodies is an added advantage.

• Design, lead, and execute the company's sales strategy to achieve business objectives and growth targets.
• Develop and manage annual departmental sales budgets, sales forecasts, and performance metrics in collaboration with the top leaders.
• Translate corporate goals into specific regional, sectoral, and product-based sales targets, with quarterly and annual plans.
• Identify and evaluate new business opportunities across local and export markets.
• Propose pricing strategies, product positioning, and market entry tactics based on deep market analysis.
• Oversee daily operations of the sales and customer service functions to ensure efficiency, effectiveness, and client satisfaction.
• Implement and optimize sales management systems, CRMs, and reporting tools to improve team productivity and decision-making.
• Ensure timely reporting, sales pipeline tracking, and accurate order-to-delivery processes in coordination with production and logistics.
• Monitor customer credit terms in liaison with Finance to minimize risk while supporting sales growth.
• Identify and drive new revenue streams through new market segments, geographies, or product lines.
• Represent the company at trade shows, networking events, client presentations, and industry forums.
• Propose strategic partnerships, alliances, and client acquisition strategies that align with brand positioning and company vision.
• Support the top leaders in positioning the business as a leading solutions provider in the print and packaging space.
• Build and maintain strategic relationships with clients, ensuring repeat business and customer satisfaction.
• Oversee client onboarding, retention, and service excellence across all customer segments.
• Lead client engagement programs including satisfaction surveys, loyalty initiatives, and after-sales support.
• Intervene in key client negotiations or escalations when required.
• Conduct and oversee competitive and market analysis to identify trends, customer needs, pricing benchmarks, and new product opportunities.
• Analyze sales reports and data to derive insights for improving territory performance, product offerings, and team performance.
• Recommend actions based on detailed analytics and market feedback to adjust the sales plan or respond to market shifts.
• Monitor brand perception and provide input to brand and communication strategies.
• Coordinate closely with the Production, Quality Control, Supply Chain, and R&D teams to align product capabilities with client expectations.
• Collaborate with the Marketing team to develop targeted campaigns, promotional strategies, and product launches.
• Work with the Finance team to define credit controls and optimize revenue collection.
• Set KPIs and targets for all members of the sales and customer service teams.
• Conduct regular performance reviews, coaching, and mentoring to develop the skills and productivity of the sales force.
• In liaison with HR, develop skills matrices, training plans, succession plans, and manpower strategies for the department.
• Lead by example to cultivate a proactive, accountable, and customer-oriented team culture.
• Maintain adherence to internal policies, ethical standards, and regulatory requirements.
• Implement systems to track departmental risk and ensure compliance with sales processes, pricing policies, and legal contracts.
• Champion sustainability and corporate social responsibility as part of the brand identity and customer value proposition.

• Sales strategy development and execution
• Budgeting and forecasting
• Market analysis
• Pricing strategies
• Sales management systems (CRMs)
• Data analytics
• Client relationship management
• Team leadership
• Performance management
• Sustainability and CSR

• Bachelors degree in Sales & Marketing, Business Administration, or a related field.
• Minimum 7 years of experience in a senior sales role, preferably within manufacturing, and ideally in print & packaging.
• Proven experience in leading high-performance sales teams with a strong track record in business development and revenue generation.
• Hands-on experience with sales CRMs, data analytics tools, and budgeting/reporting software.
• Professional certification and/or membership in recognized industry bodies is an added advantage.