Deadline of this Job: 09 January 2023
JOB DETAILS:Key Requirements:
• Ensure all regions and outlets targets are set annually
• Ensure implementation of correct product mix
• Plan-o-gram adherence
• Monitoring route plan adherence
• Correct positioning, SOS, and location
• Ensure availability of all company products as per standard
• Notify or follow up with the store 14 days in advance on marketing activities planned
• Timely promo stocks ordering
• Monitoring Brand Ambassadors performance as per set targets
• Timely listing of new products in relevant outlets
• Identifying and negotiating for gondolas/hot shelves in key outlets
• Negotiating for secondary displays, SOS, FSUs, check out till among others
• Participating in key accounts new outlet opening as per set standard
• Vetting of new outlets as per set criteria
• Monitoring outlet attendance as per the route
• Planning and scheduling leave/off days
• Ensuring continuous peer-to-peer training/coaching
• Onboarding of new hires
• Handling disciplinary issues as per HR guidelines
• Ensuring compliance on county licenses as per logistics requirements
• Help negotiate terms of payments with clients with disputes
• Seeking approvals on all ‘Returns Notification Forms
• Vetting of LPOs and Order Forms
• Quarterly physical verification report on all assets
• Promotion and event post reports
Qualifications:
• Bachelor’s Degree in Sales / Business Management or Equivalent
• At least 3 years of experience in a similar role
• Excellent verbal and written communication, interpersonal, and customer service skills.
• Have a solid track record of driving sales growth that consistently exceeds business objectives.
• Able and willing to travel across the designated regions
• Strong analytical and problem-solving skills.
Deadline of this Job: 06 January 2023
JOB DETAILS:Our client, Acorn Holdings Limited, is the premier developer, operator, and asset manager of rental housing in Sub-Saharan Africa through Purpose-Built Student Accommodation (PBSA) brands Qwetu and Qejani. They are looking for a Head of Sales. As the Head of Sales, you are responsible for planning, implementing, managing, and overseeing the company's overall sales strategy informing retail and residential revenue. The job entails establishing reputable retail partners and sustaining revenues through occupancy drivers.
Job Responsibilities:
KEY LEADERSHIP CAPABLITIES
Understand the consumer & customer
• Build an understanding of consumers/ customers/ suppliers/ stakeholders & leverage this understanding when making business decisions.
• Build sustainable relationships with key stakeholders to shape the operating environment.
• Address difficult issues proactively when dealing with stakeholders.
Commercial understanding
• Make commercial decisions that impact positively both short- and long-term bottom-line results.
• Drive unnecessary costs out of the business.
• Ensure the set processes and controls are executed to minimize business exposure to risk.
Collaborate & Influence
• Actively listen and build positively on other ideas.
• Exhibit trust, fairness, and ethical awareness.
• Mobilize and allocate resources effectively to achieve what is best for the business.
KEY OUTPUTS AND ACCOUNTABILITIES
• Residential Revenue planning and execution
• Plan sales strategies in accordance with business objectives, to achieve the revenue targets as per the business plan.
• Plan the residential revenue for the financial year and drive customer acquisition at optimized costs and spending
• Evaluate alliances and partnerships to inform strategy for regional presence.
• Manage the contact center and the team delivering telesales and service to new and existing customers respectively, providing a delightful brand experience and instant resolution.
• Collaborate with the Customer Experience and Property Management teams to drive various brand and communication initiatives which also engage customers at the properties.
• Provide advisory to management based on the Customer Service Centre’s statistics, sales rates, costs, customer metrics, and feedback from customers as well as the CRM system to aid in setting up business objectives.
• Plan and optimize usage of the various sales budgets.
• Support in the residential debt management process.
• Convenience and Retail Revenue
• Create a robust retail strategy by identifying retailers who can provide value addition to resident customers across all properties and provide significant retail revenue as per the business plan.
• Ensure the retail spaces are mapped out well during property development.
• Set in place a governance mechanism for all the retail partners across the properties, including planning and developing appropriate pricing and stocking in accordance with the needs of the resident customers.
• Engage with retail partners to let out the vacant space across properties.
• In-depth analysis of revenue and assurance from retail partners by tracking performance.
• Drive engagement and strong relationship building to ensure timely debt collections and continuous improvement in service and product offerings from retailers present across all properties.
Other Requirements:
• Min. Bachelor’s degree from a recognized accredited university in marketing, strategic management, or business management.
• At least 8 years of experience working in digital sales, marketing, and brand management, especially in banking, FMCG, telecoms, retail, etc.
• High level of leadership skills and team management skills (including at least 4 years of proven experience in managing teams at the supervisory level).
• Proven experience (at least 3-4 years) in building an exceptional brand.
• Knowledge and experience in modern sales and marketing practices in the services industry to provide
• Visionary guidance on strategic changes to improve the purpose-built student accommodation business.
• Experience in effectively communicating with and managing the expectations of customers (internal and external), and other stakeholders who impact quality service.
• Experience in optimizing processes to drive strategy.
• Research and data analyses experience in managing market intelligence.
Deadline of this Job: 10 January 2023
JOB DETAILS:Who we are looking for
We are seeking to recruit a result-oriented support of business development department. The BDM will be responsible for our business portfolio. The position will be based in Nairobi, Kenya but frequent travel to our other offices.
Position: Business Development Manager
Key Responsibilities
• Facilitate the effective and efficient implementation of HACOF Strategic Plan and Annual Development Plans.
• Develop short-term and long-term regional and country-specific business development plans in conjunction with country Business Development Executives.
• Identify and map HACOF’s business strengths, weaknesses, threats, and opportunities.
• Together with the Managing Director, and other Senior Management Teams set annual Business Development Targets.
• Ensure that all set Business Development Targets are Met.
• Lead in proposal development, assigning tasks to other team members and ensuring that deadlines are met both during the proposal development and project implementation.
• Manage proposal and project development from concept to completion, including coordination with other sections and collecting information from in-house subject matter experts.
• Review and comprehend RFP/EOI and its reference point for tailoring a unique proposal response that meets client expectations
• Coordinate production of deliverables by working with other departments such program, operations, finance and logistics to ensure that projects are delivered within stipulated timeline and proposed budget.
• Represent the country teams and HACOF in business development efforts, including with clients, donors, partners, and other stakeholders.
• Conduct landscaping analyses that can inform an overall Business Development Strategy.
• Lead in identifying short- and long-term viable business opportunities and developing and implementing capture plans.
• Provide analysis and recommendations for bid decisions.
• Lead in proposal development by developing proposal approaches, writing sections, reviewing the contributions of others, and ensuring proposal quality complies with HACOF’s and Clients requirements.
• Use deep and current connections with potential clients to fully understand their current and upcoming needs.
• Translate on-going programs of research and evaluation into new relationships through demonstrating to clients how HACOF can resolve their most challenging problems.
• Ensure delivery of the full life cycle of business development services, from strategic guidance for positioning to proposal management.
• Manage and retain relationships with existing clients.
• Increase client base portfolio.
• Negotiate with potential clients.
• Identify and map business strengths and customer needs.
Key Deliverables
• Strategy formulation: Develop business development/sales strategies for HACOF’s products including Research, Communication and Policy Analysis, Governance and stabilization, Growth and Resilience, And Environment and Climate change.
• Strategy implementation: Be responsible for the execution of business development activities as specified in the company strategic plan.
• Revenue generation: Guarantee a continuous revenue stream from local and international clients by making sure that the annual company revenue target is achieved through; new clients, preparing proposals/ quotations and make follow up, identifying new revenue sources and opportunities for repeat business.
• Team Management and Coordination: Manage and coordinate operations of business development teams.
• Reporting: Provide weekly updates on business development issues covering - contacts made, proposals/quotes sent, revenue generated, and any progress on target clients. This information will also be entered on an online database on a weekly basis.
• Brand building initiatives: Together with communications department ensure that the target market interacts with HACOF’s brands on a regular basis through various initiatives which include - articles, speaking opportunities, interactive sessions, etc. These initiatives must be in line with the corporate communication strategy and overall business strategy.
Key Performance Indicators (KPI)
• Quarter, bi-Annual and annual sales targets achieved and new clients on boarded.
• Business development plan, annual development plan and strategic plans implemented.
• Brand building initiatives implemented.
• Periodic performance (monthly, quarterly, bi-annual, or annual) reports submitted.
Key Qualifications, Experience and Skills
• Master’s degree in international development, statistics, monitoring & evaluation, economics, social sciences or other qualifications that are relevant to the position.
• 10+ years of demonstrated leadership and management skills across the business development continuum in the field of research and development, from trend analysis, strategy development through proposal development, production, compliance, and delivery
• 8+ years of demonstrated knowledge of proposal rules, regulations, and processes, demonstrated history of success in winning awards and demonstrated experience working in a team environment with country program and technical staff, as well as external partners
• Demonstrated expertise developing proposals for development partners, humanitarian actors, civil society organizations, non-government organizations, donors, governments and private sector.
• Demonstrated skills and experience organizing teams to produce high-quality proposals on tight deadlines.
• 5+ demonstrated experience and understanding of qualitative and quantitative research methodologies.
• Experience working in the Horn of African region and fragile contexts.
• Demonstrated skill in managing communications with clients, partners, and donors
• Advanced computer skills. Preferably advanced qualification in Microsoft Office Suite.
• Basic analytical skills with data entry and analysis tools like ODK, KOBO Collect, SPSS, STATA, R, Epi-Info, Microsoft Excel among others.
• Must have excellent and high-quality English language to global proposal writing standards.
• This person will be ideally based in Nairobi, Kenya office with periodic travels to country offices in Somalia, South Sudan and Ethiopia.
Deadline of this Job: 08 January 2023
JOB DETAILS:Job Purpose
The job holder will be responsible for managing and servicing existing outlets while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue in the HORECA Segment.
Responsibilities and Accountabilities
Area 1: 4 A’s Execution in HORECAS
• Achieve product availability targets for the assigned outlets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.
• Enhance product accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category.
• Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type.
• Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with the territory sales plan.
Area 2: Sales Revenue Growth in HORECAS
• Conduct client visits for existing and potential outlets in order to achieve the given sales targets and ensure sustained business growth.
• Achieve required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Pro-actively manage the cash and credit resources of the customer to drive growth of KWAL brands in terms of volume and value.
• Monitor and manage company assets such as fridges, vehicles within the KWAL policies and procedures to ensure optimal use.
• Receive, follow up and resolve all customer queries and complaints in collaboration with the customer service team in an efficient manner.
• Prepare and submit accurate and timely reports to the territory manager to facilitate proper planning.
• Identify Potential New Accounts and open the accounts directly with Kwal to grow business and Drive Volumes.
Area 3: Debt Management
• Ensure Account payment and Reconciliations are done on Time to avoid supply inconsistencies.
• Ensure HORECAs Accounts operates within the stated credit limits.
Area 4: Relationship Management.
• Build, manage and maintain good strong long term customer Relationship with Kenya Wines Agencies and the key partners.
• Ensure Timely address of Customers queries.
• Ensuring Immediate Customer Feedback.
Minimum Requirements
• Bachelor degree in business a business related course.
• Membership in a professional body would be an added advantage.
• A minimum of 3 years’ experience in retail and experience with HORECAS preferably in a beverage environment.