This is a senior position requiring a high degree of initiative and skills in sales management, communication, and negotiation. The Commercial Manager will be reporting to General Manager within the dedicated portfolio of Commercial Management. She/he will be responsible for the management of an aggressive multi-million dollar sales quota in a highly competitive environment. She/he will oversee the conceptualization, planning, development, and implementation of commercial functions.
Main Duties & Responsibilities
- Develop and implement business plans and commercial strategy for the market and ensures attainment of company sales goals and profitability.
- Foster and build good customer relationships for revenue growth and customer retention. Engage customers up to CXO level; build senior-level relationships in assigned accounts and expertise within the market.
- Provide sales leadership to the Commercial team by mentoring, motivating, encouraging, and delivering results; Responsible for building and growing the Commercial team; Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
- Understand and identify customers’ compelling needs through in-depth account planning and profiling. Using these insights matches the need for compelling solutions.
- Understand and appreciate market trends, competitors’ movements, and industry information so as to serve customers better.
- Achieve high customer satisfaction with decision-makers.
- Play a key ambassadorial role for Opticom Kenya Limited.
- Oversee successful execution at every stage of the commercial/sales process.
- Identify business opportunities and synergy with customers in areas of cooperation.
- Identify reciprocal businesses and areas of cooperation whenever there are opportunities.
- Provide a one-stop security solutions experience to customers regarding all Opticom Kenya Limited services.
- Lead bids or RFPs to ensure proposals are submitted in order to win; ensure that all customers’ pre-sales & post-sales inquiries and works orders, commercial documents, and dealings with customers are promptly attended to, documented and kept.
- Prepare budgets and approve budget expenditures; control expenses to meet budget guidelines.
Qualifications, Skills & Experience
- Degree in Business or other relevant field (or equivalent).
- Masters of Business Administration / IT
- Membership and accreditation of professional organizations.
- 6 – 10 years experience in consultative selling to, and relationship management of, large multinational corporations.
- Experience in Security / FMCG / ICT industries and a good understanding of these services and solutions are preferred.
- Experience in creating solutions for customers based on their business and IT initiatives rather than on a company’s product offering
- Proven track record in sales of quota achievement
- Experience in selling to, and management of, customers with managed services in the areas of hosting, technical solutions, security, infrastructure management, mobility, outsourcing /out-tasking
- Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
- Experience in managing, developing, and motivating a sales team and must be a strong team player with a commitment to value-based leadership.
- Adept at prospecting, funnel management, and closing business.
- High Proficiency in MS Office.
- Outstanding leadership and communication skills
- Ability to engage and partner with customers and internal staff as required.
- Ability to identify and qualify revenue-generating opportunities
- Draw upon personal relationships with business partners in order to create more customer solutions.
