Our Client in the Manufacturing
Industry seeks to recruit a Sales Manager – Trade.
Reporting to: Head of Sales and Distribution
Our Client in the Manufacturing Industry seeks to recruit a Chief Finance Officer who will develop a world class strategic finance function aligned to the Company’s strategy through effective planning, implementation, managing and running of all the finance activities of the group, including business planning, budgeting, forecasting.
Reporting to: Head of Sales and Distribution
Department: Sales & Marketing
Location: Nairobi
Overall Job Purpose: Implement the trade sales and distribution strategy in line with
the overall business strategy in order to achieve the company sales target,
growth and profitability.
Key Deliverables for this Position
·
Achieve trade sales targets &
customer base growth
·
Achieve cash and stockholding
management targets
·
Achieve Customer service delivery
targets
·
Achieve Route Adherence and Cost
targets
Role Description and Key Deliverables
1. In liaison with the Head of Sales, develop the annual
sales forecast numbers and budget numbers by product and by trade
channel/account; as per the company projected growth plans.
Key Deliverable: Actual Annual Sales
plan per product per trade channel/account.
2. Drive the implementation of the sales strategy and ensure
the achievement of the set sales targets in line with the overall company
budget numbers.
Key Deliverables:
·
Sales roll out plans to be shared and
updated weekly on the dashboard.
·
100% sales targets achievement
3. Managing the P&L for the Trade function that is in
line with established plans and policies of the department to align withthe
trade sales contribution and effectiveness of trade marketing activities
Key Deliverables:
·
Annual trade sales expense budget
·
Zero variance from the budget
·
Trade sales and distribution
activities plan aligned to the expense budget and policy.
4. Provide leadership to the Trade sales team to achieve the
best results possible, providing the necessary planning, team direction, and
control to meet or exceed the sales goals of the business unit.
Key Deliverable: 100% sales targets
achievement
5. Continuously monitor performance and provide coaching and
training interventions to develop the necessary competencies to address the
identified performance gaps.
Key Deliverables:
·
Monthly performance review reports as
per the IPRC.
·
Adherence of 2hrs of training per
staff per month
·
Ensure Weekly trade accompaniment
visits are conducted with each rep, well documented and signed off
6. Collaboratively work with the territory distributor’s
sales force in developing and implementing trade channel/ account plans in
support of the trade sales and distribution strategies.
Key Deliverable: Aligned trade sales
and distribution plans which are territorial centric per customer segmentation
7. Provide regular feedback to the Head of Sales and business
on competitor activities and developments in the trade arena as well as
prevailing market conditions and trends.
Key Deliverables:
·
Recommend effective actions to be
taken and ensure the implementation of agreed actions.
·
Monthly price mapping on competitor
pricing and activities
8. Networking and partnering with other senior managers and
directors both internally and externally to identify and generate new business
ideas and opportunities for the company.
Key Deliverables:
·
Monthly Lead generation reports
·
Clear pipeline sales management plans
9. Prepare and submit accurate and timely weekly / monthly /
quarterly sales reports on actual sales performance against budget and
reporting on variance to facilitate a comprehensive sales performance review
Key Deliverable: Timely monthly
reports on trade sales and marketing activities vs set sales targets.
10. Implement a collection plan geared towards ensuring
collection targets are achieved and cash flow levels are maximized. Ensure the
territory AR is at zero (100% collection) as per the trading terms
Key Deliverables:
·
100% compliance on trading terms by
timely payment collections.
·
Maintaining AR at Zero at all the
times.
·
Free cash flow
Academic & Professional
Qualification
·
A Bachelor’s Degree in sales and
marketing or a business related field.
·
A professional certification in sales
and marketing.
·
Membership in a sales and marketing
professional body.
Relevant Knowledge & Experience
·
A minimum of 6 years of working
experience in a sales position preferably as a Senior Sales Manager,
·
Experience in a fast-paced and dynamic
manufacturing business environment
·
Advance exposure/experience in both
Modern trade and general trade.
·
Demonstrated knowledge of effective
sales skills and behavior, in order to secure and maintain durable and
profitable customer relationship demand.
·
Demonstrated knowledge and experience
of managing customer relationships in order to meet customer requirements and
secure profitable business to achieve sales objectives.
·
Excellent understanding of the impact
of decisions and actions on the relevant stakeholders.
Function/Technical Skills
·
Ability to work independently with
limited supervision, under pressure and meet deadlines.
·
Ability to work in a fast moving
competitive environment
·
Excellent communication and
negotiation skills
·
High levels of professionalism with
internal and external customers.
·
Excellent Customer Service, Customer
Relationship and interpersonal Skills
·
Effective analytic, planning and
organization skills with the ability to design and execute action plans.
Personal Attributes
·
Ability to cope with pressure
·
Strong leadership skills with ability
to influence with integrity
·
Energized, positive, passionate and
confident.
·
Highest levels of personal commitment
to results and achievement.
·
Flexible – Must be willing to work a
flexible schedule based on business needs which include evenings, weekends and
holidays.
How to Apply
Applicants who meet the requirements
stated above should send their applications and detailed CVs with a day – time
telephone number to the email address: jobs1@hcsafrica.com with Sales
Manager-Trade on the Subject line
Our
Client in the Manufacturing Industry seeks to recruit a Corporate Sales Manager – B2B.
Overall Job Purpose: Implement the sales strategy in line with the overall
business strategy in order to achieve the company sales target, growth and
profitability.
Key Deliverables for this Position
·
Achieve corporate sales targets &
customer base growth
·
Achieve cash and stockholding
management targets
·
Achieve Customer service delivery
targets
·
Achieve Route Adherence and Cost
targets
Role Description and Key Deliverables
1. In
liaison with the Head of Sales, develop the annual sales forecast numbers as
per the company projected growth plans.
Key
Deliverable: Actual Annual Sales plan per product per account.
2. Develop
and manage the implementation of the Pipeline sales plan and ensure the
achievement of the set sales targets in line with the overall company budget
numbers.
Key
Deliverables:
·
Annual sales roll out plan
·
Clear sales roll out plans to be
shared and updated weekly on the dashboard.
·
100% sales targets achievement
3. Managing
the P&L for the segment that is in line with established plans and policies
of the department and align it to the contribution and effectiveness of
segments marketing activities
Key
Deliverables:
·
Annual sales expense budget
·
Zero variance from the budget
·
Corporate sales and distribution
activities plan aligned to the expense budget and policy.
4. Implement
projected business expansion plans by actively recruiting new customers and
ensuring the customer recruitment, retention and relationship is well managed
for sustainability and growth of the business
Key
Deliverables:
·
At least 3 new accounts contracts
signed off with new Business partners every month.
·
A minimum of 6 outlets visited on
daily basis to generate sales and CRM purposes.
5. Identify,
recommend, manage and drive new product/segments to ensure sustainable and
profitable growth in line with business goals.
Key
Deliverables: Identify, recommend, manage and drive new product/segments to
ensure sustainable and profitable growth in line with business goals.
6. Develop
and drive product training to the sales team internally and externally as far
as B2B line of business is concerned.
Key
Deliverables:
·
Quarterly/half year Training sessions
(plant visits )
·
Align Trade team to help identify
opportunities across their respective territory
7. Provide
regular feedback to the Head of Sales and business on competitor activities and
developments in the trade arena as well as prevailing market conditions and
trends.
Key
Deliverables:
·
Recommend effective actions to be
taken and ensure the implementation of agreed actions
·
Monthly price mapping on competitor
pricing and activities
8. Networking
and partnering with other senior managers and directors both internally and
externally to identify and generate new business ideas and opportunities for
the company.
Key
Deliverables:
·
Monthly Lead generation reports
·
Clear pipeline sales management plans
9. Prepare
and submit accurate and timely weekly / monthly / quarterly sales reports on
actual sales performance against budget and reporting on variance to facilitate
a comprehensive sales performance review.
·
Timely monthly reports on corporate
accounts marketing activities vs set sales targets
·
Clear pipeline sales management
reports
10. Implement
a collection plan geared towards ensuring collection targets are achieved and
cash flow levels are maximized. Ensure the territory AR is at zero (100%
collection) as per the trading terms.
Key
Deliverables:
·
100% compliance on trading terms by
timely payment collections.
·
Zero AR at all the times.
·
Free cash flow
Academic & Professional Qualification
·
A Bachelor’s Degree in sales and
marketing or a business related field.
·
A professional certification in sales
and marketing.
·
Membership in a sales and marketing
professional body
Relevant Knowledge & Experience
·
A minimum of 6 years of working
experience in a sales position preferably as a Senior Sales Manager,
·
Experience in a fast-paced and
dynamic manufacturing business environment
·
Advance exposure/experience in both
B2B and B2C corporate sales .
·
Demonstrated knowledge of effective
sales skills and behavior, in order to secure and maintain durable and
profitable customer relationship demand.
·
Demonstrated knowledge and experience
of managing customer relationships in order to meet customer requirements and
secure profitable business to achieve sales objectives.
·
Excellent understanding of the impact
of decisions and actions on the relevant stakeholders.
Functional / Technical Skills
·
Ability to work independently with
limited supervision, under pressure and meet deadlines.
·
Ability to work in a fast moving
competitive environment
·
Excellent communication and
negotiation skills
·
High levels of professionalism with
internal and external customers.
·
Excellent Customer Service, Customer
Relationship and interpersonal Skills
·
Effective analytic, planning and
organization skills with the ability to design and execute action plans.
·
Ability to work in a cross functional
team setting.
Personal Attributes
·
Ability to cope with pressure
·
Strong leadership skills with ability
to influence with integrity
·
Energized, positive, passionate and
confident.
·
Highest levels of personal commitment
to results and achievement.
·
Flexible – Must be willing to work a
flexible schedule based on business needs which include evenings, weekends and
holidays.
Applicants
who meet the requirements stated above should send their applications and
detailed CVs with a day – time telephone number to the email address:
jobs1@hcsafrica.com with Corporate Sales Manager-B2B on the Subject line
Our Client in the Manufacturing Industry seeks to recruit a Chief Finance Officer who will develop a world class strategic finance function aligned to the Company’s strategy through effective planning, implementation, managing and running of all the finance activities of the group, including business planning, budgeting, forecasting.
As
part of a high-performing Executive Leadership Team, contribute commercially
across the business, be highly visible with a strong professional presence and
demonstrated ability to build and maintain strong relationships and
partnerships across the business including at Board level.
Reporting to: Group
CEO & Board
Department: Group
Finance
Location: Nairobi
Role Description and Key Deliverables
1. Financial
Analysis & Reporting
·
Analyze management accounts of
subsidiaries and Holdco on a monthly basis for accuracy, trends and comparison
to budgets, and prepare management reports
·
Prepare quarterly board reports with
consolidated accounts and other related reports
·
Preparation of the annual
consolidated audited accounts and ensure timely completion of audits
Key
Deliverables
·
Accurate and timely production of
monthly MIS & budget monitoring reports
·
Accurate consolidated quarterly
financial statements (P&L, BS & Cashflows)
·
Timely and non-qualified annual
audited accounts
2. Treasury
Management
·
Including regular monitoring and
management of Working Capital & long term funding needs,
·
Bank reconciliations, Short term and
long term funding linked to strategy
Key
Deliverables
·
Weekly/monthly Bank reconciliations
·
Updated Debtors listing in line with
company policy
3. Business
Planning & Analysis of New Projects
Prepare
business plan and financial projections aligned to the organizational strategy
·
Track performance against business
plan targets and
·
Prepare capital project plans and
analyses (NPV, IRR, Payback) for new potential investments with recommendations
Key
Deliverables
·
Strategy approved by the Board
·
Approved 5 year BP
·
Achievement of PAT Budget
·
Prior to investments, analysis of
projects, with Go/No Go recommendations
4. Procedures,
Processes and Quality assurance
·
Prepare & review relevant
policies (Accounting policies, Shared services, SODA, etc)
·
Processes and procedures in place
& updated regularly
·
Continuous improvement of financial
procedures and controls
·
Quality assurance of audit items by
ensuring corrective action on any gaps on controls identified from internal
audits are addressed
Key
Deliverables
·
Updated Policies and controls in
place
·
Less than X% of Repeat audit items
5. Team
Management
·
Managing and developing the finance
team in HO supporting the finance leadership in country offices
·
Training of Finance team in liaison
with HR
Key
Deliverables
·
Employee Productivity above X%
·
Positive 360 degree review for CFO
6. Tax
planning
·
Develop internal tax policies e.g.
Transfer Pricing Policy
·
Ensure compliance to local tax laws
e.g. PAYE, WHT, VAT, Compensating Tax (Dividend), etc including payments and
returns
·
Responsible for follow up on any tax
claims
·
Involvement and management of any tax
reviews in the group
Key
Deliverables
·
Updated tax payments with no
penalties
·
Updated tax returns
7. ICT
& ERP
·
Identify, acquire and implement
systems and software to provide critical financial and operational information.
·
Evaluate departments and make
suggestions for automating processes and increasing working efficiency.
·
Lead Information Systems function to
ensure business financial and operational reporting, analyses and decision
support systems are timely, accurate, error free and require minimum human
input in order to avoid any governance risks.
Key
Deliverables
·
System Availability & Reliability
of above 95%
·
Alignment of IT & ERP Systems to
business requirements
·
Timely and Accurate
·
Management Reporting
8. Any
other responsibility assigned by management and the Board
Completion
of any other duties assigned
Academic & Professional Qualification
·
Master’s Degree in Business
Administration or MSc Finance or Economics.(Preferred)
·
Bachelor’s Degree in Accounting, Finance
or business related field
·
Professional accounting designation
(CA, ACCA, CMA, CPA or equivalent)
Relevant Knowledge & Experience
·
At least 15 years experience in
leadership position with not less than 10 years in a manufacturing environment
·
Previous experience as a Group
Finance Manager or Group CFO for a period of at least 5 years.
·
Partner Network Development in Africa
– must have already done similar work though it can be for other industries
(over 5 years, 20+ Countries in Africa)
·
Personal Relationship Network – must
have existing relationships in key cities to leverage for partner
identification, trade area understanding, and getting PR mileage
·
Advanced computer skills, including
proficiency in MS Excel, Google Apps, SAP R3 and other software in report
writing & business intelligence such as Prophix, CVe Live systems,
Teamwork, Crystal Reports etc.
·
Strong financial and accounting
knowledge (IFRS)
·
Excellent knowledge of financial data
analysis , forecasting methods and budgeting experience in a multicurrency
environment
·
Demonstrated knowledge and experience
working with External Auditors, internal controls and compliance related (tax)
issues
Function/Technical Skills
·
Financial Planning and Strategy,
·
Managing Profitability and cash flow
management
·
Budgeting and Forecasting,
·
Management and Leadership skills
·
Financial analysis and modelling
·
IT & ERP Systems implementation
(strongly preferred).
·
Stakeholder Management (Partners,
Investors, Board, Tax Authorities, Auditors)
Personal Attributes
·
Strong commercial acumen, analytical
and strong attention to details
·
Outstanding communication and
presentation skills.
·
Energized, positive, passionate,
confident with executive presence.
·
Excellent analytical, reasoning and
problem-solving skills
·
Entrepreneurial, strategic thinker
and result oriented
·
Strong people leadership and
management capability
·
Ability to drive change in an
organization
·
Highest levels of personal integrity
and commitment to quality and continuous improvement
Applicants
who meet the requirements stated above should send their applications and
detailed CVs with a day – time telephone number to the email address:
jobs1@hcsafrica.com with Chief Finance Officer on the Subject line
