Our Client, is looking for a qualified candidate  as the Head of Sales who is both a strategic thinker and an on the ground operator with proactive and results orientated  skills. The Candidate should have ability to understand the market needs within the culture and operating norms of a developing African country, inspire and motivate outstanding performance from the Sales and Marketing Team, by  identifying, attracting, developing and managing talent.

• Advise shareholders / senior management of new business opportunities, actively participate in researching ways to increase business portfolio growth / efficiencies, whilst optimizing management costs and increase revenue growth and gain market share.
  
• Create Sales and assists with Marketing plans to achieve the growth aspirations of the business.
  
• Create and manage the Sale budget (assist with Marketing budget)
  
• Meet commercial objectives of the organization in respect to turnover.
  
• Work with the CEO to set sales targets; monitor and maintain recommended interventions where necessary.
  
• Break down sales objectives by product into measurable KPI’s monitored by monthly milestones and in line with the commercial objectives of the business.
  
• Further break down sales objectives by sale channel A-E. (a. Key Accounts, b. Sales Teams, c. ShowRoom, d. Projects, e. Branches)
  
• Analyze Sales Reports and Dashboard and present to Management Team regularly.
  
• Proactively manage and capacity build a results orientated sales team following agreed KPIs.
  
• Collaborate with the Marketing Team on marketing, advertising and promotions and develop strategy to communicate brand values of the Company and the respective brand values of key products and marketing plans and budget, modifying this in line with sales and commercial achievements during the year. 
  
• Perform sales activities on major accounts or projects and negotiate sales price and discounts in consultation with CEO
  
• Seek new markets and distribution outlets throughout Tanzania.
  
• Establish and manage effective programs to compensate, coach, appraise and train sales personnel.
  
• Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers, and close quality service relationships with key customers.
  
• Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.
  
• Provides six monthly results assessments of sales staff's productivity.
  
• Reviews progress of sales roles throughout the company, and presents monthly sales reports to Senior Management, with necessary analysis and recommendations.
  
• Collaborates with Marketing and Operations Manager to ensure slow moving stock, stock nearing expiry date and damaged stock recovery, are limited in quantity and best sale recovery strategy is agreed and implemented.
  
• Forecasts annual, quarterly and monthly revenue streams, in line with company targets and growth strategy.
  
• Develops specific plans to ensure revenue growth in all company's products.
  
• Coordinates proper company resources to ensure efficient and stable sales results.
  
• Formulates all sales policies, practices and procedures, in collaboration with the CEO.
  
• Collaborates with Marketing Manager to develop sales strategies to improve market share in all product lines.
  
• Interprets short- and long-term effects on sales strategies.
  
• Collaborates with CEO & Marketing team to establish and control budgets for sales promotion and trade show expenses.
  
• Reviews expenses and recommends economies.
  
  
  

Requirements

• A relevant university degree: A business with a focus on sales and marketing is preferred; a Masters is not essential but is a bonus.
  
• Career experience proving high achievement and leadership in Sales Management which will bring new, capacity building skill sets and experience to the Company.
  
• Africa experience is essential.
  
• Having construction product knowledge is an added advantage.
  
• Problem-solving and analytical skills to interpret sales performance and market trend information.
  
• Proven ability to motivate, coach and lead the sales team. 
  
• Experience in developing sales and marketing strategies. 
  
• Experience in strategic planning and forecasting of sales and budgets.
  
• Excellent oral and written communication skills in English is essential (in Swahili is a bonus), plus a good working knowledge of Sage (or equivalent ERP software) including sales pipelines is required. 
  
• A valid driver’s license.
  
• Excellent leadership, management and mentoring skills and lead by example; High level of responsibility, accountability and integrity, not just for Sales Department, but holistically for the company as a whole.
  
• Knowledgeable:  products / building industry; keeping up to date with building techniques and product trends and innovation; local content (building challenges, needs and opportunities in TZ; quick to learn;  ditto above for sales techniques and team leading.
  
•  Proactive initiator - constantly looking out for new ideas, contacts, networking, etc.
  
• Firm but approachable; good natured but not intimidated.
  
• Good Customer service skills, but intelligent discretion when dealing with difficult customers.
  
• Creative: be able to think “out of the box” – read customers/markets and understand products.