Commercial Manager - Nairobi

Job Ad & Profile Description

Position : Commercial Manager - Nairobi

JOB TITLE:COMMERCIAL MANAGER KENYAREPORTING TO:MANAGING DIRECTOR KENYATRANSVERSAL REPORTING: DEPUTY CHIEF COMMERCIAL OFFICER – EAST AFRICADEPARTMENT:COMMERCIALLOCATION:NAIROBIDIRECT REPORTS: Business Development Managers, Direct sales Executives, Inside sales, Key Account Managers, Pricing Team.

OBJECTIVE: Oversee the sales activities to enable the department to secure business for the company through sales and marketing activities backed up by an aggressive strategy

Responsibilities :Marketing Intelligence

Carry out regular market surveys with the help of Marketing team

Identify and communicate market changes, key competitor’s strategies and industry trends to country, regional and corporate teams

Analyse the market’s attractiveness and competitive situation, with the main aim of achieving growth and profitability.

Analyse our strengths and weaknesses as compared to the competitors

Provide reliable statistics, analyses and action plans to increase our market share.

Develop CTO Super User Skills to extract monthly reporting. Sales pipeline as well as train other users.

Lead & Drive Customer Satisfaction Survey process to then develop bespoke solution

Sales activity• Define, propose and lead the execution of the Commercial strategy to develop business in all activities (Logistics solutions, Forwarding, Clearing, Transit and Supply Chain)• Review, adapt and/or amend strategy according to market challenges and business profitability.• Identify target clients and lead the selling process• Elaborate action plan to enhance our competitiveness, in terms of organization, service, quality, pricing...• Work with operations and the various support Departments to provide appropriate solutions to customers.• Provide active guidance and support in tenders, reviews and any other company customer activity deemed strategic and relevant to the development.• Manage the Quotations activity, monitor and improve the related performance (hit rate, response time...)• Build strong external and internal business relationships and network with key players.

Commercial team management• Manage the commercial team to ensure quantitative and qualitative targets are met• Measure the performance of the commercial team through appropriate metrics• Identify commercial performance gaps and put corrective actions in place• Train the commercial team to improve their knowledge and performance.• Update personal knowledge and technical expertise.

Accounts Management• Monitor and report profitability analysis on accounts• Participate in debt recovery actions• Monitor customer’s satisfaction issues• Attend the monthly/quarterly KPIs reviews with the Key Accounts• Escalate opportunities with regional/global impact to regional/corporate sales teams• Provide input and support for regional/global RFQs and/or for regional/global customers.• Monitor contract compliance and for regional/global accounts proactively escalate non- compliance issues to regional/corporate sales teams.• Provide monthly reporting on-time and within the agreed framework.

WORKINGRELATIONSHIPS

INTERNAL• MD Kenya• CFO Kenya• FM Mombasa• Heads of Departments of the BU• Other Bus• Heads of Support Functions• Commercial Team

EXTERNAL• Clients• Government agencies• Customs officers at all levels• Shipping line managers

Industries: Staffing & Recruiting

Function: Sales