Job summary:

The Director Business and Channels is an executive-level role, with the holder being responsible for the commercial strategy and business growth, for providing overall leadership for AAKenya’s commercial activities. The incumbent is accountable for defining the company’s Sales and marketing strategy and ensuring its successful execution. The role is responsible for driving business growth and market share. The CCO will report directly to the Managing Director and is primarily concerned with ensuring the integrated commercial success of the organization. This role combines technical knowledge of the relevant field with strong marketing and business development skills. Director of Business and Channels will take ownership of the customer and the customer interface with the product or service offering, making sure that all functions of the organization are aligned to meet its strategic commercial objectives.

KEY DUTIES:

Business growth

• Develop and implement the commercial strategy that ensures the successful achievement of AAK’s business objectives. This covers sales and revenue targets as well as the overall marketing strategy.
• Develop annual Sales and revenue budgets and cascade to the teams.
• Maximize profitability across the current and future products, and channel.
• Ensures strategic balance between the various products lines of the business to manage and reduce concentration risk.
• Drive the implementation of the commercial strategy to ensure that it aligns with the functional areas under direct control to the overall strategy ensuring all targets are achieved.
• Develop and implement strategies to enhance business partnerships to grow business in all lines.
• Drive the AA Kenya’s expansion strategy through identification and set up of new sales channels

Customer Service

• Develop and implement customer retention strategies for the company.
• Drive brand awareness and brand advocacy to exceed projected goals to include teaming up with PR & Marketing team to raise awareness across the region.
• Participate in developing pricing structures for key clients and take ownership of the credit portfolio of the same.
• Identify value creation initiatives with the marketing team and connecting them with the local strategies and business plans.

Internal Business processes

• Sets aggressive performance targets that will result into the achievement of the sales and revenue targets, to meet AAK’s long-term goals.
• Track key performance indicators at a detailed level i.e., by product, customer-cluster, price, region, branch, account and outlet-level.
• Plan and ensure implement all countrywide brand awareness campaigns, promotional activities/events and represent the company in key partner events, business and GoK forums and activities.
• Manage the sales channels/ branch network to ensure smooth operation of activities

People Management

• Supervise your direct reports to ensure they all achieve their targets.
• Identify training needs and implement development plans.
• Track and report on Team performance as will be required by your supervisor from time to time.
• Managing annual staff appraisals and leave schedule in liaison with the HR Department.
• Ensure employee welfare of the sales team.
• Manage performance and discipline of the team.
• Develops and maintains a sound effective organizational culture ensuring capable management succession as well as progressive employee training and development programs.

Requirements

KNOWLEDGE AND EXPERIENCE:

• Bachelor’s Degree in Sales and Marketing or its equivalent.
• A master’s degree is desirable
• Twelve (12) years’ experience work experience with at least 5 in senior Management position, Sales & Marketing, and Operational Marketing.
• Proven knowledge and experience in sales, marketing, Customer experience and business partnerships management.
• Proven record in driving substantive sales budgets.
• Deep understanding of the digital landscape and how customer journeys impact the buying decision

SKILLS AND COMPETENCIES:

• Balancing needs of Customers and the business in negotiations to ensure win-win, collaborative partnership.
• Substantial latitude for independent action in determining how to accomplish goals.
• Excellent presentation and communication skills.
• Resolving differences between Customer Service, Operations and Marketing to ensure best customer and consumer-oriented solution.
• Skilled in organizational development, personnel management, budget and resource development, and strategic planning.
• Excellent people skills, with an ability to partner with a dynamic team.
• Excellent negotiation and Analytical skills, building organizational capabilities, building accountability, enhance and sustain performance of others and driving consumer-based business strategies capabilities.

WORK CONTEXT

• Strategy development and execution
• Identification of new markets and partnerships
• Plan and implement sales initiatives and events
• Sales performance analysis and reporting