Customer Prospecting, Acquisition & Market Expansion

• First-hand knowledge of and network building skills specifically for the markets of the counties of Kiambu, Kirinyaga, Nyeri, Embu, Meru, Isiolo, Laikipia, Muranga, Tharaka-Nithi (herein termed as Central Kenya)
• Prospect and Acquire Key Customer partners in our B2B channel in line with the requirements of growth of our Expansion business units as well as our turnaround business units
• Actively execute the acquisition of the prospects as per the targets

Relationship Management

• Build and maintain long relationship with the Customer to generate trust
• Market and story tell our brands and products and services – existing and new

Customer Prospecting, Acquisition & Market Expansion

• First-hand knowledge of and network-building skills specifically for the markets of the counties of Kiambu, Kirinyaga, Nyeri, Embu, Meru, Isiolo, Laikipia, Muranga, Tharaka-Nithi (herein termed as Central Kenya)
• Prospect and Acquire Key Customer partners in our B2B channel in line with the requirements of growth of our Expansion business units as well as our turnaround business units
• Actively execute the acquisition of the prospects as per the targets

Relationship Management

• Build and maintain long relationship with the Customer to generate trust
• Market and story tell our brands and products and services – existing and new
• Keep the customer engaged actively via virtual & in person client engagement

Customer-wise Sales Growth & Forward Planning

• Managing primary wholesalers, importers and agents
• Monitor key accounts performance and drive business optimization and growth in range, variety and frequency

Order Processing & Fulfilment Planning

• Timely order placement into the system
• Timely, collaborative communication with the relevant Teams
• Proactive sharing of information with the customer
• Develop and execute fulfilment plans with the customers

Market Insights & Learnings

• Actively and dynamically know our consumers, customers, markets, competitors, opportunities
• Learn from behaviors of customers/consumers to understand them better
• Provide the Company with marketing/sales intelligence to drive market leadership
• Have a good understanding and leveraging on local culture
• Understand the customers business, their clients, the challenges, the pain points, and the areas of growth

Differentiation & Innovation Commercialization

• Actively innovate offerings through in-depth and extensive customer and consumer driven insights
• Proactively drive new offerings in the market execute commercialization

Drive Universe Depth & Spread in Markets

• Execute sales and distribution plan for all business units in the focus regions as per this JD
• Drive sustainability through the spread of multiple universe offerings in core markets and through key customers

Brand Positioning & Buyer Experience

• Deeply understand and drive our Brands products & services in the market
• Proactively engage with customers on brands and products all the time

Key Deliverables

Sales Growth

• Achieve year round active business activity in the markets of Central Kenya
• Drive Growth of 20% YoY for next 3 years for our Expansion business units
• Drive Growth of 10% YoY for next 3 years for our Turnaround business units

Customer Acquisition & Market Expansion

• Establish key customers across all expansion and turnaround business units
• Cultivate and develop eco systems of primary users in expansion business units to enable brand differentiation

Brand & Product Differentiation

• Drive brand awareness, loyalty, and growth through value propositions localized for the user base in each market

Sales Strategy Execution

• Drive growth to achieve a minimum of 20% YOY Growth over next 3 years across our Expansion business units
• Drive growth to achieve a minimum of 10% YOY Growth over next 3 years across our Turnaround business units

Key Customer Growth Pathways

• 40 Key Accounts Growth strategy execution with a growth path of a minimum of 35% YoY growth over the next 3 years evenly spread across Expansion business units

Key Accountabilities

• Sales Targets Achievement
• Customer Base & Acquisition Growth
• Sales Pipeline & Forecasting
• Managing Credit Risk

Competencies & Qualities

• Products, Sector & Market Knowledge
• Excellent Sales and Negotiation Skills
• High Trust Customer Relationship Builder
• Multi-Cultural & Multi-Lingual
• Results Driven
• Market Learning Led

Key Expectations Of Candidate’s Impact To The Company

• Uphold and live the Organization’s Core Values & Culture
• Understanding the Company Strategy
• Execute and Realize the Goals of the Company
• Market Focus and Commercialization Approach
• Customer Growth Driven
• Problem Solving and Team Player
• Self-Driven & Accountable