Standard Job Title: Retail specialist Kenya & Eastern Africa
Basic job function:
The Specialist is responsible for achieving revenue and gross profit goals for within given territory.
This person is 100% dedicated to Hardware/FPP Business/Windows retail strategy
Activity Priorities:
• Drive Hardware business engagement in retail
• Drive Office Business engagement in retail
• Manage and execute joint retail initiatives for the Company in key retailers in ESA
• Align with SMSP/OEM on distribution strategy RAM
• Deliver Breadth strategy for SDA hardware
Success Metrics:
• BOS attach rates
• Increase share of Company’s Hardware business within the Distributor
• Drive YOY Revenue Growth at the Distributor
• Increase the number of new resellers/outlets the distributor sells to
• Attach rate on Office agreed target
Key performance metrics:
• Internal satisfaction
• External satisfaction
• % yoy growth in revenue
• % Attach rate (TBD)
• $ per PC
Responsibilities:
Sales & Marketing (80% of CHS time):
• Develop Country Hardware/FPP Business Plan including revenue and profit goals for Company’s Hardware and drive to achievement
• Drive daily sales and marketing execution in different channels (Retail, FG, SB)
• Closely monitor logistics, monitor fill rates, provide timely and accurate forecasting
• Provide measurable success reporting back to Company’s using the standard scorecard
• Actively promote the use of bid desk, promotions, trade-in programs and other sales incentive programs
• Own financial benefits program and develop a strategy and plan of action for rebates programs Provide pre-sales technical support for distributor’s sales executives and customers
• Understand the competition, products, margins, operations and logistics details
• Develop strategic, ongoing customer relationships with highly influential individuals at partners
• Conduct bi-weekly business meetings with top partners
• Search and develop breakthrough business practices to increase short and long term revenue and profit
• Proactively recommend the most effective marketing levers (pricing, promotion, PR, etc),
• Drive online and offline product launches and management
Event Coordination (10% of CHS time)
• Execute floor days
• Provide assistance with organizing and staffing Company’s specific sales, marketing and incentive programs
• Attend country Hardware events to evangelize Company’s Hardware products
Training and Certification (10% of CHS time)
• Develop and maintain expertise on Company’s Hardware products, programs, competition and the industry
• Attend specific trainings (at Company’s expense if applicable) to ensure complete knowledge on all Company’s retail products and programs
• Assist execution of training programs, i.e. Lunch and Learns, Focus week trainings etc.
Qualifications:
• 3 + years experience in Sales & Marketing or Channel Development preferably in the IT or FMCG sector.
• Direct sales experience preferred
• Must be self motivated, and should have entrepreneurial skills
• Strategic thinker, ability to think long-term about business opportunities and business models
• Analytical and data driven decision making skills, good understanding of finance
• Strong teamwork, interpersonal and communication skills
• Proven negotiation and conflict management skills
• Ability to build relationships and constructively leverage them for beneficial results;
• Good analytical skills including financial analysis
• Knowledge of Company’s organization, products strategies, customer segmentation, and business model preferred.
• Knowledge of competitive products, solutions and strategies
• Excellent communication and presentation skills
• Ability to work with diverse cultures and organizations
• Self-starter with a flexible can-do attitude
• A BA/BS is required
Please send your CV and remuneration details to: theleadrecruiter@gmail.com
Only shortlisted candidates will be contacted.
