SALES AND MARKETING MANAGER

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1 SALES AND MARKETING MANAGER Job details Reference number: TTEA/SMM01/14 Job Title: Sales and Marketing Manager Supervisor: Senior General Manager Fertilizer Department Location: Kenya Job summary Reporting to the Senior General Manager Fertilizer Department, the Sales and Marketing Manager will be responsible for developing, implementing and managing the sales and marketing business strategy and activities in order to meet the Company s objectives for business growth, retention and profitability. Key responsibilities Strategic planning and implementation Lead the development and implementation of the sales and marketing strategy ensuring alignment to the overall business plan for business growth and profitability. Formulate and implement sales strategies, business and operational plans aligned to the sales and marketing strategy to ensure the achievement of sales targets. Reporting and representation of the sales and marketing function in management committees. Sales and Marketing Management Design guidelines for sales and marketing operation. Evaluate and actively pursue new business opportunities in order to increase sales, market share and grow the Company s portfolio of clients. In liaison with the finance team, prepare sales orders and quotations in line with customer requests. Carry out market intelligence to gain an understanding of changes in the market, competitor activity, consumer needs and to gain information on possible opportunities. Monitor the business, sales and activity plans in line with the approved budget. Collaborate with other team members in the fertilizer development project in-order to effectively respond to customer needs. Client Relationship Management Build and maintain strong relationships with existing and prospective customers ensuring customer satisfaction and continued business growth. 1

2 Human Capital Management Forecast human resource needs, Identify, develop, deploy and retain talented staff including completing performance appraisals, personal development and succession plans effectively and on time in accordance with the company performance management system. Financial Management Formulate and plan the department s annual budget within the context of the Company s overall budget. Develop, implement and monitor the sales and marketing (income and expenditure) budget to ensure it is within approved limits. Manage credit and support in the collection of overdue payments. Provide accurate financial information for the sales and marketing department to management to monitor performance. Focus areas of responsibility Sales and marketing strategy, annual planning and budgeting Product development Sales and marketing management Credit Management Financial management People management Client relationship management Organisational positioning Senior General Manager Fertilizer Department Sales and Marketing Manager The following positions report directly to the Sales and Marketing Manager: Area Sales Managers Sales Administrators Academic and professional qualifications 2

3 A Bachelor s degree in in Business, Agriculture, Chemistry or related degree. Professional qualifications in Sales and Marketing and/or a Masters degree in Business, Marketing or related fields is an added advantage. Experience and other requirements At least five (5) years of sales and marketing experience of agricultural inputs with proven field experience with distributors. Experience in managing budgets effectively, financial management, setting up effective metrics and business processes; Leadership experience in sales and marketing management with a thorough knowledge of marketing principles, product or service management, sales and business development, along with a demonstrated track record of success and performance; Demonstrable ability and experience managing and leading high performance sales and marketing teams; The ability to understand changing market dynamics, translating them into an actionable strategy and implementing the strategy to achieve pre-set objectives as determined by the sales and marketing plan; and Demonstrated strong commercial acumen and a deep understanding of the strategic marketing and selling process. Willingness to work in a variety of conditions including field and office. A clean driving license Core technical competencies required for the role Strong sales and marketing skills Strong budget management and monitoring skills People management Customer relationship management Core behavioural competencies Core competencies required for the role: The patterns of behaviour, which will be required for a candidate to bring to the position in order to perform the required tasks and functions effectively. Competency Description Strategy Strategic thinking S/he should demonstrate strategic thinking by being able to think broadly around various issues which affect TTEA Fertilizer Company and its increasingly complex operating environment. When developing the strategy for TTEA Fertilizer Company, S/he should be able to take a long-term view, 3

4 Systems thinking Awareness of the external environment Initiating change Culture Quality focus Teamwork focus People Resource focus Organisational learning focus to see beyond the obvious and to relate the potential impact of wider issues on TTEA Fertilizer Company operations. The ideal candidate should demonstrate an understanding that independent actions or activities can affect disparate parts of TTEA Fertilizer Company. S/he must be knowledgeable about a wide range of functions across the TTEA Fertilizer Company business and how they interrelate, taking account of the impact of change across functions when developing strategy and considering change to existing systems or processes. S/he should demonstrate awareness of TTEA Fertilizer Company s external environment and be conscious of developments and trends in the world at large. S/he must consider ongoing changes in society, government and legislation, the financial services industry and market, imagining the likely impact of these developments on TTEA Fertilizer Company. S/he should initiate change by being alert to the need for change before that need becomes manifest in the external or internal environment. S/he should seek to influence changing events, encouraging the implementation of new policies, systems and practices and is proactive in communicating the need for change to others and in monitoring the effects of change on TTEA Fertilizer Company. S/he should demonstrate a personal commitment to high standards of excellence and challenge others to meet or exceed those standards. S/he should introduce, develop and evaluate quality assurance systems and processes, creating a culture of continuous improvement within TTEA Fertilizer Company. The ideal candidate should foster active co-operation among colleagues in the pursuit of TTEA Fertilizer Company s goals, resolving conflict by exploring differences in an open and sensitive way. S/he should build team spirit and cohesion across functional boundaries in TTEA Fertilizer Company, encouraging a team approach to problem solving and offering their own help and support. S/he will have a people resource focus with consideration for and respect the needs and feelings of other people. S/he will be tolerant of differing points of view, recognising and valuing others contributions, abilities and opinions. S/he should focus on organisational learning to create an organisational climate which encourages people to learn from their successes and failures. S/he promotes the development of systems and processes which enable all of the TTEA Fertilizer Company s stakeholders to give feedback, and use this information to re-focus business strategy, develop new organisational structures, revise existing functions and identify new products and services. People 4

5 Communicating Creating a personal impact Giving leadership Promoting development of others Networking Operations Governance Decision making Contributing specialist knowledge Managing performance S/he must be well-developed at communicating. S/he should communicate with others in a clear and concise manner and check to ensure that messages have been understood. S/he can gain influence by the effective use of information, targeting his/her communication to meet the information needs of the audience. S/he should create a personal impact and make an immediate positive impression on others. S/he should establish a rapport quickly and project an aura of authority and credibility, persuading others to give their agreement and commitment. In situations where pressure or conflict arises, s/he should retain his/her composure, using personal influence to achieve compromise. Demonstrate leadership that provides a clear sense of direction to others and readiness to take charge of a situation, TTEA Fertilizer Company resources and guiding others towards the successful completion of the task at hand. S/he should promote the development of others by actively seeking to encourage others to develop their own skills and talents. S/he will create a positive organisational climate which fosters learning and development by evaluating his/her own and others performance fairly and objectively, providing honest and constructive feedback, and acting as coach or mentor when appropriate. S/he should possess the skill of networking using informal systems to get things done. S/he should establish, maintain and develop a wide range of contacts which enables him/her to gather information and utilise the strengths and abilities of others in order to enhance organisational and personal performance. S/he should understand the TTEA Fertilizer Company regulatory, fiduciary, and legal responsibilities. S/he should respect the TTEA Fertilizer Company ethical and moral obligations and act with integrity at all times, setting high standards of ethical behaviour for everyone in the organisation. S/he should be willing to commit to a definite course of action and can support or defend their decisions with confidence. S/he should be able to make firm and timely judgements based on factual information and reasonable assumptions, using a variety of information sources and management tools and techniques. S/he should contribute specialist knowledge possess a breadth and depth of technical knowledge and experience in the agricultural sector and markets. Further, s/he should be willing to share their knowledge and experience with others, applying their specialist skill to improve the overall performance of TTEA Fertilizer Company. S/he should be skilled in managing performance, seeking constantly to maximise organisational effectiveness by monitoring and reviewing performance. S/he will strive to balance performance based on short-term 5

6 Analysing situations objectives against achievement of longer-term strategic goals. S/he will also require that sufficient data about financial and other parameters of TTEA Fertilizer Company performance are available, assimilating it quickly and interpreting it objectively against appropriate benchmarks. S/he should be able to analyse situations, ensure that all of the relevant information has been gathered, link it together to establish cause and effect and identify any relationship between issues. S/he will also probe the facts and challenge assumptions, ensuring that all aspects of an issue are considered and debated thoroughly. Additional skills Exceptional interpersonal skills Strong negotiation skills; Strong organisational skills; Strong problem-solving skills; Excellent communication and presentation skills; and Strong ability to build personal rapport with all stakeholders. 6

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