Commercial Manager (CCO) Job in Kenya

Company
Job Description - Commercial Manager:-

Skills Set

Corporate Sales Experience and BackgroundMarketing AppreciationTechnical AppreciationManagement of Financial ResourcesProject Planning, Monitoring, Management and Reporting SkillsJudgment and decision making skillsHR SkillsPresentation SkillsKey Roles
Planning and Strategy
Develop residual and retention income strategy Set and Meet TargetCreate BudgetsDevelop Sales PlanMap Sales PlanMarketing PlanStrategic PlanDevelop new regional areas for business expansion, regional, new sectors, etc.Implementation of growth strategyProduct & Services DevelopmentDevelop new products and services for launch to marketDevelop Recurrent Revenue ServicesDevelop and roll out lines of Business in line with business plan and strategy
Develop Business Line Implementation Schedules with clear deliverables and deadlinesDevelop and implement quality management strategy and plans, including resource, systems, timescales, financials, to support, contribute to, and integrate within, the organization’s annual business plan and long term strategy. Develop and maintain systems to establish standards relating to activities and products. Execute Performance per Business Line as per set Targets and BudgetsEnsure Achievement of all set targetsSalesRevenueGross ProfitNet ProfitCash ReservesLiaise on all aspects affecting the P&L of the company with Finance & Service Delivery HODsMeasure performance of team against Gross ProfitAnalyze and act upon monthly management reports including Commercial Logs, CRM Reports, P&L, Balance Sheet and Cashflow StatementsFinancial Analysis, Monitoring and planning
Develop and Maintain Commercial Department Budget. Monitor monthly financial statements, manage cash flow and establish controls to safeguard funds and take corrective measures required for aspects affecting Commercial Department.Develop Board Paper analyzing performance indicators and action plans incorporating all management reportsWork with departmental heads to schedule, supervise and direct the work of all Commercial EmployeesDirect and coordinate activities of business or departments concerned with the pricing, sales and/ or distribution of products.Involved in:-Selection and recruitmentRetention PlansReward system reviewCommissions and Bonus StructuresSalaryDividendsBenefitsAppraisalsWorkplansBalanced ScorecardVertical Market SegmentationHorizontal Market SegmentationGeographical Market SegmentationSales Team SpecializationCustomer DatabasesMarket SegmentationCold CallsReferralsEnquiresSite VisitsPre-Sales Needs AnalysisDetailed Analysis Stage (By Production and Customer)Make relevant and timely business decisions Oversee & Escalate to Operations in Trouble ProjectsManage all pre-sales and sales deliverablesManage Customer Perceptions and CommunicationScope change process should be defined and communicatedClosure and Sign offsFollow- up procedures / strategySign off by production and R&DStandardization of all communications with customersStandardizationPresentation ChecklistConvene and preside over meetings with departmental managersInvolved in project review meetingsProject PlanPricingPayment Plan and TermsDeliverablesSoftware LicenseSign Off ProceduresMaintenance Contact (Software License)Proposal Sign off by CustomerResalePartnerships Manage staff, preparing work schedules and assigning specific dutiesMonitor performance (in relevant areas) according to agreed standards and take necessary action to communicate/advise/assist according to performance levels. Develop and maintain systems to measure performance against established standards by reviewing sales and activity reports, and other performance data to measure productivity and goal achievement and to determine areas needing cost reduction and program improvement.Manage staff according to company standards (appraisals, discipline, training, development, training needs analysis etc). Implement Balanced Scorecard and Workplans within Commercial Teams.Lead Appraisal Process for Commercial Teams.Manage Sales Administration Roles and ResourcesSet and enforce Internal and External SLAsMonitor and inform/communicate/apply standards created/maintained by external bodies, and integrate within internal quality management systems.Should Own the Global Deliverables and be responsible for their deliveryAttend all critical meetingsEnsure DeliverablesBuild dedicated Sales TeamDevelop Market Segmented Sales PlanDevelop Sales IncentivesMotivateMonitor and Report on sales performanceActivitiesSWIPClosure (LPOs)Per SectorPer Product LineRFQsTendersSales InquiriesPrepares reports and other support material for board approval and presentationNegotiates and recommends board approval for contractsServe as liaison between all management staff and the boardStrategic Partner LiaisonChief liaison with customerEstablish and implement necessary communication strategy for the improvement and awareness of quality issues across all departments.Top DownBottom UpHorizontalMaintain and develop organizational culture, values and reputation in its markets and with all staff, customers, suppliers, partners and regulatory/official bodies Team BuildingDrive Team Building Activities100% utilization of CRM in Reporting & Customer Contacts100% utilization of Sharepoint in Document Management100% utilization of POS in Retail TransactionsCarry out Marketing ActivitiesSeminarsEventsPromotionsOpen daysProduct Packaging/ Presentation with R&D and Marketing teamProduct bundlingResearch and Communication new solutions and innovationsEscalate to Management team all customer related issuesEscalate to Management team all staff related issuesManage all staff in company in liaison with HR DepartmentKeep abreast with the latest technologies both in hardware and softwareContinuous self development- Gain new skills relevant to the job requirementsEnsure the team does the above