Commercial Manager Job in Nairobi, Kenya

Job Title: Commercial Manager

Location: Nairobi, Kenya

Employment Type: Full Time

Job Role: The role, based in Kenya, is responsible for reviewing and negotiating contracts and managing commercial terms with customers.  

This is a hands-on role, where the successful applicant will be expected to lead the business development activities of the company.  

 

You will have responsibility for setting pricing for products and solutions in line with company objectives, and implementing processes to ensure the Sales and Marketing team delivers on their required targets.  

Responding to commercial and contract queries, managing risks and working with operations to guide, support and train customers where necessary are also critical success factors. 

Additional responsibilities include monitoring contracts and expectations from a commercial perspective.

Job Requirements

• Experience in a senior commercial role in the Telecommunications, IT, Retail or Service Industries.


• Experience in managing commercial contract models.


• Experience in leading a team of Sales and Marketing professionals.


• Experience in pricing, budgeting and quota selling practices.


• Experience in negotiating contracts, contract management and successfully implementing commercial processes and procedures are essential


• Strong interpersonal and relationship skills with direct customer liaison


• Strong legal and accounting/analyst experience in prior roles would be ideal


• Able to operate as a trouble shooter where necessary on difficult or problematic contracts where commercial input is required to safeguard the company’s interests and position.


• Extensive vertical industry knowledge and advanced degree of selling skills.

Responsibilities

• Establishes, develops and maintains business relationships with current customers and prospective customers to generate new business for the organizations products/services.


• Develops clear and effective written proposals/quotations for current and prospective customers.


• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.


• Incumbent will be responsible for pricing, contract management, business development.


• Uses specialty to leverage existing opportunities and branch into more than one BU in the account.


• Establishes a professional working relationship with clients, and develops a core understanding of the unique business needs


• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.


• Responsible for achieving/managing quarterly, half yearly or yearly quota.


• Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.


• Reviews and designs sales policy and strategy.


• Manage the commercial and financial elements of commercial deals to enable an effective operation and achievement of targets for revenue, profit, and business growth.


• Apply expert negotiation skills and client engagement ability to ensure that client proposals and the final contract clearly incorporate the necessary terms and conditions for optimal commercial engagements.


• Advise on, identify and mitigate risk in relation to the following elements:

1. The overall commercial viability of the opportunity


2. The risk of  providing specific service level commitments


3. Any subcontractors and/or deal partners.

• Ensure that there is no ambiguity in respect of support and maintenance for any vendor supplied product or service.


• Perform detailed commercial contractual and financial analysis on existing clients and complex sales opportunities.

Education and Experience Required:

• BA Marketing, BCOM,


• MA and/ or Advanced Diploma is preferred.


• 5-8 years of experience in Telecommunications (Telecommunications Manager), Management (Retail Manager, Sales Manager, Contracts Manager)


• Account management experience required.

Application Process
 

Interested candidates are invited to strictly email their cover letter and CV, clearly detailing their current remuneration and expectations to apply@hrmconnection.com before end of day 12 October 2015. 

Only short listed candidates will be contacted