Sales Team Leader

REPORTING TO: Commercial Director

MANAGING: Key Accounts Executives, Sales Order Processor, Receptionist, Sales Analyst, Field Sales Representatives.

PURPOSE OF THE JOB

To drive revenue growth by leading and managing the sales and Key Accounts team, ensuring effective sales strategies development, market expansion, customer relationship management and adherence to company policies. The role involves driving sales targets, collections, budgeting, CRM utilization and overall team management and development.

KEY RESULT AREAS

MAIN DUTIES AND RESPONSIBILITIES

Sales revenue generation

 Budgeting and cost control

 Stock management

 Policy and SOP development and implementation

 Stakeholder relationship management

 Market research and strategy development

 Debt collection and credit management

 Brand visibility and marketing

 Market expansion and growth

 Team development and training

 Customer satisfaction

 Process optimization and CRM utilization

Sales and Revenue Generation

·      Drive the sales team to achieve forecasted and budgeted revenues across different product categories         

·      Oversee the distribution of sales targets within the department, ensuring alignment with company objectives.

·      Ensure sample management is handled efficiently.

·      Oversee effective stock levels are maintained through stock movement analysis

Customer Relationship and Debt Collection

·      Ensure timely collections from customers and motivate the team to meet collection targets.

·      Review and recommend credit terms and limits for new customers, as well as upgrades and downgrades for existing ones.

·      Check customer KYC details before Finance processes credit approvals.

·      Intervene in customer/internal interactions where Team members require support.

Budgeting and Reporting

·      Follow through on the set sales targets for the month and the year.

·      Share daily sales and collection reports with commentary.

·      Review weekly reports from Sales Analyst and Key Accounts team and provide in-depth analysis to the Commercial Director.

·      Compile and submit weekly team ROI (Results, Objectives, and Issues) reports to the Commercial Director.

Team Management and Development

·      Conduct daily and weekly performance discussions (individual and team) with Key Account Executives, Field Sales Teams, and Sales Analyst.

·      Follow up with each team member to assess the progress. Provide assistance to any team member getting stuck or showing poor progress by handholding doing client visits and on the job mentoring.

·      Conduct Daily Huddles with the team to check on Daily updates/Daily Progress as a consistent rhythm to get the team in a discipline of reporting and tracking daily progress.

·      Plan and coordinate recruitment, performance management, leave management, training, discipline management, and HR operations within your team.

·      Participate in recruitment, onboarding, and induction of new sales team members.

Market Research and Strategy Development

·      Gather market intelligence and analyze competitor and customer data to identify new opportunities.

·      Review the client database to segment customers (regular, irregular, dormant) and propose targeted sales strategies.

Process Optimization and CRM Utilization

·      Ensure proper documentation for all client transactions, including account opening forms, credit approvals, and sales orders.

·      Oversee the preparation of quotes, proformas, and customer order processing for timely fulfillment and communication, ensuring pending orders are monitored regularly.

·      Ensure the correct and complete use of the CRM system, logging all customer conversations and outcomes in real-time.

·      Implement an effective sales commission structure to motivate the team.

·      Manage and oversee the updating of customer databases and CRM for revenue growth, improved client experience, and stronger customer relationships.

MINIMUM QUALIFICATIONS

·      Relevant degree in Marketing, Business Administration or its equivalent.

·      Professional certification from the Chartered Institute of Marketing (CIM) and a member of the Marketing Society of Kenya (MSK)

·      Minimum 6 years’ experience with a proven track record in sales

·      Proficiency in working with CRM and ERP software preferably Tally.

REQUIRED SKILLS AND COMPETENCES

·      Strong leadership and delegation skills

·      Great Follow up skills

·      Business acumen and strategic thinking

·      Excellent written and verbal communication

·      Research and analytical skills

·      Creative and innovative problem-solving ability

·      Budget management and financial forecasting

·      High professional judgment and discretion

·      Strong Excel skills to be analyse sales data, CRM data and prepare reports from the same.