The Business Manager for the East & West Africa is the ‘pivot point’ between local sales teams, business management, Business Unit (Product Marketing) & marketing communication teams for business and consumer sector. Reporting to the Head of Sales, this individual will support in achieving the region’s targets by developing and executing a successful Go-to-Market plan, sales action planning, reporting & monitoring, together with all internal and external stakeholders.
This role is based out of our Epson office in Nairobi, Kenya.
Key Responsibilities:
- Through a thorough understanding of market situation, competitive environment and channel structure/dynamics, work with Sales Management, Business Unit and Marketing Services to develop and implement a ‘Go-to-Market’ plan for allocated channels
- Undertake ‘bottom up’ (from Region through Country to Channel) planning for submission and agreement with Sales Management and the Business Unit
- Analyse data and forecast submissions by in country / region Business Managers to provide consolidated reporting by channel (e.g. forecasts, achievement analysis etc.)
- Liaise with the BU to maintain the optimum implementation map by country (Product/Country)
- Using management reports provided by Finance and feedback from sales & regional Business Managers, develop and maintain a sales achievement commentary for use in regular business review meetings and reports
- Assess requests for special pricing, checking completeness of data, reasonableness of request and approve/decline/escalate as appropriate
- Track and report any gaps in achievement vs. target, and provide proposals to close the gap. Once approved, support implementation of the actions
- Support the Business & Consumer Sales Managers in contributing to the Commercial policy development
- Track the current and potential sales within the ‘Pipeline’ and use this knowledge to provide input to the sales forecast ‘enrichment’ process
- Provide comprehensive business review and support to the Sales Managers in the development of the annual Business Plan (BP), and quarterly BP reviews
- Actively and regularly engage with the Business Unit to ensure that the situation of the region is represented and understood at central level (e.g. market / competition commercial situation, channel requirements etc.)
- Ensure proper and early escalation to the Business Unit, of key region issues and follow-up to ensure necessary countermeasures are taken
- Support the Sales Leaders by facilitating the target setting process for the commission of sales people and the channel accounts
- Manage, motivate and develop direct report (if allocated) to maximise performance
Key Skills and experience:
- Product / Business Management background ideally from the technology sector
- Ideally from a sales environment
- Regional experience across East & West Africa is essential
- Strong verbal and written communication skills
- Capability to work with many key stakeholders in a matrix environment is essential
- Ability to logically assess and assimilate complex data & present information
- Good communication skills at all levels especially management level
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