Job Introduction:
Reporting to the Managing Director, the Head of Sales is responsible for driving the sales strategy, ensuring the growth and development of G4S Kenya contracts across the country. This would include the achievement of defined revenue targets, the development of organisational capacity, and the growth of the G4S Kenya business as well as project management and the leading and negotiating major bids on optimal commercial/risk terms.
Role Responsibility:
Effective, targeted Business Growth
- Involvement in local accounts including regional “outbound” activity for Multi-National Corporations
- Ensuring that pricing, risk and commercial contract terms are appropriately applied by businesses when entering into G4S Kenya contracts and that price increase strategies are developed and applied
- Ensure that the business has a robust sales and business development processes
- Direct involvement in leading and negotiating major bids on optimal commercial/risk terms
- General oversight of bidding process, reviewing quality and substance of major bids
Management and development of Customer Focus
- Ensure appropriate customer measures and KPIs are maintained at business level
- The development of High level relationships and account management with existing and potential major customers
- The generation of new business through building a customer base who utilize the G4S Kenya services and to increase secure solutions revenue in relevant sectors in line with the G4S Kenya strategy
Development and implementation of Sales Strategy
- Leverage and share the Group’s knowledge and best practice, credentials
- Input into the overall G4S Kenya strategy development and implementation and the facilitation of the necessary changes to sales and business development structures and processes to align them with the strategy
- Share best practices focusing on Knowledge Management across centers of excellence and specialization
- Continually research the market for products and services that could augment the divisional sales portfolio. Investigate functionality, design specific requirements or alterations to suit, and determine cost and fee structures. Recommend products and services for adoption
Development and manage Sales Structure
- Ensure that G4S has the capability in terms of business development resources and the necessary components to bid for and deliver sector specific solutions in relevant businesses (technology partnerships, risk assessment capabilities, consultancy style selling skills
- Manage and coordinate multiple role players and creates structures and mechanisms to manage the role player matrix structure
- Coordination of MSS and ESS employees to maximize cross selling and realizing existing as well as new opportunities
- Good control and measurement over staff efficiency, effectiveness at all levels of the sales process : marketing, Lead, Present, Pricing, closing, handover
- Manage margin on proposals and implement strategy to maximize this
Ensure effective and efficient employee management
- Set and agree on objectives and performance standards with the team and ensure cascading through the organization as appropriate
- Ensure that performance assessments of all employees are conducted, and corrective action implemented where necessary
- Identification of Employees’ training needs and ensuring good employee motivation levels
- Ensure that succession planning is in place, updated and practiced
Ensure the Health and Safety of employees and customers
- Take reasonable care of their own safety and also to take reasonable care of others who may be affected by their acts or omissions at work.
- Participate in the design/ development/ review/implementation and monitoring of the branch/region/national safety plans for each year.
The Ideal Candidate:
Knowledge and Qualifications
- Degree in Business Management
- Sales & Marketing related subjects compulsory
- Service Delivery subjects compulsory
- Post graduate degrees are advantageous
- Understanding of the Kenya market and legislation
- Minimum of 10 years’ experience in Sales & Marketing roles; Security Services, other Service Industries or FMCG Industry advantageous
- Minimum of 5 years’ experience at Senior Management level
Technical Skills
- Financial Acumen
- Conflict Management
- Negotiation
- Bidding and Tendering
- Microsoft Word – Intermediate level
- Microsoft Excel – Intermediate level (Advance level are advantageous)
- Microsoft PowerPoint – Basic level
- ERP system(s)
- Google suite of products
Behavioural Skills – Leadership
- Shaping the market environment
- Setting strategic direction
- Creating change and innovation
- Engaging and inspiring people
- Driving superior performance
- Simplifying the complex
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