Job Description: Relationship Manager – Direct Sales
Main purpose of the Relationship Manager Job
- Responsible for establishing and maintaining client relationships to ensure sales of the company’s products and services to a portfolio of clients within a defined geographic area.
- The sales manager ensures consistent, profitable growth in sales revenues through planning, deployment and management of sales personnel.
- Designs objectives, strategies and action plans to improve short- and long-term sales and earnings.
Core Functions
- Collaborates with the management in establishing and recommending sales goals for the sales team.
- Manages an assigned geographical sales area and/or product line to maximize sales revenues and meet corporate objectives.
- Establishes and manages effective programs to compensate, coach, appraise and train sales personnel.
Details of Function
- Performs sales activities on major accounts and negotiates sales price and discounts in consultation with the management.
- Manages personnel and develops sales and sales support staff.
- Reviews progress of sales roles throughout the company.
- Accurately forecasts annual, quarterly and monthly revenue streams.
- Develops specific plans to ensure revenue growth in all of the company’s products and services.
- Provides quarterly results assessments of sales staff’s productivity.
- Coordinates proper company resources to ensure efficient and stable sales results.
- Formulates all sales policies, practices and procedures.
- Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers.
- Collaborates with team leaders to develop sales strategies to improve market share in all product lines.
- Interprets short- and long-term effects on sales strategies in operating profit.
- Collaborates with other departments to establish and control budgets for sales promotion and trade show expenses.
- Reviews expenses and recommends economies.
- Holds regular meeting with sales staff.
The position reports to the Commercial Director
Key Result Areas
- Establishing, developing and maintaining business relationships with current customers and prospective customers
- Supporting product development by recommending changes in products, services and policies based on a deep understanding of customer and consumer trends.
- Planning and achieving sales volume and growth – overseeing 100% achievement of both individual and team set targets.
Management of a team of Sales Representatives i.e. inter alia:
- Advising the management on recruitment needs of the department – undertaking required recruitement.
- Conducting the induction program/training for new team members.
- Training the existing and new team members on products and services.
- Performance management of the team members.Handling grievances among the team members
- Ensuring overall coordination of activities for the sales team in order to meet the company set objectives
- Regular communication with clients e.g. via emails, phone calls;face to face.
- Developing trend setting ideas and strategies that will lead to business growth
- Analyze industry trends and competitor benchmarking
- Developing and maintaining industry relationships with relevant stakeholders
- Participating in exhibitions and relevant forums.
- Developing and submitting progress reports as required by management
- Handling client’s complaints and ensure fully settlement of any grievances within acceptable turnaround times
- Ensuring maximum satisfaction of new and existing clients
- Conducting market research in order to get information on current and existing market trends
- Undertaking and assessing market research which may help find any gaps and opportunities
- Design strategies and plans/tactics to deliver required generation of revenue.
Important relationships
Service delivery
- Joint setting of annual sales targets for each product set / segment. Jointly accountable for the achievement of those targets
- Assist in the development of sales initiatives and sales collateral to improve product sales / market share / profitability
Operations & Technology
- Designing relevant reporting to facilitate performance monitoring and improvement
- Timely service breakdown reporting (both ways) and rectification
Knowledge competencies
- Client insight / business knowledge
- Reflects an intimate understanding of the client’s needs and environment and continually measures and assesses the effectiveness of sales efforts (client acquisition).
- Risk management In-depth understanding of the effect of sub-standard lending decisions and performance on the Company.
Problem Solving
- Ability to analyze and identify root cause of problems.
Interpersonal competencies
- Delivering results
- Responds quickly
- Targets opportunities
- Leverages resources
- Stays focused
Serving our customers
- Seeks to understand customer
- Educates customer
- Takes action to meet customer needs and concerns
- Develops a partnering relationship with all stakeholders
- Creates win/win solutions
- Confirms satisfaction
- Takes the ‘heat’
Communicating with impact
- Adjusts to the audience
- Ensures understanding
- Comprehends communication from others
- Delivers clear message
- Presents with impact
- Creates clear written communication
Working in teams
- Facilitates goal accomplishment
- Subordinates personal goals
- Involves others and informs others on team
- Models commitment
Building relationships
- Seeks opportunities
- Clarifies information
- Establishes shared goals
- Formulates / influence product strategy
- Collaboratively develops solutions
- Influences action
- Cultivates an active network
- Acknowledges contributions
Leadership
- Creates clarity and direction
- Dedicated to developing others
- Models the vision and values
- Gets the best out of people
- Present and accessible
- Promotes accountability
- Willing to act
People management
- Talent management
- Resource management
- Clarifies performance expectations
- Collaboratively establishes development goals
- Facilitates success
- Performance management
- Provides feedback
- Delegates
- Provides mentoring
- Enabling change Recognizes opportunities
- Values sound approaches
- Addresses change resistance
- Manages complexity, contradictions and paradoxes
- Drives for improvement
- Rewards change
Relationship Manager Job Personal competencies
- Being proactive Innovative
- Challenges thinking
- Ensure relevance
- Considered risk taking
- Resilience Confident
- Passionate
- Tenacious
- Invites feedback
Problem solving style
- Identifies and recognizes challenges
- Sources information
- Thinks expansively
- Utilizes others
- Makes decisions
Acting with integrity
- Remains fair and objective
- Keeps commitments
- Acts consistently
- Honest
Personal Accountability
- Takes independent action
- Goes above and beyond the minimum
- Achievement orientated
- Personal insight
- Takes full responsibility for continual development
Valuing diversity
- Appreciates difference
- Absolute commitment to transformation
- Avoids discrimination
- Demonstrates confidence in others
The post Direct Sales Careers Kenya (85K) 2015 appeared first on Jobs in Kenya.
