Recruitment in the Manufacturing Industry in Kenya


Our Client in the Manufacturing Industry seeks to recruit a Sales Manager – Trade.
Reporting to: Head of Sales and Distribution
Department: Sales & Marketing
Location: Nairobi
Overall Job Purpose: Implement the trade sales and distribution strategy in line with the overall business strategy in order to achieve the company sales target, growth and profitability.
Key Deliverables for this Position
·         Achieve trade sales targets & customer base growth
·         Achieve cash and stockholding management targets
·         Achieve Customer service delivery targets
·         Achieve Route Adherence and Cost targets
Role Description and Key Deliverables
1. In liaison with the Head of Sales, develop the annual sales forecast numbers and budget numbers by product and by trade channel/account; as per the company projected growth plans.
Key Deliverable: Actual Annual Sales plan per product per trade channel/account.
2. Drive the implementation of the sales strategy and ensure the achievement of the set sales targets in line with the overall company budget numbers.
Key Deliverables:
·         Sales roll out plans to be shared and updated weekly on the dashboard.
·         100% sales targets achievement
3. Managing the P&L for the Trade function that is in line with established plans and policies of the department to align withthe trade sales contribution and effectiveness of trade marketing activities
Key Deliverables:
·         Annual trade sales expense budget
·         Zero variance from the budget
·         Trade sales and distribution activities plan aligned to the expense budget and policy.
4. Provide leadership to the Trade sales team to achieve the best results possible, providing the necessary planning, team direction, and control to meet or exceed the sales goals of the business unit.
Key Deliverable: 100% sales targets achievement
5. Continuously monitor performance and provide coaching and training interventions to develop the necessary competencies to address the identified performance gaps.
Key Deliverables:
·         Monthly performance review reports as per the IPRC.
·         Adherence of 2hrs of training per staff per month
·         Ensure Weekly trade accompaniment visits are conducted with each rep, well documented and signed off
6. Collaboratively work with the territory distributor’s sales force in developing and implementing trade channel/ account plans in support of the trade sales and distribution strategies.
Key Deliverable: Aligned trade sales and distribution plans which are territorial centric per customer segmentation
7. Provide regular feedback to the Head of Sales and business on competitor activities and developments in the trade arena as well as prevailing market conditions and trends.
Key Deliverables:
·         Recommend effective actions to be taken and ensure the implementation of agreed actions.
·         Monthly price mapping on competitor pricing and activities
8. Networking and partnering with other senior managers and directors both internally and externally to identify and generate new business ideas and opportunities for the company.
Key Deliverables:
·         Monthly Lead generation reports
·         Clear pipeline sales management plans
9. Prepare and submit accurate and timely weekly / monthly / quarterly sales reports on actual sales performance against budget and reporting on variance to facilitate a comprehensive sales performance review
Key Deliverable: Timely monthly reports on trade sales and marketing activities vs set sales targets.
10. Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized. Ensure the territory AR is at zero (100% collection) as per the trading terms
Key Deliverables:
·         100% compliance on trading terms by timely payment collections.
·         Maintaining AR at Zero at all the times.
·         Free cash flow
Academic & Professional Qualification
·         A Bachelor’s Degree in sales and marketing or a business related field.
·         A professional certification in sales and marketing.
·         Membership in a sales and marketing professional body.
Relevant Knowledge & Experience
·         A minimum of 6 years of working experience in a sales position preferably as a Senior Sales Manager,
·         Experience in a fast-paced and dynamic manufacturing business environment
·         Advance exposure/experience in both Modern trade and general trade.
·         Demonstrated knowledge of effective sales skills and behavior, in order to secure and maintain durable and profitable customer relationship demand.
·         Demonstrated knowledge and experience of managing customer relationships in order to meet customer requirements and secure profitable business to achieve sales objectives.
·         Excellent understanding of the impact of decisions and actions on the relevant stakeholders.
Function/Technical Skills
·         Ability to work independently with limited supervision, under pressure and meet deadlines.
·         Ability to work in a fast moving competitive environment
·         Excellent communication and negotiation skills
·         High levels of professionalism with internal and external customers.
·         Excellent Customer Service, Customer Relationship and interpersonal Skills
·         Effective analytic, planning and organization skills with the ability to design and execute action plans.
Personal Attributes
·         Ability to cope with pressure
·         Strong leadership skills with ability to influence with integrity
·         Energized, positive, passionate and confident.
·         Highest levels of personal commitment to results and achievement.
·         Flexible – Must be willing to work a flexible schedule based on business needs which include evenings, weekends and holidays.
How to Apply
Applicants who meet the requirements stated above should send their applications and detailed CVs with a day – time telephone number to the email address: jobs1@hcsafrica.com with Sales Manager-Trade on the Subject line

Our Client in the Manufacturing Industry seeks to recruit a Corporate Sales Manager – B2B.
Overall Job Purpose: Implement the sales strategy in line with the overall business strategy in order to achieve the company sales target, growth and profitability.
Key Deliverables for this Position
·         Achieve corporate sales targets & customer base growth
·         Achieve cash and stockholding management targets
·         Achieve Customer service delivery targets
·         Achieve Route Adherence and Cost targets
Role Description and Key Deliverables
1. In liaison with the Head of Sales, develop the annual sales forecast numbers as per the company projected growth plans.
Key Deliverable: Actual Annual Sales plan per product per account.
2. Develop and manage the implementation of the Pipeline sales plan and ensure the achievement of the set sales targets in line with the overall company budget numbers.
Key Deliverables:
·         Annual sales roll out plan
·         Clear sales roll out plans to be shared and updated weekly on the dashboard.
·         100% sales targets achievement
3. Managing the P&L for the segment that is in line with established plans and policies of the department and align it to the contribution and effectiveness of segments marketing activities
Key Deliverables:
·         Annual sales expense budget
·         Zero variance from the budget
·         Corporate sales and distribution activities plan aligned to the expense budget and policy.
4. Implement projected business expansion plans by actively recruiting new customers and ensuring the customer recruitment, retention and relationship is well managed for sustainability and growth of the business
Key Deliverables:
·         At least 3 new accounts contracts signed off with new Business partners every month.
·         A minimum of 6 outlets visited on daily basis to generate sales and CRM purposes.
5. Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.
Key Deliverables: Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.
6. Develop and drive product training to the sales team internally and externally as far as B2B line of business is concerned.
Key Deliverables:
·         Quarterly/half year Training sessions (plant visits )
·         Align Trade team to help identify opportunities across their respective territory
7. Provide regular feedback to the Head of Sales and business on competitor activities and developments in the trade arena as well as prevailing market conditions and trends.
Key Deliverables:
·         Recommend effective actions to be taken and ensure the implementation of agreed actions
·         Monthly price mapping on competitor pricing and activities
8. Networking and partnering with other senior managers and directors both internally and externally to identify and generate new business ideas and opportunities for the company.
Key Deliverables:
·         Monthly Lead generation reports
·         Clear pipeline sales management plans
9. Prepare and submit accurate and timely weekly / monthly / quarterly sales reports on actual sales performance against budget and reporting on variance to facilitate a comprehensive sales performance review.
·         Timely monthly reports on corporate accounts marketing activities vs set sales targets
·         Clear pipeline sales management reports
10. Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized. Ensure the territory AR is at zero (100% collection) as per the trading terms.
Key Deliverables:
·         100% compliance on trading terms by timely payment collections.
·         Zero AR at all the times.
·         Free cash flow
Academic & Professional Qualification
·         A Bachelor’s Degree in sales and marketing or a business related field.
·         A professional certification in sales and marketing.
·         Membership in a sales and marketing professional body
Relevant Knowledge & Experience
·         A minimum of 6 years of working experience in a sales position preferably as a Senior Sales Manager,
·         Experience in a fast-paced and dynamic manufacturing business environment
·         Advance exposure/experience in both B2B and B2C corporate sales .
·         Demonstrated knowledge of effective sales skills and behavior, in order to secure and maintain durable and profitable customer relationship demand.
·         Demonstrated knowledge and experience of managing customer relationships in order to meet customer requirements and secure profitable business to achieve sales objectives.
·         Excellent understanding of the impact of decisions and actions on the relevant stakeholders.
Functional / Technical Skills
·         Ability to work independently with limited supervision, under pressure and meet deadlines.
·         Ability to work in a fast moving competitive environment
·         Excellent communication and negotiation skills
·         High levels of professionalism with internal and external customers.
·         Excellent Customer Service, Customer Relationship and interpersonal Skills
·         Effective analytic, planning and organization skills with the ability to design and execute action plans.
·         Ability to work in a cross functional team setting.
Personal Attributes
·         Ability to cope with pressure
·         Strong leadership skills with ability to influence with integrity
·         Energized, positive, passionate and confident.
·         Highest levels of personal commitment to results and achievement.
·         Flexible – Must be willing to work a flexible schedule based on business needs which include evenings, weekends and holidays.
Applicants who meet the requirements stated above should send their applications and detailed CVs with a day – time telephone number to the email address: jobs1@hcsafrica.com with Corporate Sales Manager-B2B on the Subject line

Our Client in the Manufacturing Industry seeks to recruit a 
Chief Finance Officer who will develop a world class strategic finance function aligned to the Company’s strategy through effective planning, implementation, managing and running of all the finance activities of the group, including business planning, budgeting, forecasting.
As part of a high-performing Executive Leadership Team, contribute commercially across the business, be highly visible with a strong professional presence and demonstrated ability to build and maintain strong relationships and partnerships across the business including at Board level.
Reporting to: Group CEO & Board
Department: Group Finance
Location: Nairobi
Role Description and Key Deliverables
1. Financial Analysis & Reporting
·         Analyze management accounts of subsidiaries and Holdco on a monthly basis for accuracy, trends and comparison to budgets, and prepare management reports
·         Prepare quarterly board reports with consolidated accounts and other related reports
·         Preparation of the annual consolidated audited accounts and ensure timely completion of audits
Key Deliverables
·         Accurate and timely production of monthly MIS & budget monitoring reports
·         Accurate consolidated quarterly financial statements (P&L, BS & Cashflows)
·         Timely and non-qualified annual audited accounts
2. Treasury Management
·         Including regular monitoring and management of Working Capital & long term funding needs,
·         Bank reconciliations, Short term and long term funding linked to strategy
Key Deliverables
·         Weekly/monthly Bank reconciliations
·         Updated Debtors listing in line with company policy
3. Business Planning & Analysis of New Projects
Prepare business plan and financial projections aligned to the organizational strategy
·         Track performance against business plan targets and
·         Prepare capital project plans and analyses (NPV, IRR, Payback) for new potential investments with recommendations
Key Deliverables
·         Strategy approved by the Board
·         Approved 5 year BP
·         Achievement of PAT Budget
·         Prior to investments, analysis of projects, with Go/No Go recommendations
4. Procedures, Processes and Quality assurance
·         Prepare & review relevant policies (Accounting policies, Shared services, SODA, etc)
·         Processes and procedures in place & updated regularly
·         Continuous improvement of financial procedures and controls
·         Quality assurance of audit items by ensuring corrective action on any gaps on controls identified from internal audits are addressed
Key Deliverables
·         Updated Policies and controls in place
·         Less than X% of Repeat audit items
5. Team Management
·         Managing and developing the finance team in HO supporting the finance leadership in country offices
·         Training of Finance team in liaison with HR
Key Deliverables
·         Employee Productivity above X%
·         Positive 360 degree review for CFO
6. Tax planning
·         Develop internal tax policies e.g. Transfer Pricing Policy
·         Ensure compliance to local tax laws e.g. PAYE, WHT, VAT, Compensating Tax (Dividend), etc including payments and returns
·         Responsible for follow up on any tax claims
·         Involvement and management of any tax reviews in the group
Key Deliverables
·         Updated tax payments with no penalties
·         Updated tax returns
7. ICT & ERP
·         Identify, acquire and implement systems and software to provide critical financial and operational information.
·         Evaluate departments and make suggestions for automating processes and increasing working efficiency.
·         Lead Information Systems function to ensure business financial and operational reporting, analyses and decision support systems are timely, accurate, error free and require minimum human input in order to avoid any governance risks.
Key Deliverables
·         System Availability & Reliability of above 95%
·         Alignment of IT & ERP Systems to business requirements
·         Timely and Accurate
·         Management Reporting
8. Any other responsibility assigned by management and the Board
Completion of any other duties assigned
Academic & Professional Qualification
·         Master’s Degree in Business Administration or MSc Finance or Economics.(Preferred)
·         Bachelor’s Degree in Accounting, Finance or business related field
·         Professional accounting designation (CA, ACCA, CMA, CPA or equivalent)
Relevant Knowledge & Experience
·         At least 15 years experience in leadership position with not less than 10 years in a manufacturing environment
·         Previous experience as a Group Finance Manager or Group CFO for a period of at least 5 years.
·         Partner Network Development in Africa – must have already done similar work though it can be for other industries (over 5 years, 20+ Countries in Africa)
·         Personal Relationship Network – must have existing relationships in key cities to leverage for partner identification, trade area understanding, and getting PR mileage
·         Advanced computer skills, including proficiency in MS Excel, Google Apps, SAP R3 and other software in report writing & business intelligence such as Prophix, CVe Live systems, Teamwork, Crystal Reports etc.
·         Strong financial and accounting knowledge (IFRS)
·         Excellent knowledge of financial data analysis , forecasting methods and budgeting experience in a multicurrency environment
·         Demonstrated knowledge and experience working with External Auditors, internal controls and compliance related (tax) issues
Function/Technical Skills
·         Financial Planning and Strategy,
·         Managing Profitability and cash flow management
·         Budgeting and Forecasting,
·         Management and Leadership skills
·         Financial analysis and modelling
·         IT & ERP Systems implementation (strongly preferred).
·         Stakeholder Management (Partners, Investors, Board, Tax Authorities, Auditors)
Personal Attributes
·         Strong commercial acumen, analytical and strong attention to details
·         Outstanding communication and presentation skills.
·         Energized, positive, passionate, confident with executive presence.
·         Excellent analytical, reasoning and problem-solving skills
·         Entrepreneurial, strategic thinker and result oriented
·         Strong people leadership and management capability
·         Ability to drive change in an organization
·         Highest levels of personal integrity and commitment to quality and continuous improvement
Applicants who meet the requirements stated above should send their applications and detailed CVs with a day – time telephone number to the email address: jobs1@hcsafrica.com with Chief Finance Officer on the Subject line

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