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Commercial Director


Job Introduction
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.
Responsibilities
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 and providing general oversight of the bidding process
Management and development of new 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 utilise the G4S Kenya services and to increase secure solutions revenue in relevant sectors in line with the G4S Kenya strategy
Development and implementation of the Sales Strategy
·         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
·         Shares 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 etc)
·         Manage and coordinate multiple role players and creates structures and mechanisms to manage the role player matrix structure
·         Manage margin on proposals and implement strategy to maximize
Participate in the design/ development/ review/implementation and monitoring of the branch/region/national safety plans for each year
Qualifications
Knowledge and Qualifications
·         Degree in Business Management
o    Sales & Marketing related subjects compulsory
o    Service Delivery subjects compulsory
o    Post graduate degrees are advantageous
·         Kenyan market
·         Kenyan legislation
·         Minimum of 15 years’ experience in Sales & Marketing roles
·         Security Services, Other Service Industries or FMCG Industry advantageous
·         Minimum of 8 years’ experience at Senior Management level
Technical Skills
·         Financial Acumen
·         Conflict Management
·         Negotiation
·         Microsoft Excel, Excel, PowerPoint – Intermediate level (Advance level are advantageous)
·         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

Senior Cost Accountant (Direct Labour)

Job Introduction
The key purpose of the role is work force capacity management which entails the dynamic and strategic management of future labour capacity requirements. The role will be required to:
·         Interact with Operations, Sales and Human Resources departments to plan for future capacity requirements;
·         Streamline business processes between various departments to facilitate the production of coherent management information relating to direct labour;
·         Review and analyse direct costs, with specific focus on direct labour cost by applying analysis and critical thinking to identify cost savings opportunities;
·         Provide cost information to assist management with the calculation of costs for tenders and quotes.
Responsibilities
·         Strategic planning of headcount requirement: interact with Operations, Sales and Human Resources departments to identify future capacity requirements
·         Analyzing actual headcount in relation to required headcount and deriving action plans for headcount management
·         Calculating the optimal wage cost for the business
·         Performing a monthly wage cost analysis to identify reasons for variances between optimal and actual cost
·         Distributing wage cost analysis to Operations, Sales, Finance and Human Resources
·         Deriving action plans for wage cost management
·         Communicating plans to various stakeholders and tracking the implementation of these plans and actions
·         Scheduling of leave for direct Labour force in accordance with available leave balances
·         Maintaining and providing cost information to the Sales and Commercial departments for use in bids and quotes
·         Providing cost information to the sales teams for PI calculations and assist with calculation of optimal price increases (PIs)
·         Create, update and manage physical customer files with contracts, contract schedules, important correspondence, costings, quotations, etc.
·         Maintenance and distribution of the contract register for all service lines
·         Uploading financial packs relating to direct labour information
·         Responsible for the production of the monthly reconciliation of accounts receivable, operations (EasyRoster) and payroll (triangle balancing) to meet GFC standards
·         Provide budget input for direct labour costs and compare actual results to budget / forecast and identify reasons for variances
·         Provide assistance with developing business plans and models
·         Participate in the design/ development/ review/ implementation and monitoring of the departmental safety plans for each year.
Qualifications
Qualification and Experience
·         Minimum B. Com degree in Finance / Cost Accounting / Management Accounting
·         2 to 5 years financial management and/or cost accounting experience would be deemed suitable for the level of the position
·         Knowledge of Financial principles and practices
·         Knowledge of financial controls and audit standards
·         Deep understanding of accounting and ERP systems
·         Knowledge of how to perform reconciliations
·         Knowledge and/or understanding of different costing principles
·         Working knowledge around direct labour management preferred
Skills and Attributes
·         MS Office Computer skills (Excel Advanced)
·         Analytical skills
·         Working with complexity and large volumes of data
·         Planning and Coordination
·         Managing conflict
·         Delivering  efficiency
·         Delivering performance
·         Managing professionally
·         Time management
·         Awareness of the market environment
·         Acting professionally
·         Driving change
·         Leading people
·         Customer thinking
·         Collaborating and coo-operating
·         Working across function
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