Username Investment Limited is the leading Kenyan based real-estate development and Investment Company. We desire to provide the current and upcoming generations with a place they can call home.
The role of the Sales & Customer Accounts Manager is critical in leading and managing the sales team, developing and implementing effective sales strategies, and achieving revenue targets for land sales. This position requires a strong understanding of the real estate market, exceptional leadership capabilities, and a proven history of success in sales. The Manager reports directly to the CEO and is overall in-charge of the entire Sales force at Username Investment Limited.
Responsibilities
- Team Leadership – Develop a high-performing Sales Team. Lead, motivate, and mentor the sales team to ensure high performance, team target achievement, professional development, and adherence to company policies and procedures.
- Strategy – Develop comprehensive sales strategies and action plans to achieve sales targets, expand market share, and maximize revenue for company projects.
- Performance Monitoring – Monitor and analyze sales performance metrics, including lead generation, conversion rates, and sales closures, and implement corrective measures as needed to optimize results.
- Customer Service – Cultivate and maintain strong relationships with key clients and stakeholders, providing personalized support, guidance, and solutions throughout the sales process. Work with the Customer Experience (CE) team to develop proactive customer success programs.
- Market Research – Conduct market research, competitor analysis, and customer surveys to identify emerging trends, opportunities, and threats, and incorporate findings into sales strategies and product development initiatives.
- Planning & Execution – Prepare accurate sales forecasts, budgets, and projections, and collaborate with the finance department to ensure alignment with overall financial objectives and targets.
- Recruitments and Trainings – Participate in recruitments for the sales team. Coordinate and conduct regular training sessions, workshops, and skill development programs for the sales team to enhance their product knowledge, sales techniques, and customer service skills.
- Debt Management – Oversee debt management including collections and ensure debt does not exceed 365 days. Strategize and implement effective ways to collect/manage debt.
- Referral Business – Ensure excellent customer service to encourage growth of referral business.
- Agency Business and DSM - Oversee revenue growth and continued improvement from these two business segments.
- Sales Process Efficiency – Facilitate reduction of the average sales cycle time by 20% and streamline lead qualification and handover processes. Continuously develop and improve sales call scripts and templates.
- Internal Collaboration – Collaborate with the marketing, project development, finance, and legal departments to align sales efforts with marketing campaigns, project timelines, legal requirements, and financial considerations.
- Oversee all aspects of the sales process, including contract negotiations, documentation, payments, and post-sales support, ensuring compliance with regulatory requirements and company policies.
Key Result Areas (KRAs) will include:
- Overall company revenue performance—monthly, quarterly, and annually.
- Improved sales department performance by 30% month to month.
- Maintaining a sales pipeline of qualified leads at a value of Kshs. 5M every month.
- Increasing the conversion rates from leads to closed deals by 10% every month.
- Achievement of a 15% growth in repeat business from current clients monthly.
- Monthly team training sessions on effective communication and customer service.
- Achievement of a 65% attendance rate in site visits.
- Achievement of a customer satisfaction score (CSAT) of 90% or higher based on post-sale surveys.
- Improved Customer Retention and referral rates.
- Reduced customer acquisition costs.
- Successful monthly cross-functional workshops between sales, marketing, and finance teams.
- Lead generation and conversation rates.
- Achievement of a 95% accuracy in quarterly sales forecasts.
Requirements and Qualifications
- Bachelor’s degree in Business, Marketing, or related field.
- Proven experience in real estate sales, preferably in land sales.
- Strong leadership and communication skills.
- Ability to analyze market trends and develop effective sales strategies.
- Proficiency in CRM software and Microsoft Office Suite.
