The Sales Manager is the driving force behind the company's revenue generation and commercial growth. This individual is responsible for building, leading, and developing a high-performance sales team that captures new business, retains and grows existing accounts, and positions the company as the preferred packaging supplier in the market. The Sales Manager will set the strategic direction of the department, establish sales targets, design go-to-market plans, and foster a culture of accountability, excellence, and continuous improvement across the entire sales function.
Key Duties & Responsibilities
Strategic Sales Planning & Execution
Develop and implement a comprehensive annual sales strategy aligned with the company's revenue and growth objectives.
Define sales targets, territory allocations, and key account priorities for the department.
Continuously analyse market trends, competitor activities, and customer needs to refine strategy.
Identify and pursue new market segments, verticals, and geographic territories.
Team Leadership & Performance Management
Recruit, onboard, and retain top sales talent across all sales roles within the department.
Set individual and team performance targets and conduct regular performance reviews.
Provide coaching, mentorship, and ongoing training to develop the team's skills and capabilities.
Motivate and inspire the team through incentive programmes, recognition, and clear career pathways.
Business Development & Client Acquisition
Lead from the front by personally engaging with high-value prospects, strategic partners, and key stakeholders.
Cultivate and maintain relationships with C-suite decision-makers at major corporate clients.
Oversee bid and tender processes for large commercial contracts.
Represent the company at industry events, trade shows, and networking forums.
Sales Pipeline & Forecasting
Maintain an accurate and up-to-date sales pipeline, ensuring visibility across all stages.
Produce regular sales forecasts, performance reports, and variance analyses for senior management.
Use CRM tools to track deal progress and team activity levels.
Cross-Functional Collaboration
Work closely with production, logistics, and finance teams to ensure sales commitments are deliverable and profitable.
Collaborate with marketing on campaigns, lead generation, and brand positioning.
Align pricing strategies with the finance team and ensure healthy margin management.
Set, monitor, and enforce pricing guidelines, credit terms, and discount structures.
Handle escalated client complaints or commercial disputes with professionalism and urgency.
Prepare and present the department's budget, ensuring cost-effective sales operations.
Requirements & Qualifications
Education: Bachelor's Degree in Business Administration, Marketing, Commerce, or a related field (required).
Advanced Education: A postgraduate qualification such as an MBA or equivalent is a strong advantage.
Certifications: Relevant professional certifications in Sales Leadership, Strategic Management, or similar are desirable.
Experience: Experience in the packaging, FMCG, manufacturing, or print industry is highly advantageous.
Technical Knowledge: Knowledge of packaging materials, printing processes, and production lead times is an added advantage.
Core Competencies & Skills
Leadership: Proven ability to lead, inspire, and develop high-performing sales teams.
Strategy: Ability to translate business goals into actionable sales strategies with measurable outcomes.
Relationship Management: Exceptional ability to build and sustain long-term relationships with clients at all levels.
Negotiation: Strong negotiation and persuasion skills with a track record of closing large, complex deals.
Analytical Thinking: Mindset with the ability to interpret sales data and make informed, evidence-based decisions.
Resilience: Adaptability in a fast-paced, target-driven environment.
Technical Proficiency: Proficiency in CRM systems (e.g., Salesforce, HubSpot, or similar) and Microsoft Office Suite (Excel and PowerPoint).
Financial Acumen: P&L understanding, budgeting, and margin management.
How to Apply
Interested candidates should send their CV to careers@orchidhr.co.ke
How to Apply
To apply for this position, please send your updated CV to careers@orchidhr.co.ke. Ensure the subject line clearly states the job title.
