Travel Agency Head of Sales Job Vacancy in Kenya

We are a leading travel agency in Kenya with branches in Nairobi, Nyanza, Western and Rift Valley with planned expansions to Uganda and Tanzania. 

We are currently seeking for competent, self driven and result oriented sales professionals to fill in the following position:

Title: Head of Sales
 

Department: Sales Division
 

Reports to: Managing Director
 

Job Objective: Head of sales is responsible for sales and sales support functions; manages all aspects of sales activities for a sales force covering a large territory or market, responsible for the development and performance of all sales activities in assigned market. 

Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. 

 

Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and Account/sales Executives.

Responsibilities:

• Provides functional, technical or process leadership, management of multiple sales teams.
• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
• Designs and recommends sales programs and sets short- and long-term sales strategies.
• Over-sees sales operations, marketing and personnel.
• Enhances communication systems within the region to ensure effective communication up, down and across the field organization.
• Develops an organization that will help the company support aggressive growth plans. 
• Oversees training and development of management and staff
• Responsible for the performance and development of the Account/sales Executives.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.
• Conducts one-on-one review with all Account/sales Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account/sales Executive’s sales and activity performance.
• Provides timely feedback to senior management regarding performance.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Account/sales Executives.
• Creates and conducts proposal presentations and RFP responses.
• Assists Account/sales Executives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Recruits, tests, and hires Account/sales Executives based on criteria agreed upon by HR and senior management.

Minimum Requirements

• 5-7 years of experience in sales management preferably service industry.
• Business degree with sales and marketing qualifications(Major); MBA an added advantage.
• Extensive experience in all aspects of Supplier Relationship Management.
• Strong understanding of customer and market dynamics and requirements.
• Have a current sound knowledge of key account structures, mergers, acquisitions, reporting and performance
• Willingness to travel and work in a global and regional team of professionals.
• A strong ability to sell and the track record to prove it

Regional Team Leadership and Management Skills

• Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Selling to Customer Needs, Territory Management, Market Knowledge, Presentation Skills, Energy Level, Meeting Sales Goals, Professionalism, Analytical, IT Literacy, Communication skills, Negotiation, Credibility, Project Management, Delegation, Business and financial acumen, Relationship management skills, Strategic vision and planning capabilities, Problem-solving capabilities, Selling skills (internal and external), Industry and market knowledge (self and customer), Product service knowledge, self drive, ability to work under pressure.
• Ability to marshal the efforts of others both within the company and the customer organization; Strong leadership and communication skills; finely tuned political instincts that enable him/her to navigate the corridors of power to reconcile conflicting interests, and to enlist the support of people at all levels; developing own core competencies to meet new customer service and product needs, partnering and achieving synergy from marrying competencies with those of the customers

Core Competences
 

Cross-Selling

• The Head of sales is expected to demonstrate Extensive experience in the Cross-Selling competency; demonstrate knowledge of organizational strategies, tools and techniques for understanding the needs of customers and create additional sales.
• Guides employees and expands various types of cross-selling programs and initiatives.
• Designs multiple cross-selling campaigns. Establishes and maintains communication channels between product developers and re-sellers.
• Coaches other on a variety of methods to define target populations and select cross-selling partners.
• Advises trainers on how to advance the plan, structure and content of a cross-selling arrangement.
• Determines schedules and manpower for cross-selling campaigns.

Internal / External Cooperation

• Ensures that all Account/sales Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
• Delegate authority and responsibility with accountability and follow-up.
• Sets examples for Account//sales Executives in areas of personal character, commitment, organizational and selling skills, and work habits.
• Conducts regular coaching and counseling with Account/sales Executives to build motivation and selling skills.
• Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
• Demonstrates ability to interact and cooperate with all company employees.

Business Development and Sales

• Source & identify new business with the objective to meet monthly sales targets
• Identify and connect with new direct clients through a variety of distribution channels including social network groups; business groups; NGOs; schools; associations and other channels that you may find appropriate
• Develop the Expatriate market and generate new sales, focusing on outbound travel
• Prepare action plans for effective search of sales leads and prospects.
• Initiate and implement action plans to penetrate new markets such as corporate travel, MICE, etc.
• Convert quote enquiries and requests for proposals into bookings (with the assistance of Travel Consultants team)
• Maintain contact with all clients in the market area to ensure high level of client satisfaction

Product Development

• Identify clients needs in order to build and maintain a database of outbound products worldwide
• Identify new opportunities and new partners
• Create new products and destinations to meet consumer demands for bespoke travel
• Participate in creating a library of destinations presentations to be used for staff development

Marketing and PR

• Assist in the development and implementation of marketing plans as needed.
• Increase brand awareness through PR, marketing and sales actions
• Develop and maintain social networking.
• Monitor the effectiveness of the actions conducted together with Marketing team
• Monitor the competition to understand trends and market evolution
• Represent the brand
• Update clients on promotions, new products and destinations

Finance & Reporting

• Develop a strategic sales call plan & provide weekly reports
• Manage budgets and maintain statistical/financial records
• Control expenses to meet budget guidelines
• Provide details call pattern listing all sales calls made during the week and what is planned in the future.

People Management

• Conduct regular training sessions with Travel Consultants to build motivation and selling skills
• Build and motivate a sales team to hit their targets and ensure profitability of the company
• To demonstrate ability to interact and cooperate with all company employees
• Mentoring and coaching
• Performance management

All applications to be received by 5th June, 2015, sent to lindchess@gmail.com