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Commercial Director Nairobi Competitive Market Rate

Commercial Director

Location: Nairobi |
Salary: Competitive Market Rate |
Posted: 9 Sep 2019 |
Closes: 23 Sep 2019 |
Job Type: Permanent & Full-time |
Business Unit: Kenya |
Region / Division: Africa |
Reference: G4S/TP/5086074/168427

Basic salary

Pension scheme

Medical cover

Group personal accident cover 

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.

Role Responsibility:

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

The Ideal Candidate:

Knowledge and Qualifications

  • Degree in Business Management
    • Sales & Marketing related subjects compulsory
    • Service Delivery subjects compulsory
    • 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

About the Company:

G4S is the leading global integrated security company specialising in the provision of security products, services and solutions. The group is active in more than 110 countries, and is the largest employer quoted on the London Stock Exchange with over 623,000 employees and has a secondary stock exchange listing in Copenhagen. We specialise in outsourced business processes and facilities in sectors where security and safety risks are considered a strategic threat.

G4S in Africa:

G4S is the largest private sector employer and largest security company in Africa, with operations in more than 30 African countries and more than 122 000 employees on the continent. In Kenya, G4S employs more than 14,000 people and we have a presence in all major urban centers within the country.

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