Head of Sales, Service & MOD (KES)

Our client is an international European MNC that has a strong global presence and a market leader in engineering innovation and digitalization. 

Responsibilities:

Safety and Quality

• Proactively drive outstanding performance in Safety and Quality in the Modernization business
• Ensure relevant policies, e.g. tender policy fully in use Customers
• Drive and promote customer-centric culture and outside-in thinking in the business by
• Strong understanding on customer and market needs. Promote early involvement with the
• Customer in selling process and consultative selling approach.
• Promote utilization of voice of customer throughout the business 

Business Performance

• Holistic understanding, accountability and development of whole Modernization business competitiveness, growth and profitability
• Evaluate the results of Modernization business activities/contracts and identify recurring problems
• Set up FL level management practices that drive increase in share of market, OR growth, CMII, R80, pricing and pre-to-post performance
• Prepare recommendations and feedback about significant changes that need to be made to product portfolio and company Way operating model elements (i.e., processes, roles, organization, IT tools, data, governance, business performance management) to improve performance
• Collaborate with the Unit Managing Director as well as other functions such as operations to develop and achieve targets and close gaps across frontline
• Set FL level targets together with Area Modernization Director, help in developing robust Unit budget plans, continuously monitor financial performance and report results 
• Drive short and long-term competitiveness based on global Modernization strategy 

Business Development

• Drive the Modernization business sales and offering development and go-to-market actions of new services and solutions in collaboration with other Modernization business stakeholders.
• Collaborate with Area and Global colleagues for best practice sharing.
• Ensure compliance with business operating model and effective deployment of company Way initiatives.
• Monitors FL KW compliance and acts upon gaps or development needs. Gives KW. 

feedback back to the global.

Leadership / People Management

• Contribute to strategic planning and decision-making at the executive level to develop and implement a strategy for Modernization business that is aligned with the organization’s overall vision and its current and long-term business objectives 
• Lead, evaluate, and develop the Modernization business team and its professionals at FL.
• Identify competence gaps and training needs in order to fulfil the business plan.

Requirements:

• Bachelor or Master’s degree in economics, engineering or other relevant field.
• Experience/ understanding of business-to-business sales from building materials, HVAC, or any products with aftersales service.
• Minimum 10 year experience in people management.
• Masters sales management, customer relationship management, marketing, channel management, experience in leading people effectively.
• Understands well the end-to-end process for Modernization business and related profit and cost drivers and contract management.
• Sales acumen: understands selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management.
• Understands business planning and controlling and change management
• Digital assertiveness: comfortable and excited about the opportunities digital solutions
• Customer Relationship Management especially government sector.