Country Sales Manager

Company Description

Country Sales Manager (Location: Nairobi)

Functional Area: Mobility Aftermarket.

Corporate success at Bosch is determined by innovation capability and an edge in know-how. Accept with us the challenge of new tasks by your willingness to permanently learn something new.

Robert Bosch East Africa is a growing business in the Bosch Group located in Nairobi, Kenya. We operate in the business divisions Mobility Aftermarket, Power Tools and Home Comfort.

At Bosch, we shape the future by inventing high-quality technologies and services that spark enthusiasm and enrich people’s lives.

Our promise to our associates is rock-solid: we grow together, we enjoy our work, and we inspire each other.

Join in and feel the difference.

Job Description

Your responsibilities:

• Business Plan & Current Forecast: Support of planning. Break down of Business Plan to (key)account/Product Group level
• Develop and implement sales strategy/distribution concept; in general based on Business Plan (e.g. for sales channels, districts, brand(s); optimize customer structure.
•  Analyse & determine best possible use of customer potentials and needs (Strategy, SWOT, Brands, KPI's).
• Plans projects for workshop consultant to gather market information and leads to support Business Plan.
• Establish, maintain and develop professional customer relationships. Offer professional availability (visits, tel, e-mail) and have contact with all relevant persons and aim at long term and trustful relations.
• Participate in customer's activities (e.g. open days, openings) and Mobility Aftermarket activities for customers (e.g. product trainings).
• Consult customers about market relevant issues (marketing campaigns, competition, how to improve brand recognition.
• Ensure efficient procedure for complaint mgt., if necessary handle complaints personally.
• Find best solutions for complaints (under consideration of economic-, time- and relationship aspects).
• Drive and support acquisition of new customers which fit the Mobility Aftermarket strategy.
• Meet and exceed customer's expectation, Increase customer satisfaction.
• Ensure availability of al customer & prospect potentials and targets in Bosch Systems.
• Break down Business Plan to detailed year plan for customers (Potential turnover/ Product Group, activities/measures/resources).
• Negotiate, agree and confirm annual customer agreements/contracts (personally or supported by team member).
• Develop and carry out activities to reach targets, manage this with available resources.
• Push and promote marketing activities on the customer basis in order to leverage the turnover.
• CSM is responsible to implement in the country the RBKE contract conditions.
• CSM is responsible for the budgeted (out of invoice) resources in order to achieve the assigned country target.
• CSM needs to give visibility to Product Specialist on End Year Bonus and Valued Added Services.
• Visit management: Prepare personal visits (targets, statistics, OPL, action list).
• Follow-up on tasks.
• Monitor relevant KPI's and carry out appropriate activities to reach targets.
• Credit & payment management: monitor and react if, check and release special credit limits.
• Provide/report: statistics, forecasts, document and submit business expenses.
• Training for customers (value argumentation, benefits, product features…).
• CSM bring the voice of the customer into the organization.
• Gather market information to get a clear and updated picture of the market needs (customer/product). 

Qualifications

Education:

• Bachelor's degree on commercial economics (marketing/sales or business administration)
• Technical understanding related to the automotive industry
• Minimum 5 years working experience in sales/mkt environment
• Minimum 3 years' experience in Independent After Market (IAM)
• Experience in workshop / sales management (general process & organizational) preferably in automotive industry (AutoCenters, Tyres business, fleet business etc)
• 3 years Experience in distribution via wholesaler, b2b environment
• Excellent negotiation skills in decision maker environment
• Excellent English language skills and knowledge of French & German is a plus
• Excellent office software skills

Experience and knowledge:

• Strong knowledge about markets / countries in Belt of Africa region (Ex: DRC, Nigeria, Kenya, Tanzania, etc)
• Take ownership on resolving topics from internal and external customers.
• Good data analysis skill, responsive with rigorous logical and structural thinking
• Excellent English language skills and knowledge of French & German is a plus
• Excellent office software skills.

Your personal characteristics and skills:

• Good communication skills to different levels externally and internally.
• Strategical thinking and planning
• Additional assets: clear priority setting, team player, ability to handle conflicts.
• Professional appearance
• Fit to the sales team
• Builder of strong long term relationship and networks
• Drivers license
• Willing to travel frequently