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Head Global Sales

2 months ago

Nairobi, Nairobi Area, Kenya Procept Associates Ltd Full time

ABOUT THE COMPANY

Procept Associates Ltd. was formed in Canada in 1983 to provide project management advisory and training services, initially to engineering and construction clients. Since its inception, Procept has established itself as a market leader and innovator in the development and implementation of project, program and portfolio management best practices; the inception and growth of the business analysis profession; the promotion of best practices in IT service management; and disaster-proofing businesses through the planning and implementation of business continuity management practices. From deep roots serving construction and engineering clients, Procept's reach has spread across many industries and all levels of government, around the world.

One division of Procept's wholly-owned Procept USA LLC, Practical Management Instruction, provides knowledge and competency assessment, training, and consulting services to managers and supervisors; employees; and learning and development professionals. Since 1965, Practical Management Instruction has taught over 1 million people in over 17,000 companies worldwide. Its certifications in adult learning have become an industry standard and its International Certificate in Management and Leadership has been delivered in partnership with universities ranging from Stockholm to Grenada to thousands of executives from around the globe.

EXPERTISE
Industry — Construction, Utilities, Energy, Professional services, Mining, Financial services, Information technology, Aerospace, Shipbuilding, Non-profit, Healthcare, Education

Government — Federal government, provincial/state government, municipal government, First Nations.

MISSION
We:

are a premier provider of professional training programs to corporations, governments, and individuals around the world;
help our clients succeed by applying best practices to solve their most challenging problems; and
maintain our competitive advantage through innovation, superior client service and quality of industry expertise.

VISION
To be a leading international firm providing services in consulting, training and software solutions.

CONSULTING
For over 30 years, Procept has helped clients improve their project delivery excellence by developing project, program, and portfolio management frameworks; deploying project management and enterprise portfolio management tools; auditing projects and programs against global best practices frameworks; and helping organizations develop strategies for implementing change.

Procept and its associates take an active role contributing to leading global project management organizations such as the Project Management Institute (PMI), the International Project Management Association (IPMA) and its Canadian branch, the Project Management Association of Canada (PMAC). In addition, Procept and its associates are active in the Association for the Advancement of Cost Engineering (AACE) and contribute to international standards by participating in ISO technical committees such as ISO/TC258 - Project, programme and portfolio management.

As a result of its ongoing consulting work, Procept has developed an extensive library of project, program and portfolio management frameworks, processes and tools, and has developed an extensive network of experts.

Procept also provides consulting related to the implementation of IT service management best practices (including ITIL), business continuity management (ISO 22301), innovation management practices, and other business or technology management systems.

All Procept consultants and associates have real-world management experience validated with internationally-recognized credentials.

TRAINING
Procept has a long and rich history delivering professional training in Canada and around the world. Procept delivered the first Project Management Professional (PMP) preparation class in Canada, created the first formal project management course delivered through a continuing education division at a Canadian university at the Professional Development Centre of University of Toronto's Faculty of Engineering and Applied Science, and delivered the first course on agile project management offered through a Canadian university. Today, Procept maintains its relationships with higher education, offering classes through one US and five Canadian universities. Procept instructors teach graduate classes in the Master of Engineering programs at several universities as well as post-graduate professional development classes.

Our US-based subsidiary, Practical Management Instruction, has been delivering adult training around the world since 1965. It specializes in two key areas: management and supervisory skills training, and training in adult learning techniques (andragogy) such as instructional design and effective classroom instruction.

In addition, Procept (and its subsidiaries) is a key partner for many major corporations, delivering customized in-house training to their staff. The client list for this type of training includes over 17,000 of the largest corporations in the world, plus all levels of government and many non-profit organizations.

JOB SUMMARY

We are currently recruiting to fill the role of Head of Global Sales in Kenya who will be responsible for leading and overseeing all sales activities within the African market. This pivotal role involves developing and executing strategic sales plans tailored to the unique dynamics of the African market, driving revenue growth, expanding market presence, and fostering strong customer relationships across the continent.The ideal candidate will possess exceptional leadership skills, a proven track record of success in sales management within the African context, and a deep understanding of the diverse cultures and business landscapes across the region.QualificationsBachelor's degree in Business Administration, Marketing, or related field; MBA preferred.Minimum 5 years experience with a top-tier consulting firm with a focus on sales management, with significant experience in driving sales growth and managing sales teams within the African market.Entrepreneurial mindset with the ability to identify and capitalize on emerging opportunities, drive innovation, and navigate ambiguity and uncertainty within the African market.Deep understanding of African business cultures, market dynamics, and consumer behaviour across different regions and industries.Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence key stakeholders at all levels within the African market.Strategic thinker with strong analytical skills and the ability to translate market insights into actionable sales strategies tailored to the African context.Results-oriented mindset with a track record of achieving and exceeding sales targets and objectives in the African market.Experience working in a fast-paced, dynamic environment, with the ability to adapt quickly to changing market conditions and business priorities within Africa.Proficiency in CRM systems, sales analytics tools, and other relevant software applications.Willingness to travel extensively within Africa as required.

RESPONSIBILITIES

Developing Sales Strategy: Formulate and implement comprehensive sales strategies specifically tailored to the African market, leveraging insights into local market dynamics, customer preferences, and competitive landscape to drive sustainable revenue growth.Team Leadership: Lead, mentor, and empower a diverse team of sales professionals operating across various regions and territories within Africa, fostering a culture of excellence, collaboration, and accountability to achieve sales targets and objectives.Market Analysis: Conduct in-depth market research and analysis to identify emerging opportunities, trends, and challenges within the African market, providing strategic insights and recommendations to inform sales strategy development and decision-making.Key Account Management: Cultivate and maintain relationships with key clients, partners, and stakeholders across Africa, serving as a trusted advisor and strategic partner to drive customer satisfaction, retention, and loyalty while maximizing sales opportunities.Sales Operations: Oversee all aspects of sales operations within the African market, including sales forecasting, budgeting, pipeline management, and resource allocation, ensuring efficient and effective execution of sales initiatives to meet and exceed business objectives.Performance Evaluation: Define and monitor key performance indicators (KPIs) and metrics to assess the effectiveness and performance of sales activities, conducting regular performance reviews and implementing strategies to address areas of improvement and optimization.Collaboration: Collaborate closely with cross-functional teams, including marketing, product development, operations, and finance, to align sales strategies with overall business goals, drive synergies, and facilitate coordinated efforts towards achieving organizational success in Africa.Continuous Improvement: Identify opportunities for process optimization, efficiency enhancement, and innovation within the sales organization, implementing best practices and initiatives to improve sales effectiveness, scalability, and competitive advantage in the African market.Compliance and Ethics: Ensure compliance with all relevant regulatory requirements, industry standards, and company policies, promoting a culture of integrity, ethics, and professionalism in all sales activities and interactions within the African market.Reporting: Prepare regular reports, presentations, and analyses for senior management and stakeholders, providing insights into sales performance, market trends, customer feedback, and opportunities for growth and improvement within the African market.

REQUIRED SKILLS

Negotiation, Market research, intelligence, Stakeholder communication, Account management, Interpersonal relationships building, Collaboration, Communication

REQUIRED EDUCATION

Bachelor's degree