Sales Manager

Job Title: Sales Manager
Department: Sales & Business Development
Division: National Security
Reports To: VP National Security
Direct Reports: Sales & Account Managers
Job Location: Kampala, Uganda

Primary Purpose of the Position
The Sales Manager is responsible for the development and performance of all sales activities within the assigned market. This role leads a sales team, directing and motivating them to achieve maximum profitability and growth in alignment with the company’s vision and values. The Sales Manager will create strategies to expand the customer base and contribute to the development of training programs for clients and Account Managers.

Main Duties and Responsibilities
1. Business Planning & Strategy
o Develop a comprehensive business plan and sales strategy for the market to ensure the attainment of company sales goals and profitability.
o Identify and implement strategies to penetrate new markets and expand customer base.
o Assist in the development of marketing plans when needed.
2. Team Leadership & Development
o Oversee the performance and development of Account Managers, ensuring they meet or exceed all activity standards (prospecting calls, appointments, proposals, and closes).
o Conduct one-on-one reviews with Account Managers to improve communication, identify training needs, and enhance sales performance.
o Recruit, hire, and onboard Account Managers, ensuring they meet criteria agreed upon by senior management.
3. Sales Execution & Reporting
o Prepare action plans for sales leads, prospects, and team efforts.
o Provide accurate and competitive pricing on completed prospect applications while maintaining maximum profit margin.
o Maintain accurate records of all sales activities, pricing, and reports submitted by Account Managers.
o Create and conduct proposal presentations and RFP responses in collaboration with Account Managers.
4. Coaching & Motivation
o Provide regular coaching and counseling to Account Managers to improve motivation, selling skills, and performance.
o Lead by example in personal character, organizational skills, work habits, and selling techniques.
5. Client & Relationship Management
o Maintain regular contact with clients in the market to ensure high levels of customer satisfaction.
o Develop and maintain strong relationships with existing clients, ensuring repeat business opportunities.
6. Compliance & Ethical Standards
o Adhere to company policies, procedures, and ethics codes, ensuring they are communicated and implemented within the sales team.
o Support compliance with Health and Safety legislation, following company processes and practices.
7. Additional Responsibilities
o Undertake any other tasks as reasonably requested by senior management.

Knowledge, Skills & Experience
• Experience: 5-7 years of experience in sales management, particularly in government communications sales.
• Leadership: Proven ability to lead and drive sales teams towards achieving targets.
• Market Insight: Strong understanding of customer and market dynamics and requirements.
• Travel: Willingness to travel nationally and internationally.
• Technical Skills: Proficiency in sales tools and technologies.

Special Features of the Position
• Must possess a full UK driving license.
• National and international travel required.

Behaviours & Attributes
• Respect for Others: Demonstrates respect and empathy for all team members and clients.
• Driven to Achieve Goals: Highly motivated to meet sales targets and performance objectives.
• Leadership: Ability to lead matrix teams and foster teamwork in a collaborative environment.
• Flexibility: Adaptable and able to lead effectively within an environment of ambiguity.
• Assertiveness: Gently assertive with the ability to influence and motivate others.
• Team Working: Strong ability to work as part of a team while encouraging and fostering teamwork.
• Influencing: High level of interpersonal skills with a proven ability to present ideas and influence others effectively.
• Adaptability: Flexible, adaptable, and pragmatic in overcoming challenges.