Job description

About The Fargo Group 

The Fargo Group was incorporated in 1977, initially providing dedicated, specialist professional security services to the banking sector and other financial institutions in Nairobi city and environs. The Fargo Group has since grown to incorporate a courier division and become a leading supply chain and  security solution provider, offering premium services to major private and public organizations countrywide. 

The company offers its customers a host of services across multiple business lines, such as security services, (technology and manpower) cash in transit, cash management, vehicle tracking, express domestic and international courier, contract logistics, freight forwarding, customs clearance, and last-mile transportation. The group owns one of the largest fleet of vehicles in Kenya and operates out of 114 branches in Kenya and Uganda.

You can find more information on the company by visiting their website.

About the Head of Sales

The Fargo Group is looking for a dynamic and exceptional Head of Sales to manage the sales function and ensure the organization meets and exceeds their annual strategic plans.  

The ideal candidate should have extensive sales and leadership experience in B2C as well as B2B sales. The Head of Sales will be in charge of implementing the sales strategy and ensuring achievement of revenue targets as well as the growth of The Fargo Group i.e. both Fargo Courier and Wells Fargo. Additionally, s/he will be responsible for leading the sales team and tracking performance.

This position is based in Nairobi.

Key responsibilities:

Leadership and Team Management

• Lead, develop, coach, and motivate the sales team to deliver revenue targets for the organization.
• Ensure high performance and employee engagement as well as develop an aligned, cohesive and agile team across the Fargo Group.
• In partnership with respective teams (i.e. HR) handle recruitment, training, coaching, performance management, and budgeting for the sales team. 

Sales Execution and Business Growth

• Lead and track the execution of the sales strategy as well as to conduct sales forecasting, demand planning, and revenue management.
• Develop and implement operational plans for the sales team, and push for continuous improvement for the team.
• Execute route to market plans for all products across all sales channels and market segments.
• Deliver growth for a portfolio of active and assigned prospective customers and work closely with the senior leadership team to ensure business growth.
• Develop and recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Monitoring competitor products, sales and marketing activities.

Key Account and Stakeholder Management 

• Manage major cross-regional customer accounts to deliver profitable growth e.g. identifying opportunities, business development, and price negotiation. 
• Continuously develop and broaden the stakeholder network to drive business growth and a positive customer experience along the Buying Cycle.
• Oversee the contract process to ensure it delivers value to customers whilst ensuring competitive pricing to maximize value for The Fargo Group as well as their customers.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Meet with key clients, and support the sales team to maintain relationships, negotiate and close deals.

Budget Management and Reporting 

• Analyze and control expenditures of the sales department to ensure conformity to budgetary requirements.
• Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.

Does this sound like you?

• At least 10 years of experience in sales, preferably working in both B2B and B2C sales functions as well as a proven track record of growth across sales roles.
• Strong analytical sales skills and experience leveraging data and market trends to  steer, and execute sales strategies.
• Strong management skills with proven ability to supervise, motivate and coach direct reports.
• Proven ability to build and manage a network of sales teams and regional representatives, with support functions, in a comparable industry.
• Self-starter with plenty of initiative to innovate, change or develop old ideas into new opportunities.
• Excellent project and stakeholder management skills to coordinate across internal teams and external partners and retailers.
• Strong work ethic and flexibility, respect of local norms and culture, ability to work with humility and urgency

 If interested, click on the link to apply.