Job details

District General Manager- Lighting

Location:

Kenya

Aim of the job

Responsible for maximizing customer satisfaction and driving profitable growth, meeting or exceeding financial targets and developing and implementing strategic guidelines for the district. The District Manager leads the district Sales, Marketing and Customer Services team ensuring high level of team work and engagement levels.

Report to: General Manager Lighting Africa

Key Areas of Responsibility

Develop clear and achievable strategies, objectives and tactical plans for the district based on Key account management, customer centricity, segmentation, customer needs and market conditions synchronized with the business groups' objectives
Identify and develop new business opportunities
Execution and management of the yearly business plan of the district
Meet or exceed order intake, sales and financial target including direct cost management
Responsible for the monthly district business review meetings: order intake, sales, forecast, price realization, Cost of Organization (CoO), customer complaints, escalations and supply chain
Deal approval, approve multi deal within pricing framework and ensure escalation for deals outside of pricing framework
Combine business group offerings into complete solutions including supporting value added services (e.g. TP&S, financing, Strategic account management, consultancy services )
Ensure coordination between all customer facing functions and all distribution channels of Philips Lighting (PL) in the district to guarantee "one face to the customer"
Develop and maintain excellent communication links and relationship with top customers and the key decision makers of the Lighting related opportunities in the district
Provide regular feedback about market and competitive situations to the regional Management
Ensure follow up with customers with overdue accounts
Escalation management
People management, including selection, development, goal setting and performance management. Ensures overall high level of talent and engagement levels
Ensure un-compromised implementation of the standard Philips business processes, quality standards and standards of business conduct according to Philips policies
Responsible for compliance performance within the district and for reporting compliance issues quality & regulatory functions (for management review purposes) at regional level

Authorities

Authority to make decisions on all direct sales and operation activities in the assigned district within Annual Operating Plan (AOP) and budget as directed by the Commercial Leader and in line with the regional strategy and authorization matrix.

Key measures

Customer Satisfaction:

Net Promoter Score (NPS)

Employee Engagement:

Employee Engagement Survey (EES)

Financials:

Order intake (OI) / Sales
Integral Gross Margin (IGM) / Integral Sales Margin (ISM)
Cost of Organisation (CoO) (percentage)
Accounts Receivable (AR) overdue (percentage)

Process:

Sales forecast accuracy
Must win deals (percentage)
New Business Development

Education & Experience

Engineering education or equivalent, MBA preferred
Experience in direct Sales
Experience with leading a cross functional team
Fluent in English, verbal and written in addition to local language

Please note: Only one application to GCC is required in order to be considered for ALL suitable opportunities. We do encourage you to update your profile and CV on your original application in the future to ensure your records are accurate.

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