Area Sales Manager – Building & Construction

Job Title: Area Sales Manager – Building & Construction

Location: Nairobi

Department: Sales

Reports To: GM – Sales & Marketing

Direct Reports: Sales Representatives

1. Job Purpose

To drive sales growth, collections and profitability across Decorative, Industrial and Automotive coatings through customer development, team leadership, project scouting and demand generation.

2. Key Responsibilities

• Achieve sales, collection and profitability targets within the assigned area.
• Develop and implement sales strategies to grow revenue and market share.
• Lead, coach and supervise the sales team to achieve performance targets.
• Manage and grow relationships with dealers, distributors, contractors, painters and key customers.
• Identify and develop new customers, dealers, projects and institutional business opportunities.
• Scout construction, renovation and refurbishment projects and convert them into sales.
• Develop business with institutions, including hotels, hospitals, schools, universities, government agencies and corporate organisations.
• Identify opportunities for Industrial and Automotive coatings among manufacturers, garages, workshops and automotive dealers.
• Drive secondary sales and product demand through customer engagement, demonstrations and promotional activities.
• Monitor sales performance, collections, stock levels, competitor activities and market trends.
• Manage customer accounts, revive dormant clients and maintain a strong sales pipeline.
• Ensure compliance with credit policies, company procedures and reporting requirements.
• Collaborate with Marketing, Technical, Finance, Logistics and Customer Service teams to ensure product availability and customer satisfaction.

Requirements

3. Qualifications and Experience

• Bachelor’s Degree or Diploma in Business, Sales, Marketing or a related field.
• Minimum 5 years’ sales experience in the building and construction industry.
• Proven track record of achieving sales targets.
• Sales team management experience is an added advantage.
• Professional qualification in Sales and Marketing is an added advantage.
• Valid driving licence is an added advantage.

4. Key Competencies

• Sales strategy and business development
• Team leadership and performance management
• Customer relationship management and negotiation
• Project scouting and institutional sales
• Market analysis and competitor intelligence
• Communication, planning and reporting skills