Sales Officer - Kenya

Job Purpose

The Sales Officer is responsible for proactively prospecting new business opportunities and driving sustainable sales growth across both public and private sector clients. This role involves managing the entire sales cycle—from lead generation and client presentations to proposal preparation, tender submissions, and contract negotiation. The Sales Officer will build and nurtures strategic, long-term relationships with customers to maximize revenue. The position requires in-depth understanding of company products and collaborating closely with other departments to align sales efforts with market demands. The Sales Officer will also represent Smart at industry events and forums, ensuring brand visibility and business development opportunities.

Key responsibilities and accountabilities:

 ·       Drive sales prospecting by calling potential customers and generating qualified leads to achieving individual sales targets and contribute to overall team goals.
·       Conduct client presentations, prepare proposals & quotations, negotiate terms, to drive revenue growth.
·       Track and follow up on submitted tenders to ensure timely feedback and successful contract negotiation.
·       Develop and sustain long-lasting relationships with customers while maintaining in-depth knowledge of company products.
·       Build and maintain an accurate CRM database, including records of sales, scheduled customer appointments, and complaints.
·       Answer customer inquiries and escalate complex issues to relevant departments as needed.
·       Collaborate with the marketing department to ensure updated marketing materials effectively reach the target audience.
·       Represent the company in meetings, forums, and industry events to promote product offerings.
·       Monitor competitor activities and market trends to identify opportunities and adjust sales strategies accordingly.
·       Provide regular sales reports and forecasts to management to support strategic decision-making.
·       Coordinate with internal teams to ensure smooth client meetings and timely demonstrations of products and value propositions.
·       Continuously update product knowledge and participate in relevant training to enhance selling effectiveness.

Requirements

Academic & Professional Qualifications 

•  A bachelor’s degree in business administration, IT, marketing, or related field is preferred.
  
•   2+ years of sales experience preferably proven experience in selling IT or SaaS related products
  
• Proven experience in managing tender processes and institutional clients.
  
•  Excellent presentation, negotiation, and interpersonal skills.
  
•   Strong verbal and written communicator.
  
•  High level of integrity, professionalism, and self-motivation.
  
•  Proficiency in Microsoft Office, CRM, and sales software programs.
  

Skills, Knowledge and Abilities  

•    Strong communication and interpersonal skills
  
•   Excellent negotiation and presentation abilities
  
•  Familiarity with CRM tools and sales tracking software
  
•  Solid understanding of sales techniques and customer lifecycle
  
•  Knowledge of public and private sector procurement processes
  
•   Awareness of competitors and market trends
  
•   Ability to build and maintain strong client relationships
  
•  Ability to analyze customer needs and tailor solutions
  
• Ability to work under pressure and meet tight deadlines
  

Key Performance Indicators (KPIs)

•  Revenue Growth: Achieve and exceed individual and team sales targets
  
•   Lead Generation: Number of qualified leads generated through prospecting efforts.
  
•  Sales Conversion: Percentage of leads converted into paying customers.
  
•  Tender Success Rate: Proportion of submitted tenders that result in awarded contracts.
  
•  Customer Retention: Rate of repeat business and ongoing client relationships.
  
•  CRM Accuracy: Completeness and timeliness of sales data entered into the CRM system.
  
•   Customer Response Time: Speed in addressing customer inquiries and resolving issues.
  
•  Market Engagement: Active participation in marketing activities and industry events to promote products.
  

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