CFAO Careers

JOB PURPOSE

This role is responsible for the sale of Case IH spare parts to achieve the budget sales and GP targets and grow market share.

MAIN RESPONSIBILITIES OF THE JOB

Operational Responsibilities

1. Conduct regular field visits to prospect and generate sales;
2. Develop detailed customer profile to understand their current and future fleet requirements.
3. Prepare accurate quotations to ensure customers are informed of prices and stock availability in a timely manner, and to assist close sales;
4. Process sales invoices in a timely manner to facilitate a timely sales process;
5. Capture lost sales in the enterprise system to track performance and support determination of optimum stocking levels;
6. Follow up with credit customers to ensure timely payment for parts purchased on credit, to ensure compliance with the CFAO Kenya credit management guidelines;
7. Request for ordering of parts for special orders and grounded tractors to ensure minimal disruption to the sales process due to stock outs and enhance customer satisfaction;
8. Respond to customer complaints promptly to enhance customer satisfaction and retention;
9. Participate in planning and execution of marketing and sales promotional activities to promote sales and product awareness;
10. Prepare timely and accurate reports to provide performance information on parts sales, pricing, GP, availability, Lost sales and competitor information for timely intervention and corrective measures to address any performance gaps identified;
11. Develop and implement strategies for review and marketing of aged parts to reduce obsolescence
12. Conduct dealer/ stockist / fleet customer visits and support through training and supply of catalogues and training materials.
13. Assist develop parts distribution network through identification of potential partners/ stockists
14. Liaise with service team to support customers in the field

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• Degree in Sales and Marketing or Engineering or other relevant field

Minimum level of experience required to perform effectively in the role

• 5 years of automotive or agricultural mechanization after sales business.

WORKING RELATIONSHIPS

Internal customers

1. Technicians
2. Sales Executive

External Customers

1. Dealers
2. Stockists
3. Fleet customers
4. Individual customers
5. Government institutions and NGOS.

COMPETENCIES

Technical

1. Computer Literacy
2. Product knowledge- vehicle specifications, Basic mechanical knowledge
3. Knowledge of relevant legislation and its impact to the automotive industry
4. Valid driving license

Functional

1. Report writing skills- ability to develop reports
2. Presentation skills
3. Communication skills

Behavior

1. Innovation – Ability to come up with new and better ways of working to improve efficiency and effectiveness.
2. Time Management – Ability to use time effectively and efficiently.
3. Drive for results – Aware of their roles and responsibility and can be counted on to meet and exceed goals.
4. Interpersonal skills – Ability to build rapport and constructive and effective relationships with colleagues and customers.
5. Customer focus – Establishes and maintains effective relationship with both internal and external customers, to gain their trust and respect.
6. Ethics and values – Adheres to an appropriate and effective set of core values and beliefs, and in alignment with the CFAO KENYA values.
7. Integrity and trust – Trusted individual who can present the unvarnished truth in an appropriate and helpful manner, keeps confidence, admits mistakes, doesn’t misrepresent themselves for personal

JOB PURPOSE

This assertive individual will be tasked with providing an effective and efficient HR service within CFAO AGRI, which includes but is not limited to:

MAIN RESPONSIBILITIES OF THE JOB

• Actively initiating and participating in the recruitment, screening & interview process of the entire team.
• Managing the on-boarding process to ensure that every staff member employed are properly inducted into the business and have the best possible on-boarding experience. Give all newcomers and current employees the best chances to succeed.
• Initiates and develops comprehensive HR – policies in consultation with the management team ensuring that they meet the staff needs, country regulations and Group requirements.
• Develop and implement HR Strategies for CFAO AGRI
• Use proactive talent acquisition strategies to attract talent and thus creating a talent pool as well as university talent pool for future talent and managing it efficiently.
• Monitor the implementation of performance management policies and systems by ensuring effective compliance and the performance management process for the entire business.
• Ensures good union relationships as well as a good industrial relations environment.
• Responsible for managing and monitoring employee costs through proper budgeting, analyzing of costs and reporting on variances
• Promotes employee wellness by supporting wellness activities and ensuring adherence to Environment Health and safety measures at the workplace
• Effectively and accurately perform and control HR administrative functions such as Exco reports, disciplinary functions, spearheading psychometric tests & fertilizer sales tests for Sales Divisions.
• Build and maintain effective business relationships with partners/or potential candidates through Farmers Days & Expos (networking).
• Collaborating with relevant employees to create training material for the commercial team.
• Extensive travel and field visits will be required. HR has to ensure the monitoring of performance and checking up on staff in the relevant areas.
• Well-being: be proactive to improve employee’s experience and satisfaction, you are proactive and lead your initiatives by example. You remain available for communication with all employees and are able to advise and guide them on work related issues and queries.

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• A Bachelors degree in Human Resources/Social Sciences
• CHRP (K) Certification Desirable
• IHRM Practicing Certificate
• A minimum of 5 years Human Resources Management experience
• Knowledge of HR related legislation. Knowledge on HR theories, principles and practices.
• Proven track record in Diversity and Relationship Management.
• Advanced Computer Literacy.
• Strong Leadership and Interpersonal Skills
• Must be fair and levelheaded with high level of emotional intelligence
• Must be willing to travel regularly. This is not a fully office-based position
• Good knowledge of Remuneration, Talent Management, Transformation, Recruitment and Selection, Training & Induction, Organizational Design and Reengineering, IR and Performance Management

JOB PURPOSE

The job holder will be responsible for managing staff selling to Direct Farmer Account (DFA) customers while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue in the Key Accounts Segment within EAC.

MAIN RESPONSIBILITIES OF THE JOB

Area 1: Sales Revenue Growth

• Prepare and submit accurate sales forecast and timely reports to the line manager to facilitate proper planning.
• Achieve targeted numbers of DFA customers served against budget by managing team assigned in the area to achieve full development.
• Manage team to achieve required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Achieve sales volume as per the budget committed in the Area.
• Develop Baraka brand awareness and benefits to all customers and stakeholders in the Area.
• Pro-actively manage credit limit of the customer to support the sales growth.
• Ensure a balance of blends and straight sales (blends should be more than 70% of total sales).

Area 2: Market Development

• Continuously identify, recruit and serve new DFA customers in mandated Area as per the set target for business growth and sustainability.
• Identify potential new prospects and sell to them or if difficult propose to management.
• Identify, negotiate, plan and execute activation opportunities such as demo trials/strategic sampling, shop branding in line with customer’s agreement for purposes creating and maintaining sales for business growth and sustainability as well as Baraka brand awareness.

Area 3: Debt Management

• Ensure Account payment and Reconciliations are done on Time.
• Ensure Accounts operates within the stated credit limits.

Area 4: Relationship Management.

• Build, Manage and Maintain good strong long term customer Relationship with CFAO Agri Ltd.
• Ensure Timely address of Customers queries.
• Ensuring Immediate Customer Feedback.

Area 5: Timely Reporting and Feedback.

• Give timely feedback for purposes of planning and forecasting. Weekly PDCA reports are expected by end of every Saturday.
• Gather and Report market intelligence (reporting competitor activities).

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• Degree in Business/ Agricultural Course with at least 8 years’ experience in sales (4 in a supervisory position)
• Experience in related role or sales to B2B is an advantage

COMPETENCIES

Technical

• Project planning, implementation and monitoring

Functional

• Report writing
• Proactivity
• Innovation
• Strong Interpersonal skills
• Effective communication skill with both internal and external customers
• Robust organizational and planning skills
• Aligned with CFAO Agri key values: Teamwork, Respect, Integrity, Communication, Innovation, and Brilliant at the Basics.

Behavior

• Business acumen- knows how business works; knowledgeable in current and possible future policies, practices, trends, technology and information affecting the business; knows the competition; is aware of how strategies and tactics work in the marketplace.
• Strategic agility – Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can create competitive and breakthrough strategies and plans; can articulately paint credible pictures and visions of possibilities and likelihoods.
• Perspective – Looks toward the broadest possible view of an issue/challenge; has broad-ranging personal and business interests and pursuits; can easily pose future scenarios; can discuss multiple aspects and impacts of issues and project them into the future.
• Technical learning – Is good at learning new industry, company, product or technical knowledge.
• Quality decisions – Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of your solutions turn out to be correct and accurate when judged over time.
• Problem solving – Uses rigorous logic and methods to solve difficult problems with effective solutions; is excellent at honest feedback; looks beyond the obvious and doesn’t stop at the first answers; probes all fruitful sources for answers.
• Interpersonal skills – Is self-aware, and has ability to relate with people across all levels of seniority as appropriate, to ensure achievement of personal targets.
• Organizational positioning skills – Understanding of organization structure both formal and informal, is sensitive to how people and organization’s function; anticipates where the landmines are and plans his/her approach accordingly; views politics as a necessary part of organizational life and works to adjust to that reality.
• Energy and drive – Has speed and agility: taking quick and timely action; seizes more opportunities than others, pursues everything with energy, drive and a need to finish; seldom gives up before finishing especially in the face of resistance or setbacks.
• Integrity and trust – Trusted individuals who can present the unvarnished truth in an appropriate and helpful manner, keeps confidence, admits mistakes, and doesn’t misrepresent themselves for personal gain.

JOB PURPOSE

The Sales Promoter is responsible for making sure all stocks of Baraka Fertilizer are timely sold out to farmers. The two main tasks are day-to-day

• Off taking of Baraka Fertilizer from AGD to stockists and farmers
• Extension to ensure promotion of Baraka Fertilizer

MAIN RESPONSIBILITIES OF THE JOB

Area 1: Sales

• Achieve set sales volume from Uasin Gishu Farmers’ Cooperative Societies (FCSs) against budget.
• Achieve targeted numbers of customers served against budget
• Identify, recruit and serve potential New Accounts as per the monthly set plan
• Ensure a balance of blends and straight sales (blends should be more than 50% of total sales).
• Achieve required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Prepare and submit accurate sales forecast and timely reports to the line manager to facilitate proper planning.

Area 2: Market Development

• Continuously identify, recruit and serve new customers in mandated region as per the set target for business growth and sustainability.
• Identify, plan and execute activation opportunities such as demo trials/strategic sampling, shop/office branding in line with customer’s agreement for purposes creating and maintaining sales for business growth and sustainability.
• Gather and Report market intelligence (reporting competitor activities).

Area 3: Relationship Management.

• Build, Manage and Maintain good strong long term customer Relationship with CFAO Agri Ltd.
• Ensure Timely address of Customers queries.
• Ensuring Immediate Customer Feedback.

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• Agriculture related Diploma or Degree. Additional qualification in Sales preferred
• 2 years’ experience in related marketing role
• Familiarity with the specific area

COMPETENCIES

Functional

• Report writing.
• Proactivity and creativity.
• Innovation.
• Strong Interpersonal skills.
• Effective communication skill with both internal and external customers.
• Robust organizational and planning skills.
• Aligned with CFAO Agri key values: Teamwork, Respect, Integrity, Communication, Innovation, and Brilliant at the Basics.