Sales Transformation & Performance Officer

About

Reporting to the Director, Special Projects, the role holder will lead the design, implementation and continuous improvement of initiatives that strengthen sales productivity, pipeline quality, sales execution, accountability and cross-functional effectiveness across the Group. The role translates strategic transformation objectives into practical sales operating disciplines, standards, routines and interventions that improve execution and sales performance. Applicants need a relevant bachelor's degree and 5–8 years' relevant experience, with substantial exposure to sales, transformation, consulting, performance management or commercial operations. Duty station: Nairobi

How to apply

Strictly apply through: https://careers.cicinsurancegroup.com/ clearly indicating the position being applied for. Upload Resume/CV and Certificate in one PDF file.

Hiring at CIC Insurance Group? Post your jobs free on Cazini

Responsibilities

• Assess the quality, adequacy, completeness and health of sales hit lists and pipelines.
• Define clear standards for what constitutes a quality sales opportunity.
• Develop and strengthen opportunity qualification, validation and progression processes.
• Identify weaknesses, bottlenecks and leakage points across the sales funnel.
• Establish pipeline-quality standards and KPIs.
• Monitor pipeline creation, movement, conversion, ageing and leakage.
• Identify root causes of pipeline weaknesses and recommend targeted interventions.
• Develop mechanisms for continuous pipeline improvement across branches and business units.
• Define and document the desired Day in the Life Of (DILO) for relevant sales roles.
• Establish minimum activity and productivity standards for sales personnel.
• Define expectations for customer visits, calls, prospecting, engagements, follow-ups and other critical sales activities.
• Develop practical mechanisms for monitoring adherence to agreed activity standards.
• Identify productivity gaps and diagnose their underlying causes.
• Recommend and coordinate interventions to improve sales effectiveness and utilisation of sales capacity.
• Promote consistent, effective sales practices that can be replicated across the Group.

Qualifications

• Bachelor’s degree in Business, Commerce, Economics, Marketing, Finance, Operations, Actuarial Science, Engineering or a related discipline.
• 5–8 years’ relevant experience, with substantial exposure to sales, sales operations, business transformation, consulting, performance management or commercial operations.
• Demonstrated experience managing or coordinating cross-functional projects or programmes.
• PMP, PRINCE2, Agile/Scrum or equivalent project-management qualification.
• Lean Six Sigma or similar process-improvement certification.
• Experience in sales transformation, commercial excellence or sales-performance improvement.
• Experience working in a large, multi-branch, multi-business or Group environment.
• Highly execution-oriented and results-focused.
• Strong commercial and business acumen.
• Strong project and programme-management capability.
• Analytical, structured and disciplined approach to problem-solving.
• Comfortable challenging existing processes and ways of working constructively.
• Strong stakeholder-management and influencing skills.
• Ability to facilitate cross-functional discussions and drive decisions into action.
• Ability to influence without formal authority.