Background

As part of its expansion drive, Malawi Fertilizer Company, a subsidiary of Farmers World Holdings, wishes to recruit a suitably qualified person to fill the following existing vacancy, which is tenable at its Malawi Fertilizer Company in Lilongwe.

Position Purpose

To develop and implement sales strategies, methods, and processes, and integrate the organization’s resources to drive commercial and direct customer acquisition and retention efforts in specified territories for the organization to gain market share. This includes coordination with internal stakeholders to ensure the successful distribution of products and fulfilment of sales orders.

Main Duties

• Conduct potential customer and market intelligence analysis to inform the Business Unit Sales strategy.
• Develop customer management strategy and key customer account management plans.
• Develop and manage business unit sales strategies and the processes required to manage successful selling on an ongoing basis with the aim of improving customer reach and contributing to the organization’s market share gains in alignment with the business overall strategy, objectives, and targets.
• Implement the Business Unit Sales strategy.
• Manage direct sales leads and opportunities by implementing a structured process to evaluate the financial viability of potential customers and sales transactions.
• Negotiate contracts, pricing agreements, and terms of sale with clients to maximize profitability while remaining competitive in the market.
• Manage customer contracts by ensuring and overseeing the necessary customer due diligence for trade customers, the development of legally sound customer contracts and service terms, and the development of comprehensive customer contract implementation plans and processes.
• Implement and guide systematic order entry and follow-up activities such as inquiries and reporting of order transactions.
• Implement structured processes to define accurate order distribution requirements and customer delivery schedules and ensure consistent meeting of customer delivery expectations.
• Implement structured processes to provide effective farmer advisory and extension services as well as ongoing farmer support and training (OTC) to drive revenue growth, enhance customer satisfaction, and maintain strong business relationships.
• Oversee the identification of customer sales leads and opportunities ensuring thorough management and conversion to sales.
• Plan and forecast product sales to allocate resources, optimize inventory management, and drive revenue growth, ensuring alignment with business objectives and market demand.
• Effectively manage customer accounts and relationships to cultivate long-term partnerships, drive customer satisfaction, and maximize revenue opportunities.
• Manage customer contracts to ensure compliance, mitigate risks, optimize terms, and foster mutually beneficial relationships.
• Manage order payments and revenue assurance to ensure accurate and timely processing of transactions.
• Monitor and evaluate sales activities and sales performance and prepare regular reports to track progress against targets and identify opportunities.
• Monitor and evaluate profitability performance by internal sales teams, channels, and strategic alliances and partners.
• Ensure compliance with relevant regulations, laws, and industry standards governing the sale and distribution of fertilizer products.
• Identify and pursue strategic sales partnerships and alliances to enable sustainable long-term growth.
• Manage and improve customer relationships with the intent of retaining customers and/or increasing their sales volumes of the organization’s products and services.
• Develop sales forecasts and plans based on market trends and business objectives and continuously adjust strategies as needed to meet changing market conditions.
• Evaluate customer service operations and customer satisfaction and drive continuous improvement efforts to close customer operation and satisfaction gaps.
• Manage the strategic use of data and its inherent value to explore opportunities, plan, and guide all decisions for execution.
• Accumulation and analysis of customer data and trends in the appropriate tools for the development of customer acquisition and retention strategies.

Desirable Qualifications, Work Experience and Personal Specifications

• Bachelor’s degree in Business, Commerce, Management Studies, or a related field.
• 6–10 years of experience, including a proven track record of at least 3 years in a team lead or people management position. Those with an MBA will have an added advantage.
• Strong problem-solving skills.
• Strategy implementation skills.

• Conduct potential customer and market intelligence analysis to inform the Business Unit Sales strategy.
• Develop customer management strategy and key customer account management plans.
• Develop and manage business unit sales strategies and the processes required to manage successful selling on an ongoing basis with the aim of improving customer reach and contributing to the organization’s market share gains in alignment with the business overall strategy, objectives, and targets.
• Implement the Business Unit Sales strategy.
• Manage direct sales leads and opportunities by implementing a structured process to evaluate the financial viability of potential customers and sales transactions.
• Negotiate contracts, pricing agreements, and terms of sale with clients to maximize profitability while remaining competitive in the market.
• Manage customer contracts by ensuring and overseeing the necessary customer due diligence for trade customers, the development of legally sound customer contracts and service terms, and the development of comprehensive customer contract implementation plans and processes.
• Implement and guide systematic order entry and follow-up activities such as inquiries and reporting of order transactions.
• Implement structured processes to define accurate order distribution requirements and customer delivery schedules and ensure consistent meeting of customer delivery expectations.
• Implement structured processes to provide effective farmer advisory and extension services as well as ongoing farmer support and training (OTC) to drive revenue growth, enhance customer satisfaction, and maintain strong business relationships.
• Oversee the identification of customer sales leads and opportunities ensuring thorough management and conversion to sales.
• Plan and forecast product sales to allocate resources, optimize inventory management, and drive revenue growth, ensuring alignment with business objectives and market demand.
• Effectively manage customer accounts and relationships to cultivate long-term partnerships, drive customer satisfaction, and maximize revenue opportunities.
• Manage customer contracts to ensure compliance, mitigate risks, optimize terms, and foster mutually beneficial relationships.
• Manage order payments and revenue assurance to ensure accurate and timely processing of transactions.
• Monitor and evaluate sales activities and sales performance and prepare regular reports to track progress against targets and identify opportunities.
• Monitor and evaluate profitability performance by internal sales teams, channels, and strategic alliances and partners.
• Ensure compliance with relevant regulations, laws, and industry standards governing the sale and distribution of fertilizer products.
• Identify and pursue strategic sales partnerships and alliances to enable sustainable long-term growth.
• Manage and improve customer relationships with the intent of retaining customers and/or increasing their sales volumes of the organization’s products and services.
• Develop sales forecasts and plans based on market trends and business objectives and continuously adjust strategies as needed to meet changing market conditions.
• Evaluate customer service operations and customer satisfaction and drive continuous improvement efforts to close customer operation and satisfaction gaps.
• Manage the strategic use of data and its inherent value to explore opportunities, plan, and guide all decisions for execution.
• Accumulation and analysis of customer data and trends in the appropriate tools for the development of customer acquisition and retention strategies.

• Strong problem-solving skills.
• Strategy implementation skills.

• Bachelor’s degree in Business, Commerce, Management Studies, or a related field.
• 6–10 years of experience, including a proven track record of at least 3 years in a team lead or people management position.
• Those with an MBA will have an added advantage.