Douala,
EXTERNAL RECRUITMENT
The ARNO Group is recruiting for its subsidiaries ARNO TECHNOLOGIES and ARNO ENERGY 01 (one)
SALES MANAGER AE & AT M/F based in Douala:
MISSIONS
Under the supervision of the General Manager, the Sales Manager’s mission is:
• To participate in the development of the commercial policy of the subsidiaries ARNO ENERGY and ARNO TECHNOLOGIES.
His role is to apply it in the field and to drive this dynamic to his entire team.
• He is responsible for the implementation and operationalization of the means to achieve
the company’s commercial objectives.
• He motivates, manages and leads the teams of salespeople and sellers who work under his responsibility.
• He participates in commercial and economic monitoring.
• He monitors sales operations and suggests readjustments in order to optimize turnover.
• He organizes the recruitment and training of his employees.
• He is required to negotiate and maintain close relationships with customers.
ACTIVITIES
COMMERCIAL STRATEGY
• Market analysis.
• Develop and diversify the customer portfolio.
• Propose the definition of commercial strategic orientations.
• Manage the identification of relevant commercial targets for the sales force and define individual and/or collective objectives
for developing turnover.
• Manage the definition of the nature of the opportunities to target, maintain or abandon.
• Organize commercial actions
MANAGEMENT AND IMPLEMENTATION OF THE COMMERCIAL POLICY
• Manage and lead the sales force (Sales Managers, Office and Traveling Technical Sales Representatives
).
• Ensure the correct size of the sales teams and recruit new employees if necessary.
• Organize links with the Project Coordination in charge of processing project calls for tenders,
administrative and technical monitoring of Projects.
• Monitor the sales teams for customer recovery
• Participate with his team in customer credit meetings in coordination with the CFO and General Management.
BUSINESS DEVELOPMENT
• Initiate, monitor and retain the company’s strategic accounts.
• Conduct negotiations in the context of referencing or signing new contracts.
• Ensure an external representation role with respect to strategic customers
PERFORMANCE MANAGEMENT
• Monitor individual and collective commercial results, and validate the achievement of objectives.
• Responsible for sales performance indicators:
o Quantitative (Number of calls made to prospects, Prospect conversion rate, Number of
submissions, Contracts won or lost, Sales visits, etc.).
o Qualitative (Customer satisfaction rate, Customer loyalty rate, Complaints,
Refund requests, Non-compliant deliverables, Contract losses, etc.).
o Loyalty (Customer retention rate, Number of complaints, Main reasons for complaints, etc.).
o Sales (turnover by product family, sales margin, geographic coverage of the
market).
PROMOTION AND COMMUNICATION
• Implement the Group’s marketing strategy.
• Advise on the organization of events to promote the company’s offering
• Propose courses of action and B to G, B to B and B to C communication plans.
MANAGEMENT
• Monitor activity indicators for all sales, projects and maintenance contracts under his/her
responsibility: Commercial monitoring (Prospecting and Identification of opportunities), current price studies,
current sales, staff workload plans, sales monitoring, etc.
• Carry out activity reports and ensure that performance indicator objectives are achieved.
• Supervise teams and participate in the development of human resources in his/her field of activity:
recruitment of sales managers, technical sales representatives, training, operational management of
human resources (leave, absences, etc.).
• Participate in the definition and implementation of new processes and procedures (training, communications,
assistance, etc.) in order to disseminate best practices and achieve the expected results for increasing the
portfolio of customer orders, projects, sales and maintenance contracts.
COMMERCIAL MANAGEMENT AND CUSTOMER RELATIONSHIP MONITORING
• Represent the company with the project owner (client) and the project manager (architect).
• Guarantor of the customer experience.
NB: Carry out any other task requested by his hierarchy.
PROFILE
• Have at least Bac+3 (professional licenses, etc.) to Bac+5 (masters, business school, Marketing)
• Have perfect mastery of Microsoft Office;
• Master the use of IT tools;
• Have Ideally worked in the field of technical professions
• Have at least 10 years of professional experience in coordinating the execution of the
commercial policy with a view to increasing sales and the company’s customer order portfolio to expand
the turnover base.
QUALITIES AND SKILLS REQUIRED FOR THE POSITION
• Mastery of the construction, industry and energy sectors to better understand the challenges of Dynamics
with a high sense of interpersonal skills;
• Mastery of the rules and procedures for awarding public and private contracts
• Able to exercise cross-functional management on the different teams under his responsibility and interact
with all stakeholders to carry out his mission
• Strategic and tactical in his approach to unite different issues
• Leadership to represent the General Management and unite the sales teams in order to achieve the
expected objectives (Qualifying, Quantitative, Loyalty, Sales)
• Agility, Diplomacy, adaptability and political sense, in order to be able to take charge of
high-level relations
• Responsiveness and resistance to pressure to adapt to the vagaries of activities and make decisions quickly
• Great rigor and strong organizational skills
• Great availability and taste for mobility, the role of Sales Director involves a lot of
travel.
• Field man, Excellent ability to summarize and analyze, Good communication, integrity
• Empathetic and human management.
COMPILATION OF THE FILE
CV and Cover Letter only to the email address: rh@groupearno.com specifying in the subject of the email:
“SALES DIRECTOR”.
Deadline for admissibility of Applications: 07/09/2024
NB: any application that does not meet the prescribed conditions will be purely and simply disqualified.
Only pre-selected applications will be contacted.
NB: Female applications are strongly encouraged.
