Head of Sales KEA
Ruiru, KE, 00619
“Innovative solutions for sustainable and affordable beverages, food and essentials” – we have a clear vision at Krones. For this purpose, we supply state-of-the-art technology to our customers worldwide.
As a regional subsidiary for the East Africa region based in Nairobi, Kenya, it is our commitment to optimise our customer reach in this region and to provide them with the best possible service. With our team of about 140 employees, we have made it our mission to provide our customers with outstanding support – throughout the entire Krones portfolio. This way we ensure the highest level of productivity and quality on a permanent basis.
Interested? Then join our team because: we can achieve more together!
Let's create impact beyond tomorrow What awaits you
Job purpose
- This role is responsible to define and execute the subsidiary’s sales strategy to drive growth and profitability, build strategic customer relationships, oversee high-level negotiations, and lead the sales team in achieving business objectives aligned with corporate goals.
Job Responsibilities (include but not to)
- Define and implement the subsidiary’s overall sales strategy in alignment with corporate objectives.
- Drive sales growth and profitability for entire Krones portfolio through effective planning, execution, and monitoring of sales activities.
- Establish and maintain relationships with top-tier customers, industry stakeholders, and strategic partners.
- Conduct regular 1:1 meetings with key business owners and top management (internal and on the customer side) to align on strategy, risks, and growth opportunities.
- Oversee commercial negotiations, ensuring favourable terms and risk mitigation.
- Lead final-stage negotiations, aligning on pricing, terms, and risk exposure with contract management and finance.
- Collaborate with KAG and regional sales to ensure consistency in pricing, product positioning, and market approach.
- Own the subsidiary sales forecast, visit reports and pipeline—accuracy, timeline, and realization probability; ensure CRM and stage accuracy.
- Monitor industry trends, regulatory changes, and competitive dynamics to adapt strategies proactively.
- Represent the subsidiary at high-level forums, trade fairs, and strategic meetings.
- Provide ongoing coaching to the sales team on opportunity strategy, negotiation tactics, and value-based selling.
Your Profile You contribute
Educational and professional Experience
- Undergraduate degree Preferably in: Business, Engineering, masters degree is preferable
- Experience: 10 years plus experience with Min. 5 years in managerial/sales leadership experience
Technical Skills
- Deep understanding of global beverage machinery market
- Ability to manage customer data effectively
- Sales forecasting & analytics
- Pricing strategy and margin analysis
- Proficiency in Microsoft Office Suite, hands-on experience with CRM systems
- level of willingness to travel 31-60% of the time
Other desired Knowledge / Skills / Attributes
- Exceptional team leadership skills including people development
- Engagement and team building
- Visionary leadership and strategic foresight
- Exceptional communication and influencing skills
- Strong business development and networking capabilities
- Excellent communication skills,
- Commercial acumen,
- Strategic negotiation and influence)