Sales Section Head – Large Accounts at People Project Co. – Dar es Salaam

Job Title: Sales Section Head – Large Accounts

Recruitment Company: People Project Co.
Location: Dar es Salaam, Tanzania

People Project Co. is recruiting on behalf of its client, a leading multinational company in the electrical manufacturing and infrastructure solutions sector, for the position of Sales Section Head – Large Accounts.

The role is responsible for driving sustainable revenue growth, profitability, and market share across strategic and high-value customer accounts, particularly across the industrial, building, mining, utilities, oil & gas, and infrastructure sectors.

Education and Qualifications

• Bachelor’s Degree in Electrical Engineering, Sales & Marketing, Business Administration, or another relevant field.
• Certified Engineer through ERB or relevant professional/management certification.
• Advanced proficiency in Microsoft Excel and financial reporting tools.

Experience

• Minimum 7–10 years’ experience in B2B sales and large account management.
• Demonstrable experience achieving and exceeding sales targets.
• Proven experience in the cable manufacturing industry is mandatory.
• Strong experience managing strategic and high-value accounts.

Key Competencies

• Strong understanding of B2B sales and strategic account management.
• Deep understanding of large-account sales cycles.
• Strong knowledge of LV copper and aluminium cables.
• Understanding of conductors and distribution transformers.
• Ability to interpret technical specifications and customer requirements.
• Strong tender and bid management capabilities.
• Commercial pricing and margin management skills.
• Understanding of Tanzanian commercial law and procurement procedures.
• Contract and commercial negotiation capability.
• Strong market and competitor intelligence capabilities.
• Sales forecasting and pipeline management.
• Financial and commercial acumen.
• Strong presentation and business development skills.

Key Responsibilities

1. Sales Strategy & Business Development

• Develop and implement sales strategies and plans for Large Accounts across assigned sectors.
• Identify new customers, markets, projects, and business opportunities to drive revenue and market share.
• Build and maintain relationships with key decision-makers, influencers, and procurement stakeholders.
• Monitor market trends, industry developments, and competitor activity to identify emerging opportunities.
• Develop and maintain a strong pipeline across industrial, mining, oil & gas, utilities, and infrastructure sectors.
• Lead business development activities from opportunity identification through conversion.
• Identify opportunities to expand business within existing strategic accounts.

2. Revenue Generation & Sales Performance

• Drive achievement of assigned sales revenue and profitability targets.
• Develop and monitor annual, quarterly, and monthly sales plans.
• Manage the sales pipeline and ensure accurate sales forecasting.
• Track opportunities through to order conversion and delivery.
• Monitor performance by customer, sector, product, and project, taking corrective action where required.
• Drive customer acquisition, retention, cross-selling, and account growth.
• Report sales performance, pipeline status, and key risks to management.

3. Large Account & Key Customer Management

• Develop and maintain strong relationships with senior decision-makers across key accounts.
• Manage relationships with EPC contractors, mining, oil & gas, industrial, utility, and infrastructure customers.
• Develop account plans covering revenue potential, opportunities, and growth priorities.
• Understand customer requirements, procurement cycles, and upcoming projects.
• Identify opportunities to increase business volumes and product penetration.
• Act as the senior commercial contact for strategic customers and ensure timely resolution of issues.
• Monitor customer satisfaction and strengthen long-term partnerships.

4. Project & Opportunity Development

• Identify and track major projects across assigned sectors from early development through award.
• Build relationships with project owners, consultants, EPC contractors, developers, and relevant authorities.
• Map key project stakeholders and procurement processes.
• Position the company’s products and solutions within project specifications and procurement requirements.
• Assess opportunities based on commercial value, profitability, and probability of success.
• Coordinate internal teams to develop appropriate technical and commercial solutions.
• Maintain and report on the strategic project pipeline.

5. Tenders, Bids & Commercial Proposals

• Lead the preparation and submission of high-value tenders and commercial proposals.
• Review tender requirements, specifications, and contractual terms.
• Coordinate with technical, engineering, production, and finance teams during bid preparation.
• Ensure pricing and proposals are competitive while protecting agreed margins.
• Coordinate technical submittals to ensure compliance with customer requirements.
• Identify commercial and contractual risks prior to submission.
• Lead tender clarifications, presentations, and commercial negotiations as required.

6. Commercial Negotiation & Value Selling

• Position the company’s cables, conductors, and distribution transformers based on quality, technical performance, and commercial value.
• Develop value-based sales approaches for strategic and high-volume projects.
• Lead negotiations on pricing, payment terms, delivery schedules, and contractual conditions.
• Protect agreed margins while maintaining market competitiveness.
• Identify opportunities for value differentiation and account growth.
• Escalate non-standard or high-risk commercial terms for appropriate approval.
• Ensure customer commitments are commercially viable and aligned with internal capabilities.

7. Budgeting, Forecasting & Financial Management

• Support the preparation of annual sales budgets and revenue targets.
• Prepare and maintain accurate sales forecasts based on pipeline and market conditions.
• Monitor performance against budget, revenue, and profitability targets.
• Track margins and commercial performance across key accounts and projects.
• Identify financial and commercial risks and recommend corrective actions.
• Provide timely sales, forecast, and commercial reports to management.

8. Team Leadership & Performance Management

• Provide leadership, direction, and commercial guidance to the sales team.
• Set clear sales objectives and monitor performance against agreed KPIs.
• Conduct regular pipeline and performance reviews.
• Coach and develop team members in account management, business development, and negotiation.
• Support the team in managing strategic accounts and complex opportunities.
• Promote accountability, collaboration, and a results-oriented culture.

9. Cross-Functional Collaboration & Customer Delivery

• Collaborate with Technical, Engineering, Production, Planning, Finance, Logistics, Warehouse, and QC/QA teams.
• Translate customer requirements into clear internal actions and deliverables.
• Coordinate technical specifications, production requirements, and delivery commitments.
• Support resolution of customer issues through effective cross-functional coordination.
• Ensure sales commitments are clearly communicated and followed through.
• Contribute to continuous improvement of customer experience and service delivery.

10. Commercial Compliance & Risk Management

• Ensure sales and commercial activities comply with company policies and applicable regulations.
• Review contractual and commercial terms and identify potential risks.
• Support negotiation of contracts and commercial agreements.
• Escalate significant contractual, financial, or operational risks to management.
• Ensure approved commercial terms are properly documented and implemented.
• Maintain appropriate records of bids, contracts, and customer commitments.

11. Customer & Stakeholder Relationship Management

• Maintain strong relationships with strategic customers, government entities, industry stakeholders, and business partners.
• Ensure customer requirements and concerns are addressed promptly.
• Coordinate responses to technical and commercial enquiries.
• Represent the company professionally at customer meetings, industry events, and negotiations.
• Monitor customer feedback and identify opportunities for service improvement.
• Build long-term partnerships that support customer retention and business growth.

How to Apply

Interested candidates who meet the above requirements should submit their CV and cover letter through the People Project careers page:

CLICK/TAP HERE TO APPLY:

Note: Only shortlisted candidates will be contacted.