JOB TITLE: Business Development Manager – East Africa
DEPARTMENT: Retail
REPORTING TO: Regional Director – SADC Region
LOCATION: Johannesburg
ADDITIONAL INFO: Travelling required, 60% of the time in the territory
TERRITORY: East Africa (Kenya, Rwanda, Tanzania & Uganda)
PURPOSE OF POSITION
Maximize sales of GVR products and services with assigned accounts (example: Independents) within East Africa Region.
Grow revenue, market share, and profitability in assigned accounts across all product and service lines through all channels served by the account.
KEY RESPONSIBILITIES
Sales Strategy
Manage all aspects of GVR's business and relationship with customer, focused on senior/central management within the accounts, striving to develop a sustainable competitive leadership position through the application of our integrated product and service solutions.
Collaborate with business unit executives to establish and execute on the sales strategy for the region.
Develop specific sales plans to ensure growth both long and short-term.
Present and build lasting relationships with customers in the region.
Lead the internal stakeholders and act as a consultant in providing solutions to the customer's satisfaction.
Funnel Management
Establish GVR's leadership position by developing an intimate knowledge and understanding of the customer's needs.
Cultivating close working relationships with key buying influencers in all departments.
Lead and coordinate relationships at affiliate level/head office level with Local GVR sales team.
Develop account strategy for growing revenue, share, and profitability in all product and service lines.
Prepare 3-year strategic plan for accounts as well as annual sales plan.
Coordinate programs and projects with GVR commercial and product development teams.
Communicate account needs within GVR to facilitate proper prioritization and application of resources.
Lead negotiation of contracts for products and services leveraging internal GVR resources (legal, finance, etc).
Value Selling and Pricing
Understand target customers, their buying process, and key motivations to help optimize our sales approach.
Work with marketing to build and communicate unique value propositions.
Understand our solutions differentiation to effectively position and sell against competitive offerings.
Understand the value that our products create for customers and help shift the conversation from price to value, leveraging data.
GVR Account Management
Drive growth of strategic accounts.
Grow the customer base through key account engagement and via new channels.
Position does not have any direct reports but routinely provides functional direction to the broader commercial team about account updates.
Primary interaction outside the company is with customer's management and other personnel in the areas of Senior management, Finance, IT, Engineering, Construction, Marketing and Procurement.
Customer Service
Develop and maintain relationships with customers, regulators, market participants and business partners.
Manage East Africa orders meticulously through strong collaboration with globally placed manufacturing facilities.
Coordinate customer product training.
Ensure overall customer satisfaction throughout the buying journey, by coordinating the right level of support from marketing, engineering, operations, global manufacturing facilities, and after sales support.
Technical and Commercial Knowledge
Continuously expand knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering.
Stay current with developments in the retail, automation, and fleet industries, both locally and globally, to be a great subject matter expert for customers and the business.
DELEGATION OF AUTHORITY
As per the Delegation of Authority (DOA), section/role/approval.
POSITION RELATIONSHIPS
Internal
Sales
Marketing
Engineering
Operations
Global Manufacturing Facilities
Center of Excellence
External
Oil companies
Regulatory bodies
Industry bodies
Competitors
MEASURES OF PERFORMANCE (INDICATORS)
Leading
Funnel size, shape, speed, and success.
Proposals submitted.
Customer engagement.
Funnel growth within the accounts.
Sales results by product line.
Penetration of new Products/Services.
Attainment of growth targets for revenue.
Quality of 3-year strategic plan and annual sales plan.
Customer satisfaction with account representation.
Lagging
Revenue growth.
Number of retail sites and fleet accounts.
PERSONAL QUALIFICATIONS & EXPERIENCE
Education/Achievements
Business Degree or equivalent.
Experience/Knowledge
At least 5 years of sales or Business Development and/or marketing experience.
Specific Skills
Negotiation skills: great at navigating customer negotiations, considering both short term and long-term implications, and landing deals that are win/win for the customer and the business.
Presentation skills: comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive).
Analytical skills: comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems.
Technical expertise.
Budget management.
Responding to RFP/Tenders.
Developing and driving action plans.
Solution sales.
Self-motivated and great interpersonal skills.
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