Job description
As a BDM you will be responsible for identifying and generating new business areas/opportunities through acting as catalyst and initiator of new business development, which actually contributes to the
growth of the business. You will identify truly new portfolio opportunities arising from both inside as well outside Philips, prepare proposals for management to get financial support to pursue these new opportunities and successfully launch and support the realization of the approved business plan. If necessary also you will be involved in the realization of a new business line.
You will report to the Sales Leader East Africa – Personal Health
You are responsible for:
Generate new business ideas through independent scouting of internal and external sources, thus adding to the pipeline of unqualified business opportunities, which are out of scope for the existing Business Lines.
Determine the attractiveness of identified business ideas and develop compelling business cases, in order to get qualification by management and the necessary budget for further development into a business plan.
Develop the final business plan, including the implementation (project scope, content, deliverables, milestones, budget), such that management is able to decide on the project and the financial risks.
Own and manage the first-step-implementation of the final approved business plan, by assembling a project team for the initial phase, plan and organise the project, lead the project team until the agreed milestone has been reached.
Leads the complete execution of the business plan for a new Business Line into full operation, including cooperation with external partner and development of new sales channels.
Works as a Sales/Business Development Manager on problems of diverse scope where analysis of sales/business development data requires evaluation of identifiable factors.
The development of the solution requires a multidisciplinary approach and knowledge of sales/business development principles, theories and concepts.
Formulates the solution for (technical) partial problems that cannot be found by combining previous experiences but by composing newly acquired sales/business development knowledge.
May lead multi-disciplinary change projects in sales/business development, managing a number of people. Works independently and provides consultative advice within specific functional areas.
Introduces sales/business development methods/procedures that are new for the organization. Applies advanced sales/business development process principles to multiple tasks.
Proficient in area of specialization and contributes in other disciplines. Determines feasibility of sales/business development concepts or projects. Has basic knowledge of related disciplines.
Works as Distributor Manager on problems of diverse scope where analysis of distributor data requires evaluation of identifiable factors. The development of the solution requires a multi-disciplinary approach and knowledge of distributor management principles, -theories and -concepts.
Formulates the solution for (technical) partial problems that cannot be found by combining previous experiences but by composing newly acquired distributor management knowledge.
Distributor Sales Planning, Setting up Joint Business Plans with specific Key Accounts to drive sell through in the channel.
May lead multi-disciplinary distributor change projects , managing a number of people. Works independently and provides consultative advice within specific functional areas. Introduces distributor management methods/procedures that are new for the organization.
Applies advanced distributor process principles to multiple tasks. Proficient in area of specialization and contributes in other disciplines.
Determines feasibility of distributor management concepts or projects. Has basic knowledge of related disciplines.
To succeed in this role, you should have the following skills and experience:
Professional knowledge and experience in the use of relevant marketing and sales techniques (ideally experience from FMCG industry).
Experience in interacting and managing with Distributors and National Accounts (supermarkets) in East Africa
Basic understanding of finance
A friendly and driven personality: a go-getter who likes challenges. Strong team-player.
Fluent in English and native language, verbally and in writing.
Independent negotiations with customers, within given guidelines and sales plan.
Has to give presentations on account management level.
Typically requires a Bachelor’s degree with > 5 years of related experience in distributor management; or a Master’s degree with < 3 years of related experience in distributor management.
