Job Details
The Head of Front Office’s missions is to set Regional Sales strategy with the Regional CEO and Africa HFO and build a team of Sales and Marketing experts to grow Bolloré Logistics footprint and recognition over the area
Activities :
Sales target and marketing strategy definition
Define and own Region Gross Margin Target (i.e. Region Commercial Budget) in connection with the Countries objectives and in line with the Region CEO expectations
Define the overall Sales & Marketing strategy from/with Corporate/Africa Front Office and ensure actions plans together with Country HFO to achieve the targets in the all strategic clusters : Key Accounts, Field Sales priorities, Verticals, Routes, Corridors & Supply Chain
Define the marketing kits and action plan with the objective to achieve Region gross margin
Sales Management
Defines Sales priorities and organization at Region Level
Review Sales performances versus objectives thru monthly monitoring
Validate hiring of Sales candidates at Region and Country level
Key accounts management
Defines Key Accounts priorities and organization at Region Level
Personally drive the acquisition of designated Key accounts and ensure cross fertilization across the region.
Supply Chain & Contract Logistics
Identify with Supply Chain managers and Key accounts managers opportunities
Coordinate solution / offer design and pricing with Supply Chain Managers in country and Africa Supply chain team in Puteaux
Personally drive the acquisition of designated Key accounts and ensure cross fertilization across the region.
Customer sales control and support
Ensure and set up customer sales support
Ensure control of customer satisfaction evaluation (survey, customer complains)
Customer relationship building with key clients
Team Management
Validate Country Sales Incentive Scheme (commission) in line with financial objectives (Budget) and qualitative objectives (Sales Lead, Data quality within CRM…)
Performance Assessment
Team building
System control and compliance
Supervise good use of CRM application and implement any Best Practices to ensure full Data Quality compliance at Region and Country
Set Country HFO responsibilities
ISO compliance of sales activities
Reporting
Participate to management meeting
Implement monthly business Flash report
Budget report
Communication: responsible for internal and external communication for the Region Front Office Team
Geographical perimeter: Kenya, Uganda, Eastern DRC, South Sudan, North Sudan, Djibouti, Ethiopia, Eritrea and Somalia.
Functional perimeter: Bollore Logistics activities in priority but considering the services/scopes at entity level under BTL as well as potential synergies, the position will link with the Bollore Ports activities (Shipping, ICD, …) in promoting integrated solutions.
PROFILE
Degree holder in Logistics or Supply Chain Management. MBA is a plus
Minimum 10 years’ solid experience in freight forwarding &/or logistics
Field experience in setting business strategies
Logistics knowledge & experience
Perfectly fluent in English, and fluent in French would be an advantage
Excellent communication skills to overseas and customers
Good leadership and management skill
Ambitious & self-driven
Strong analytical skills
Strong business acumen
Able to work independently & under pressure
Proficient in MS office including Word, Excel and PowerPoint
Good network of business contacts, familiar with local and international market and rules and regulations
