Job purpose
To plan, execute and manage business development activities in order to achieve profitable sales growth, assist merger and acquisition targets, sales growth and account penetration within East Africa by being responsible for customer satisfaction and market share within the region.
Responsibilities
Develop and implement sales and business development strategies for complex, solutions-based sales within East Africa in order to achieve profitable growth
Participate in important negotiations with key stakeholders and assist in negotiations with difficult customers.
Provide direction and assistance to the sales team in soliciting new customers, preparing bids, and customer retention strategies.
Assess opportunities for and driving new product introductions across the Group offering to meet customer requirements and achieve revenue targets
Develop markets for new and existing products to attain revenue targets
Assist with mergers and acquisitions as well as toll manufacturing and making recommendations for the region so as to attain acquisition targets
Analyse growth drivers in the respective markets and align the business to capitalise on opportunities around such areas as projects versus Route-To-Market
Develop marketing and sales collateral in order to capture targeted market and or/accounts
Identify business growth/ promotion platforms around the markets and liaising with the respective internal stake holders to enhance and optimise growth opportunities
Analyse current business and RTM to highlight gaps and recommend avenues for improvement to maintain/ grow current business – customers, product categories
Manage key accounts relationships to enhance the retention thereof
Work with internal and external stakeholders to align the business towards servicing the key accounts to enhance customer service and customer retention
Grow customer base
Grow products portfolio with local/regional/cross-trade products.
Diversify cross-trade sourcing while developing Exports from SSA Entities
Understand market segments and propose differentiated strategy for each
Strict enforcement, control and follow up of credit policy to limit risk of late or no payment.
Explore business development opportunities with key accounts and execute for attainment of revenue targets
Manage key accounts debtors to ensure timely payments.
Explore opportunities for partnerships with key accounts and ensure implementation for business growth
Participate in Habitat platforms and sector platforms to ensure that the BU broadens SG solutions and offers solutions according to segments/ sectors
Craft and drive the implementation of business growth strategies and activities so as to meet revenue targets
Manage systems and processes for acquisition target identification, opportunity mapping and implementation through the Group Business Development function.
Develop, manage the regional budget and also provide input and make recommendation on the budget
Develop and implement action-orientated monthly reports
Manage key accounts relationships and processes so as to enhance service levels and attain revenue targets
Required skills and knowledge
8 years’ experience in sales, key accounts management and business development
Knowledge of construction industry especially the built environment
Knowledge of construction and technical products
Sound business acumen
Thorough understanding of the East African markets
Strategic orientation
An understanding of project management
Ability to work in a highly collaborative environment including ability to influence and establish effective networks.
Profound negotiation Skills
High-level of Emotional Intelligence (Influencing skills, Interpersonal awareness, Resilience and Composure)
Ability to create and manage a team of direct reports
Good planning and self-organisational skills to ensure workloads are managed effectively
Ability to conduct service forums, hosting key stakeholders
Competent user of MS Office, MS Projects, MS Teams, CRM Tool
Analytical, with ability to resolve queries
Ability to create, manage and develop a team remotely.
Qualifications
Tertiary qualification (B-Degree) in Sales/ Marketing/ Architecture
Post-Graduate qualification is an added advantage
Apply via :
www.saint-gobain-africa.com
