Business Development Manager – East Africa Job in Nairobi Recruiting by Vontier

JOB TITLE :Business Development Manager – East Africa

DEPARTMENT : SADEC Region

REPORTING TO :Regional Director – SADEC Region

LOCATION : Kenya

ADDITIONAL INFO : Travelling required, 60% of the time in the territory

TERRITORY: East Africa

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.

Funnel Management

-Establish GVR’s leadership position by:

oDeveloping an intimate knowledge and understanding of the customer’s needs,

oCultivating close working relationships with key buying influencers in all departments

oLead and coordinate relationship 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

-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.

DELAGATION OF AUTHORITY

As per the Delegation of Authority (DOA), section/role/approval

POSITION RELATIONSHIPS

•Sales

•Marketing

•Engineering

•Operations

•Global Manufacturing Facilities

•Center of Excellence

•Oil companies

•Regulatory bodies

•Industry bodies

•Competitors

MEASURES OF PERFORMANCE (INDICATORS)

•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

•Revenue growth

•Number of retail sites and fleet accounts

PERSONAL QUALIFICATIONS & EXPERIENCE

Education/achievements

•Business Degree or equivalent

•Business and technical/engineering degrees

Experience/ Knowledge

•At least 5 years of sales or Business Developmentand/or marketing experience

•South Africa technical sales or business development experience with a multinational company

•Experience in fuel automation and management space

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

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS

Understand how own work fits into the bigger picture and strategy

Consider how own actions can help the organization succeed

Pay attention to trends and issues that may impact own work in the future

Make connections and earn the trust of customers

Passionate about solving customer technical problems with our product portfolio

Prioritizes work based on customer requests and consistently delights customers

Provides new ideas, experiments with innovative methods of solving problems.

Self-starter that can work independently to achieve results

Applies VBS to drive improvement in own work

Comfortable dealing with first-time or unusual problems

Quickly grasps the essence of new issues and concepts

Contributes positively and support teamwork

Offers to help others complete work and ensure team’s success

Gilbarco Veeder-Root represents the leading brands of solutions and technologies that provide convenience, control, and environmental integrity for retail fueling and adjacent markets. In 2002, the Gilbarco and Veeder-Root companies combined into one marketing brand, with distinctive and complementary business lines, services, and sales capabilities. Veeder-Root is the world's leading supplier of automatic tank gauging and fuel management systems and one of the few companies in the industry to design, manufacture and service its own products; supplying and integrating the broadest range of new and proven technologies to reduce cost of ownership, enhance environmental integrity, and improve performance and profitability for petroleum marketers and commercial fueling enterprises worldwide.

Vontier is a $3B global industrial technology company focused on smarter transportation and mobility. Our five operating companies—Gilbarco Veeder-Root, Global Traffic Technologies, Teletrac Navman, Matco Tools, and Hennessy Industries—are united by a powerful purpose: mobilizing the future to create a better world. Our portfolio of trusted brands includes market-leading expertise in mobility technologies, retail and commercial fueling, fleet management, telematics, vehicle diagnostics and repair, and smart cities. Vontier’s pioneering solutions advance safety, security, efficiency, and environmental compliance worldwide.