Business Development Manager – East Africa at Gilbarco Veeder Root

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 relationship 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 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
• 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.

PERSONAL QUALIFICATIONS & EXPERIENCE 

Education/achievements   

• Business Degree or equivalent 

Experience/Knowledge        

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