Business Development Manager - Independents at Gilbarco Veeder Root

PURPOSE OF POSITION

• Maximize sales of GVR products and services with assigned accounts (example: Independents) within South 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:
  • 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.

Independent 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 South Africa Independents 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

MEASURES OF PERFORMANCE (INDICATORS)

Leading

• 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

Lagging

• Revenue growth
• Number of retail sites and fleet accounts

PERSONAL QUALIFICATIONS & EXPERIENCE

Education/achievements

Required

• Business Degree or equivalent

Preferred

• Business and technical/engineering degrees

Experience/Knowledge

Required

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

Preferred

• 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

Strategic

• 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

Customer obsessed

• 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

Innovation

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

Deliver results

Lead with VBS

• Applies VBS to drive improvement in own work