Regional Sales & Business Director - Africa at Xylem Inc.

PURPOSE OF THE POSITION

• Responsible for the the development and sales execution of the Metrology business in Africa, including overall coordination, the functional management and leadership of all of the sales activities of the Measurements and Control Solutions of the business.

KEY RESPONSIBILITIES AND FUNCTIONS

• Manage and develop the metrology business in the region, coordinating as needed with the Sensus international Africa team to leverage our presence and maximize opportunities in existing and new markets.
• Develop the distributor and partner network in the market, to develop the Metrology business, and expand the Metrology business in water utilities
• Lead Metrology technology transfer when necessary in coordination with Marketing and Operation Team.
• Develop a full network of distributors, focusing on the Metrology business, developing a strategic plan, focusing on partner and Non-Revenue Water approaches to address Water utilities challenges in the region and grown market share across the region.
• Support a local sales channel partner (distributor/partner) and manage local sales team
• Lead Metrology tender response in the region (direct / indirect).
• Provide pro-active communications to clients/distributors
• Present to customers integrated solutions in line with the company strategic direction, products and services.
• Manage the budget and plan resources accordingly. 
• Collaborate with Africa Team to prepare tenders which incorporate pricing quotations and business terms
• Organize and coordinate short/medium/long term business for the region.
• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Provides timely feedback to senior management regarding performance.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Use market and competitor analyses to determine appropriate pricing, discounting, supply chain and distribution model(s), which results in met segment revenue, margin, and market share targets
• Develops and maintains positive working relationships within own team and across other groups to create effective solutions for customers and partners, proactively communicating and assisting as necessary to meet customer, partners and internal group needs.
• Responsible for ensuring specified equipment meets customers and consultants specified performance criteria.
• Complies with Sensus international Africa Water Solutions Legal and SHEQ policies and procedures.

MINUMUM REQUIREMENTS

• A relevant Bachelor’s degree with an MBA/Business qualification preferred.
• Minimum 15 years’ advanced sales experience in both Metrology and Non-Revenue Water Solutions within a multinational organization in the Africa region.
• Strong professional experience of the water utility sector, water metering and non-revenue water in the Africa region with solid experience in presenting and/or negotiating with water utilities in Africa.
• 8-10 years’ experience of proven team management and ability to drive sales teams.
• Successful track record in managing distributor channels across multiple African countries.
• Advanced technical aptitude as this role requires competent technical understanding of product sold.
• Extensive experience in all aspects of Supplier Relationship Management.
• Strong understanding of customer and market dynamics and requirements.
• Ability to travel as and when required within the region of responsibility.
• Must be fluent in both English and French.

SKILLS AND ATTRIBUTES

• Strong presentation, interpersonal and communication skills
• Demonstrable business acumen
• Negotiation and influencing abilities
• Focused on results and achievements
• Highly organized and flexible approach
• Conflict Management
• Strategic Agility
• Timely Decision Making
• Customer Focus
• Developing Direct Reports and Others
• Strong reporting capabilities