Retail and Automation Business Development Manager at Gilbarco Veeder-Root

JOB TITLE: Retail and Automation Business Development Manager

DEPARTMENT: Rest of Sub-Saharan Africa

REPORTING TO: Director of Sales

ADDITIONAL INFO: Travelling required, 75% of the time in the territory

TERRITORY: Seychelles, Mauritius, Botswana, Namibia, Angola, Republic of Congo, Zimbabwe, Zambia, Comoros, Congo DRC, Madagascar, Mozambique, Malawi, Burundi, Reunion, Mayotte

PURPOSE OF POSITION
The primary objective of the sales manager is to drive profitable growth of the Gilbarco Veeder-Root products and solutions in retail and fleet, in line with the accelerated growth strategy.

Key Responsibilities

Sales Strategy

• Work closely with the marketing team to understand macro and micro market dynamics, market size, segmentation, our share and competitive share
• 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

• Accelerate growth by proactively creating, managing and driving opportunities through the funnel
• Engage cross – functionally to contribute to a healthy funnel

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.

Key account management

• Drive growth of strategic accounts

Customer Service

• Develop and maintain relationships with customers, regulators, market participants and business partners
• Manage regional 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.

POSITION RELATIONSHIPS
Internal

• Sales
• Marketing
• Engineering
• Operations
• Global Manufacturing Facilities
• Center of Excellence

External

• Oil companies
• Regulatory bodies
• Industry bodies
• Competitors

MEASURES OF PERFORMANCE (INDICATORS)
Leading

• Funnel size, shape, speed, and success
• Proposals submitted
• Customer engagement

Lagging

• Revenue growth
• Number of retail sites and fleet accounts

Personal Qualifications & Experience

Education/achievements

• Business Degree Business and technical/engineering degrees

Experience/Knowledge

• At least 5 years of sales and/or marketing experience
• Sub-Saharan 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