JOB TITLE:  Business Development Manager – East Africa

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DEPARTMENT: Retail

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REPORTING TO:  Regional Director – SADC Region           

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LOCATION: Johannesburg

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

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TERRITORY: East Africa (Kenya, Rwanda, Tanzania & Uganda)

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PURPOSE OF POSITION

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Maximize sales of GVR products and services with assigned accounts (example: Independents) within East Africa Region

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Grow revenue, market share, and profitability in assigned accounts across all product and service lines through all channels served by the account

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KEY RESPONSIBILITIES

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Sales Strategy

\n\nManage 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.\nCollaborate with business unit executives to establish and execute on the sales strategy for the region\nDevelop specific sales plans to ensure growth both long and short-term.\nPresent and build lasting relationship with customers in the region\nLead the internal stakeholders and act as a consultant in providing solutions to the customer’s satisfaction\n\n

Funnel Management

\n\nEstablish GVR’s leadership position by:\nDeveloping an intimate knowledge and understanding of the customer’s needs,\nCultivating close working relationships with key buying influencers in all departments\nLead and coordinate relationship at affiliate level/head office level with Local GVR sales team\nDevelop account strategy for growing revenue, share, and profitability in all product and service lines.\nPrepare 3-year strategic plan for accounts as well as annual sales plan.\nCoordinate programs and projects with GVR commercial and product development teams.\nCommunicate account needs within GVR to facilitate proper prioritization and application of resources.\nLead negotiation of contracts for products and services leveraging internal GVR resources (legal, finance etc).\n\n

Value Selling and Pricing

\n\nUnderstand target customers, their buying process, and key motivations to help optimize our sales approach. \nWork with marketing to build and communicate unique value propositions.\nUnderstand our solutions differentiation to effectively position and sell against competitive offerings.\nUnderstand the value that our products create for customers and help shift the conversation from price to value, leveraging data. \n\n

GVR Account Management

\n\nDrive growth of strategic accounts\nGrow the customer base through key account engagement and via new channels\nPosition does not have any direct reports but routinely provides functional direction to the broader commercial team about account updates.\nPrimary 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.\n\n

Customer Service

\n\nDevelop and maintain relationships with customers, regulators, market participants and business partners\nManage East Africa orders meticulously through strong collaboration with globally placed manufacturing facilities\nCoordinate customer product training\nEnsure 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.\n\n

Technical and commercial knowledge

\n\nContinuously expand knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering\nStay 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.\n\n

DELAGATION OF AUTHORITY

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

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POSITION RELATIONSHIPS

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Internal              

\n\nSales\nMarketing\nEngineering\nOperations\nGlobal Manufacturing Facilities\nCenter of Excellence      \n\n

External

\n\nOil companies\nRegulatory bodies\nIndustry bodies\nCompetitors\n\n

MEASURES OF PERFORMANCE (INDICATORS)

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Leading

\n\nFunnel size, shape, speed, and success\nProposals submitted\nCustomer engagement\nFunnel growth within the accounts\nSales results by product line\nPenetration of new Products/Services\nAttainment of growth targets for revenue \nQuality of 3 year strategic plan and annual sales plan\nCustomer satisfaction with account representation\n\n

Lagging

\n\nRevenue growth\nNumber of retail sites and fleet accounts\n

PERSONAL QUALIFICATIONS & EXPERIENCE 

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Education/achievements   

\n\nBusiness Degree or equivalent \n\n

Experience/Knowledge        

\n\nAt least 5 years of sales or Business Development  and/or marketing experience\n\n

Specific Skills

\n\nNegotiation 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\nPresentation skills: comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive)\nAnalytical skills: comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems\nTechnical expertise\nBudget management\nResponding to RFP/Tenders\nDeveloping and driving action plans\nSolution sales\nSelf-motivated and great interpersonal skills\n

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.

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Energized by our shared purpose and values, we have a strong culture shaped by a deep organization-wide commitment to inclusion, diversity, and equity (ID&E) and corporate responsibility. Eight vibrant global employee resource groups serve as powerful focal points for connection, community, and advocacy, and we actively support community causes through Vontier Cares. We offer flexible remote and in-person, open-space work options.

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The Vontier Business System (VBS), our engine for success and our competitive advantage, powers every aspect of our business performance through a continuous improvement mindset. As we look to the future, we will continue to evolve VBS to prepare our teams for new challenges and opportunities, and to stay on the forefront of changing technologies through fast iteration and focused experimentation. To learn more about us visit: www.vontier.com

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