**JOB TITLE:** Business Development Manager – East Africa **DEPARTMENT:** Retail **REPORTING TO:** Regional Director – SADC Region **LOCATION:** Johannesburg **ADDITIONAL INFO:** Travelling required, 60% of the time in the territory **TERRITORY:** East Africa (Kenya, Rwanda, Tanzania & Uganda) **PURPOSE OF POSITION** Maximize sales of GVR products and services with assigned accounts (example: Independents) within East 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. + 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. **DELAGATION OF AUTHORITY** As per the Delegation of Authority (DOA), section/role/approval **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 + 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** + Business Degree or equivalent **Experience/** **Knowledge** + At least 5 years of sales or Business Developmentand/or marketing experience **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 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. 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. 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 The company in which you have expressed employment interest is a subsidiary or affiliate of Vontier Corporation. The subsidiary or affiliate is referred to as a Vontier Company. Vontier Corporation and all Vontier Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call 1-833-399-0822 or e-mail applyassistance@vontier.com to request accommodation.