Job Purpose:
To lead and expand the company's products’ market presence across the African region. Driving revenue growth, building strategic partnerships, and providing cost effective solutions that meet customer needs. The incumbent will provide strategic direction, oversee sales operations, and build high-performing teams to achieve business objectives in Africa.
Key Result Area:
Sales and Business Development:
Drive revenue growth through new business acquisition, key account management, and retention of existing clients.
Identify and pursue strategic partnerships, joint ventures, and distribution opportunities.
Negotiate major contracts, pricing agreements, and service-level commitments.
Build and maintain senior-level relationships with mining houses, EPCMs, and industrial clients.
Lead bid/tender processes in collaboration with technical and commercial teams.
Support to operational GM’s in Africa on sales to the subsidiaries.
Market share is increased by obtaining new business
Market segment and market position is identified and developed
Customer Service:
Ensure customer satisfaction through effective service delivery and technical support
Improvement areas are identified, and strategies implemented for added value opportunities
Immediate action is taken on non-compliance issues
Solid professional relationships are built with clients
Customer visits are planned according to customer category
Products and services delivered to customer as per SLA
Customer satisfaction is maintained
Develop and strengthen relationship with local buying houses and EPC companies
Strategic Leadership:
Develop and implement a regional sales and business development strategy aligned with the company's Africa’s objectives.
Identify high-potential markets and develop market entry or expansion plans across Africa.
Lead regional planning, budgeting, and forecasting processes to ensure sustainable growth.
Monitor regional performance metrics, analyzing trends and recommending improvement actions.
Marketing:
Conduct market analysis to identify emerging opportunities, competitors, and trends.
Provide strategic insights to guide product development and marketing initiatives.
Oversee brand positioning and marketing activities across African territories.
Competitor activities are monitored and strategy developed to counteract
Product marketing and pricing strategies, systems and processes are developed and maintained
Quarterly presentations to management of market research and marketing activities in own area
Manage Sales Team:
Build, mentor, and manage a team of regional sales engineers, agents and distributors.
Foster a culture of accountability, performance, and customer focus.
Ensure effective succession planning, training, and professional development of team members.
Effective collaboration with Regional Managers in the Subsidiaries
Manpower capabilities for the department are planned, selected and developed
Company HR and Disciplinary policy is adhered to
Quotation and tender turnaround time are managed
Team call reports are analysed and managed
Develop & manage an effective internal sales administration team
Administration and financial Management:
Manage regional budgets, forecasts, and financial targets.
Ensure profitability and operational efficiency in regional operations.
Oversee compliance with corporate governance, ethics, and HSE policies.
Competency:
Building a Successful Team:
Facilitates goal accomplishment: Makes procedural or process suggestions for achieving team goals or performing team functions; provides necessary resources or helps to remove obstacles
Develops structure: Helps to clarify team members’ roles and responsibilities; helps ensure that necessary steering, review, or support functions are in place
Develops direction: Helps to clarify team members’ roles and responsibilities; helps ensure that necessary steering, review, or support functions are in place
Informs others on team: Shares important, relevant information with the team
Communication:
Organises the communication: Clarifies purpose and importance; stresses major points; follows a logical sequence.
Adjusts to the audience: Frames message in line with audience’s experience, background, and expectations; uses terms, examples, and analogies that have meaning for the audience
Ensures understanding: Seeks input from audience; checks understanding; presents message in different ways to enhance understanding
Presenting: Delivers presentations that are professional and audience specific
Customer Focus:
Seeks to understand customers: Seeks information to understand customers’ circumstances, problems, expectations and needs
Takes action to meet customer needs and concerns: Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over commitments
Builds collaborative relationships: Builds rapport and cooperative relationships with customers
Sales Ability/Persuasiveness:
Questions and probes: Seeks information to understand situations, needs and desired potential benefits
Establishes strategy: Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimises barriers, and addresses key decision makers’ needs and preferences
Demonstrates capability: Presents products, services, or ideas in a manner that clearly shows how they would meet needs and provide benefits; builds confidence in the products, services or ideas
Gains commitment: Uses appropriate techniques to move others to action or to gain agreement
Building Strategic Working Relationships:
Seeks opportunities: Tries to build effective working relationships with other people
Clarifies the current situation: Probes for and provides information to clarify situations
Establishes good interpersonal relationships: In words and actions, makes people feel valued, appreciated, and included
Subordinates personal goals: Places higher priority on team or organisation goals than own goals
Aligning Performance for Success:
Sets performance goals: Collaborates with direct reports to set meaningful performance objectives; sets specific performance goals and identifies measures for evaluating and achieving goals
Tracks performance: Implements a system or uses techniques to track performance against goals and the acquisition and use of appropriate behaviours, knowledge and skills
Creates a learning environment: Helps secure resources required to support development efforts; ensures that opportunities for development are available; offers to help individuals overcome obstacles to learning
Quality Orientation:
Ensures high quality output: Vigilantly watches over job processes, tasks and work procedures to ensure freedom from errors, omissions or defects
Takes action: Initiates action to correct quality problems or notifies others of quality issues as appropriate