Africa Business Development Manager - Ref: Lestyn

Introduction

Business Development Manager to look after Namibia, Zambia and DRC. Channel sales and end user sales.

The Business Development Manager is responsible for driving sustainable revenue growth across Namibia, Zambia, and the Democratic Republic of Congo. The primary route to market is through authorised System Integrators (SIs) and Resellers, who form the backbone of the company’s channel in the territory. In addition, the BDM is expected to pursue and maintain direct relationships with key end-users, particularly where doing so creates pull-through demand, supports strategic account development, or accelerates opportunities that partners are not best placed to close independently.

The BDM will develop a deep understanding of each partner’s capability, capacity, and pipeline, providing the commercial and technical support required to maximise their performance. In parallel, the BDM will invest in building direct relationships with major end-users, particularly in the mining and processing sectors, to position the company as a preferred supplier and technology partner. A particular focus is placed on the Copperbelt mining and industrial corridor, which spans the Zambia–DRC border and represents the most significant opportunity concentration in the territory.

The role requires frequent in-territory travel to maintain partner relationships, participate in joint customer engagements, and develop market intelligence across all three countries.

Duties & Responsibilities

Partner Development & Management

• Identify, on-board, and develop authorised System Integrators and Resellers across the territory.

• Conduct regular, structured partner reviews covering pipeline, capability gaps, training needs, and revenue performance.

• Develop joint business plans with key partners that align to annual revenue targets.

• Coach and enable partners on the company’s product range, solution positioning, and sales process.

• Facilitate access to technical resources, demo equipment, and pre-sales support to strengthen partner proposals.

New Business Development

• Work with partners to identify and qualify new end-user opportunities within the territory; supplement this with direct prospecting to ensure comprehensive market coverage.

• Participate in joint customer visits to support partner-led sales engagements at both technical and commercial levels.

• Build direct relationships with key end-user decision-makers (maintenance managers, engineering managers, procurement), both to generate pull-through demand for partner-led solutions and to pursue direct sales opportunities where appropriate.

• Identify opportunities in new vertical markets or geographies within the territory and develop a go-to-market approach utilising both partner and direct channels as appropriate.

• Support partners with proposal development, pricing strategy, and objection handling.

Market Intelligence & Planning

• Maintain a thorough understanding of each territory’s industrial landscape, key projects, and competitive dynamics.

• Monitor competitor activity, pricing trends, and channel strategies across Namibia, Zambia, and the DRC.

• Provide regular market feedback to the sales and product teams to inform strategy and stock planning.

• Attend relevant industry events, trade expos, and mining sector conferences within the territory.

Pipeline & Reporting

• Maintain an accurate and up-to-date opportunity pipeline in the company’s CRM system, reflecting both direct activity and partner-reported opportunities.

• Submit activity reports, call plans, and funnel updates in line with National Sales Manager requirements.

• Provide monthly territory reviews covering pipeline health, partner performance, wins/losses, and market developments.

• Forecast territory revenue accurately on a monthly and quarterly basis.

Compliance & Risk Management

• Ensure all partner and customer engagements comply with the company’s ethics and compliance policies, including anti-bribery and corruption requirements relevant to operating in Sub-Saharan Africa.

• Manage in-territory travel documentation, visa requirements, and border compliance proactively.

• Flag any partner compliance concerns or reputational risks promptly to management.

Desired Experience & Qualification

Commercial

• Strong understanding of both channel and direct sales models, with the ability to drive revenue through third-party partners while also managing and closing direct end-user opportunities.

• High commercial acumen: able to assess partner and end-user business dynamics and position solutions accordingly.

• Confident negotiator; able to support partners through complex commercial discussions.

Relationship & Communication

• Proven ability to build and sustain trusted relationships with partners, end-users, and internal stakeholders across diverse cultural environments.

• Clear and concise communicator, both verbally and in writing; comfortable presenting to senior engineering and management audiences.

• Collaborative; works effectively with internal technical, logistics, and finance teams to support partner and customer needs.

Territory & Industry Knowledge

• Sound understanding of industrial automation and the application of electrical control, instrumentation, and software solutions.

• Familiarity with mining and process industry operations in Sub-Saharan Africa is a significant advantage.

• Knowledge of the Namibian and Copperbelt markets, including key projects, industry bodies, and partner ecosystems, is preferred.

Personal Effectiveness

• Self-driven and entrepreneurial; able to operate independently across a large, multi-country territory.

• Highly organised with strong time and travel management discipline.

• Resilient and adaptable; comfortable navigating the operational complexities of the DRC and wider Sub-Saharan Africa.

• Results-oriented with a consistent track record of meeting or exceeding revenue targets.

Product Range

The BDM is expected to develop and maintain a competent working knowledge of the company’s full product range, with sufficient depth to support partner and end-user conversations at a technical and application level. Formal product training will be provided. The product range includes:

Control Products

• Motor control: Direct-On-Line (DOL) starters, Soft Starters, Variable Speed Drives (VSDs)

• Power distribution: Circuit breakers, power supplies, relays and timers

• Sensors: Photoelectric, proximity, ultrasonic and related technologies

• Machine safety: Interlock switches, safety relays, presence sensing, e-stop and limit switches

Automation & Software

• Programmable Logic Controllers (PLCs) and distributed I/O systems

• Human Machine Interfaces (HMIs) and SCADA platforms

• Industrial networking: Ethernet/IP, ControlNet, Devicenet and related infrastructure

• Automation software and related licensing

Field & Process Instrumentation

• Weight, pressure, temperature, flow, and level measurement

• Wireless instrumentation solutions

• Analytical instruments and process recorders

As the company’s portfolio evolves, the BDM is expected to develop knowledge of newly added products and proactively introduce these to partners and end-users within the territory .

Key performance indicators

The BDM’s performance is assessed through the company’s On-Target Performance Metric, which comprises the following core elements:

• Sales Efficacy – Territory revenue achieved vs. annual target (primary measure).

• Partner Performance – Partner revenue growth, joint call activity, and business plan execution.

• Pipeline Quality – Accuracy, completeness, and conversion rate of CRM-recorded opportunities.

• Key Activities – Call planning, joint partner visits, cold call activity, and funnel reporting compliance.

Full details of the On-Target Performance Metric are contained in the Sales Performance Management System policy document (current revision).

Additional REqu