BUSINESS DEVELOPMENT MANAGER - EAST AFRICA

Introduction

ABOUT THE OPPORTUNITY

Our client is an established international manufacturer and supplier of specialised safety technologies, technical equipment and controlled-environment solutions.

Its products are supplied to customers operating across the underground mining, tunnelling, construction, chemical processing and related industrial sectors in more than 80 countries worldwide.

An opportunity is available for an experienced Business Development Manager to take ownership of the company’s East African sales portfolio.

This is a senior, hands-on regional business development position requiring a commercially driven individual who can identify new opportunities, open markets, develop trusted customer relationships and convert technically complex solutions into sustainable revenue.

The successful candidate will be based in Johannesburg and must be comfortable travelling regularly throughout East Africa to visit mines, support customers, develop distributors, attend industry events and oversee product commissioning and training.

PURPOSE OF THE ROLE

The Business Development Manager will be responsible for developing and executing the East Africa regional sales strategy, achieving agreed sales budgets and expanding the company’s presence across the mining, construction, tunnelling and petrochemical markets.

The role will combine new-business development, key-account management, technical solution selling, distributor development and regional market expansion.

The successful candidate must be capable of working independently, managing a geographically dispersed sales territory and building relationships at operational, technical and executive levels.

Duties & Responsibilities

KEY RESPONSIBILITIES

Business Development and Regional Growth

• Develop and execute a structured business development strategy for the East African region

• Identify, qualify and secure new business opportunities across the mining, construction, tunnelling, petrochemical and related industrial sectors

• Research new markets, projects, mining operations and potential customer groups within the region

• Build and maintain a strong pipeline of qualified sales opportunities

• Introduce the company’s products and technical solutions to prospective customers

• Develop sustainable relationships with mine operators, engineering teams, procurement departments, consultants, contractors and industry stakeholders

• Identify opportunities to grow market share and expand the company’s regional footprint

Sales and Commercial Management

• Achieve agreed regional sales budgets and performance objectives

• Manage the full sales process from initial prospecting and customer engagement through to quotation, negotiation and order conclusion

• Process and follow up on new sales enquiries and leads

• Prepare accurate quotations, commercial proposals, tenders and presentations

• Negotiate pricing, payment terms, freight arrangements, currency requirements and conditions of sale

• Maintain consistent follow-up throughout longer and technically complex sales cycles

• Monitor competitor activity, market developments and emerging customer requirements

• Provide management with accurate sales forecasts, activity reports and market intelligence

Customer and Stakeholder Management

• Build and maintain long-term relationships with existing customers and key accounts

• Engage confidently with senior executives, mine management, engineers, procurement teams, health and safety professionals and operational personnel

• Provide customers with professional product guidance and relevant technical information

• Conduct regular customer and mine-site visits throughout the region

• Deliver product presentations, technical demonstrations and commercial proposals

• Represent the organisation professionally at meetings, seminars, conferences, exhibitions, trade days and corporate functions

• Maintain high standards of customer service before, during and after the sale

Technical Support, Commissioning and Training

• Develop a sound understanding of the company’s technical product portfolio and customer applications

• Ensure that equipment sold into the region is commissioned in accordance with company specifications

• Coordinate equipment servicing, operator training and customer support requirements

• Conduct or facilitate product and operator training at customer sites

• Work closely with internal technical, service, production and support teams to ensure successful delivery and implementation

• Assist customers in understanding the operational, technical and safety benefits of the company’s solutions

Agent and Distributor Development

• Identify and develop suitable regional agents and distributors where required

• Build productive relationships with existing channel partners

• Motivate, train, mentor and support agents and distributors operating within the region

• Ensure that regional partners understand the company’s products, commercial expectations and service standards

• Monitor distributor performance, market activity and sales opportunities

• Support agents and distributors with customer presentations, proposals, technical information and commercial negotiations

CRM, Reporting and Administration

• Maintain accurate and up-to-date customer, opportunity and activity records on the company’s CRM system

• Track sales leads, quotations, tenders and opportunities through each stage of the sales process

• Maintain the East Africa regional opportunity database

• Prepare and present sales results, forecasts, strategic opportunities and regional updates to management

• Participate in quarterly sales consultations and business reviews

• Ensure that customer documentation, quotations and commercial information are complete and professionally presented

Desired Experience & Qualification

MINIMUM REQUIREMENTS

• At least five years’ experience in a similar business development, regional sales or technical sales position

• Proven experience selling plant, capital equipment, engineered products or technical solutions into the mining, construction, petrochemical or related industrial sectors

• A demonstrable record of achieving sales targets and developing new business

• Experience managing a large geographical sales territory

• Strong new-business prospecting and account-development capabilities

• The ability to understand and sell technically complex products and solutions

• Experience preparing quotations, tenders, presentations and commercial proposals

• Strong commercial negotiation skills

• Confidence engaging with senior management, technical professionals, procurement teams and operational decision-makers

• Strong verbal and written communication skills

• Proficiency in Microsoft Word, Excel, Outlook and PowerPoint

• A valid driver’s licence

• A valid passport and the ability to travel regularly throughout East Africa

• Willingness to comply with the health, vaccination and access requirements applicable to customer and mine sites

ADVANTAGEOUS EXPERIENCE

• Previous sales experience within the African mining industry

• Established relationships within East African mining or industrial markets

• Experience selling mine-safety, refuge, emergency-response, monitoring or related technical equipment

• Experience developing and managing agents or distributors across multiple countries

• Experience with mine-site commissioning, product demonstrations or operator training

• Exposure to cross-border trade, freight, foreign currency and international commercial terms

• A relevant diploma or degree in business, sales, engineering, mining or a related discipline

PERSONAL ATTRIBUTES

The successful candidate should be

• Commercially astute and strategically minded

• A proactive and confident new-business developer

• Self-motivated, disciplined and able to operate independently

• Comfortable taking full ownership of a regional sales portfolio

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