Regional Business Manager

Job Description : REGIONAL BUSINESS MANAGER CAMEROON In order to position the company as the leading chemical distributor in Cameroon, your prime role is: · to determine and manage the optimal commercial structure for the Industrial Chemical Business Unit; · drive growth & sustainable value creation for the RBU, through an entrepreneurial mind set; · to have a perfect understanding of the value creation concept: ?value (CM x 4–Receivables –Inventories), where the commercial margin is defined as Sales – Cost of Goods - Distribution Costs - Selling Costs (incl. the salaries of the sales team). Your main accountabilities are: · Understanding the industrial structure of the market, assess & decide with the Business Line Director (BLD) in what segment the company wants to be active or not; · Transfer market presence into value creation by driving price, volume, receivables and inventories; · Build a pipeline of opportunities (segments & products) that will drive the success of the company on the long term in the region and underbuilt these with a business plan; · Implement with an entrepreneurial focus the group industrial chemicals’ strategy Accountabilities Customer Management: · Develop, optimize, and manage your customer portfolio. Follow up on financial capability (receivables, credit terms, financial statements) and their reach. · Develop and manage key accounts, incl. regular visits – technical assistance, receivables, share of wallet development actions, · Manage Key Accounts & Multinational Companies’ development in the country together with the BLD Supply and Inventory Management: · Ensure actual and plan future volume through the S&OP cycle based on forecasted sales Business development · Build business plans for new market segments (incl sales force structure, customer segmentation, ideal product portfolio, commercial strategy and Route To Market (Cost and Freight (icoterms), drop shipment, ex stock sales) · Map, assess and understand what competition is doing in the region · Anticipate & define actions to counter competitions’ positions / actions Financials · Plan, forecast and drive achievement of short (rolling 18 months) - and long-term (2-3 year) price and volume objectives (sales and margins) · Analyze and interpret P&L, balance sheets of customers, competitors and projects · Ensure strict credit policy and receivables management Team Management: · Define sales operations, monitor/control the activities of the Industrial Chemicals’ team (objectives, weekly/monthly report, etc.) · Motivation, Mentoring and coaching of the team for attaining desired objectives · Sales incentives calculations · Take corrective actions Candidate profile: · Master in chemistry - economics, MBA is a plus · Experience in distribution of chemicals for construction, water treatment, food processing / agro alimentaire…… · >20 years’ experience in sales management · Financial knowledge (understanding P&L, balance sheet, cash flow, …) · Prior experience in managing sales forces · Knowledge of the country’s industrial market and general chemical applications is a plus · Knowledge of the global chemical players · Entrepreneurial mind set · Leadership skills to drive, animate and coach the sales team · Deep understanding of sales techniques and sales management skills · Negotiation and Business Development skills · Client acquisition skills · Communication & relationship management skills · Fluency in French and English

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