Regional Sales Manager

Job Description : RSM AGRI FOR PAN AFRICA 15+ years experience Job Title : Manager BD The position of Manager, BD & Presales, is responsible for ensuring business growth through directing and managing sales and marketing activities in order to achieve company-wise revenue targets. The Manager, BD & Pre-sales is directly responsible for the achievement of sales target Key Result Areas : - Revenue & Profits - Commercial Controls - Effectively plan, direct, and manage business development activities across Planet-one Group. - Establish contact and relationship with Government Representative in Africa - Ensure relationships with clients are maintained throughout the project execution stages - Identify and establish contact with clients, close sales, prepare and sign off contracts as per authority matrix - Meet PGroup's revenue targets for infra, education, agriculture, mining, health care, and solar - Lead and motivate the BD & Pre-sales team, ensuring fair and effective means of monitoring performance - Lead client briefing meetings between the operations team and clients once a project is awarded - Track and monitor clients- feedback and ensure that clients- complaint is resolved within the agreed timeframe - Management Reporting Key Deliverables : Forecast, Budgeting, and Planning : - Prepare Annual Business Plan across sectors in discusion with the Director - Prepare sales forecasts annually based on discussion with the Director - Ensure the availability of a steady pipeline of sales enquiries from prospective clients through strong business development efforts - Prepare the BD budget, while ensuring the availability of necessary resources to achieve the projected sales forecast - Achieve annual revenue target for Planet-One Group as set by the Director - Conduct feasibility studies, country reports and other development projects, to enable decision making on growth and expansion plans. Sales & BD strategy : - Take ownership of the management of BD, and Pre-sales functions of Planet-One; develop robust sales & BD strategy in other to sustain business growth - Conduct market research and provide market feedback to the Director regarding competitive offerings, prospect needs and new ideas for leveraging on Planet-one's competitive edge - Oversee Planet-One's overall business development efforts and work with the team to ensure that they are aware of the latest trends and target sectors market in Africa - Provide strategic direction and guidance to the BD, and Pre-sales teams as and when required - Ensure that transactions with clients are done with adequate diligence and that all commercial controls are followed - Implement sales incentives to drive sales performance within the team. - Regularly establish relevant contacts, and keep identifying potential opportunities through networking across Africa - Formulate department's strategy, and corresponding initiatives, towards generating additional business as well as enhancing the profitability of existing accounts. Pre-sales : - Coordinate with COOs, Operations Heads, Procurement, Finance, etc. for preparing project proposals - Responsible for contract verification and risk assessment, including commercial and legal aspects - Lead the contract clarifications and discussions meetings with clients Receivable : - Support the Project Finance team in follow up and collection of overdue receivables - Ensure all receivables are adequately followed up and collected from clients and that there are no write off, due to inadequate commercial control Client Relationships : - Keep an active communication line with clients; monitor client satisfaction level in ongoing projects, and be involved in resolving clients- complaints. - Ensure growth of Planet-One's customer base, and ensure that existing customers are retained - Ensure that relationships that were made at the time of securing an order are carefully maintained through the project execution stages. - Develop database of key executives / decision makers and monitor future project initiatives for potential clients. Managerial/Supervisory Duties : - Plan and assign tasks to the Business Development and Pre-sales teams - Ensure that business travel expenses of the BD team are within budgeted levels - Create a work environment that minimizes turnover and maximizes retention and productivity Personal Duties : - Responsible for training and development of team members as Head of the Division - Display a high degree of professionalism and integrity as befitting the position - Maintain a good knowledge of company policies and procedures - Promote goodwill by being courteous, friendly and helpful to fellow employees - Pro-actively take responsibilities of colleagues during their absence - Take responsibility for own personal development in line with agreed annual performance objectives Position Competencies : Technical Competencies : - Preferably an Engineering/Management graduate - Minimum of 10-15 years of related experience, out of which 10 plus years should be in Africa countries. - Proven track record of generating new business and achieving revenue growth - Experience in driving a business development campaign and leading a team to build new contacts and partnerships. - Experience in working with senior management to align sales strategies and solutions - Excellent communication & presentation skills. - Thorough knowledge of MS Office and be able to prepare detailed documents and feasibility studies. Behavioral Competencies : - Ability to deal with complex problems involving multiple facets and variables in non-standardized situations - Excellent operational execution skills (thorough planning, smooth step by step execution, deadline driven and have a high quality threshold). - Excellent negotiation skills, proven track record of successfully pitching for new business - Mature personality with wide business experience, self motivated and adaptable

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