Be the driving force behind generating new sales leads and contacts across the organisation’s branch network (ECOWAS & ECCAS).
Maintain an active business presence focused on winning and keeping profitable business / strategic customers.
Commercially support the Business Units of the organization.
Support the organisation’s Business Units and network offices/partners.
Ensure that key account activities for A & B customers are aligned with the agreed KPIs (reports sent on time and to quality by the Operations team).
Manage accounts and exceed targets relating to revenue growth, activities, profit margin, mix of products and services.
Screen potential business by analyzing market strategies, requirements, potential and financials.
Close new businesses by coordinating requirements, developing and negotiating contracts, integrating contract requirements with business operations.
Identify new leads and potential markets by:
Researching needs and learning who decision makers are;
Contacting potential clients via various mediums to establish rapport and set up meetings;
Planning and overseeing new marketing initiatives (exhibitions, trade fairs, roadshows, B2B meetings, adverts, chambers of commerce, ungm.org, NIPEX, etc.);
Attending local and international conferences, meetings, and industry events.
Deliver the country budget by maintaining a healthy pipeline, good contractual performance and proactive thinking.
Benchmark competition/industry trendsetters by researching activities, industry related events, publications and announcements.
Develop quality standards and processes, for the acquisition of customers, opportunities and submission of tender and contract documents by branch/location.
Create and execute trade lane and sector focused commercial strategies for the company based on the USPs (Unique Selling Propositions) and core competencies of the organization.
Ensure company-wide project management standards in preparing bids and contracts, responding to customer needs and managing the sales process from opportunity identification to customer sign off.
Manage and coordinate all commercial activities of defined vertical group of customers with the Sales team, in line with the company’s short and long-term targets.
Train and engage team members to develop effective working relationships with customers through regular meetings tailored for Upsell to increase company's wallet with customer and Cross Sell to increase engagement with customers.
Ensure all the business units work in a synchronised way rather than in isolation to ensure seamless service delivery to customers when more than one BU is involved on a project.
Ensure that all overseas and local RFI/ RFP/RFQ are sent on time and the team responsible are provided required support from respective BUs to put the pricing together.
Supervise customer implementation to ensure proper operational handover and implementation to meet customer’s expectations (SLA’s & SOPs).
Undertake regular SOP reviews with all involved to ensure customer satisfaction and transfer of knowledge.