Business Development Manager - Independents - Johannesburg
Vontier
JOB TITLE: Business Development Manager - Independents DEPARTMENT: SADEC Region REPORTING TO: Regional Director - SADEC Region LOCATION: Johannesburg ADDITIONAL INFO: Travelling required, 60% of the time in the territory TERRITORY: South Africa PURPOSE OF POSITION Maximize sales of GVR products and services with assigned accounts (example: Independents) within South Africa region Grow revenue, market share, and profitability in assigned accounts across all product and service lines through all channels served by the account KEY RESPONSIBILITIES Sales Strategy - Manage all aspects of GVR's business and relationship with customer, focused on senior/central management within the accounts, striving to develop a sustainable competitive leadership position through the application of our integrated product and service solutions. - Collaborate with business unit executives to establish and execute on the sales strategy for the region - Develop specific sales plans to ensure growth both long and short-term. Funnel Management - Establish GVR's leadership position by: - Developing an intimate knowledge and understanding of the customer's needs, - Cultivating close working relationships with key buying influencers in all departments - Lead and coordinate relationship at affiliate level/head office level with Local GVR sales team - Develop account strategy for growing revenue, share, and profitability in all product and service lines. - Prepare 3-year strategic plan for accounts as well as annual sales plan. - Coordinate programs and projects with GVR commercial and product development teams. - Communicate account needs within GVR to facilitate proper prioritization and application of resources. - Lead negotiation of contracts for products and services leveraging internal GVR resources (legal, finance etc). Value Selling and Pricing - Understand target customers, their buying process, and key motivations to help optimize our sales approach. - Work with marketing to build and communicate unique value propositions. - Understand our solutions differentiation to effectively position and sell against competitive offerings. - Understand the value that our products create for customers and help shift the conversation from price to value, leveraging data. Independent Account Management - Drive growth of strategic accounts - Position does not have any direct reports but routinely provides functional direction to the broader commercial team about account updates. - Primary interaction outside the company is with customer's management and other personnel in the areas of Senior management, Finance, IT, Engineering, Construction, Marketing and Procurement. Customer Service - Develop and maintain relationships with customers, regulators, market participants and business partners - Manage South Africa Independents orders meticulously through strong collaboration with globally placed manufacturing facilities - Coordinate customer product training - Ensure overall customer satisfaction throughout the buying journey, by coordinating the right level of support from marketing, engineering, operations, global manufacturing facilities, and after sales support. Technical and commercial knowledge - Continuously expand knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering - Stay current with developments in the retail, automation, and fleet industries, both locally and globally, to be a great subject matter expert for customers and the business DELAGATION OF AUTHORITY As per the Delegation of Authority (DOA), section/role/approval MEASURES OF PERFORMANCE (INDICATORS) Leading - Funnel size, shape, speed, and success - Proposals submitted - Customer engagement - Funnel growth within the accounts - Sales results by product line - Penetration of new Products/Services - Attainment of growth targets for revenue - Quality of 3 year strategic plan and annual sales plan - Customer satisfaction with account representation Lagging - Revenue growth - Number of retail sites and fleet accounts PERSONAL QUALIFICATIONS & EXPERIENCE Education/achievements Required - Business Degree or equivalent Preferred - Business and technical/engineering degrees Experience/Knowledge Required - At least 5 years of sales or Business Development and/or marketing experience Preferred - South Africa technical sales or business development experience with a multinational company - Experience in fuel automation and management space Specific Skills - Negotiation skills: great at navigating customer negotiations, considering both short term and long-term implications, and landing deals that are win/win for the customer and the business - Presentation skills: comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive) - Analytical skills: comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems - Technical expertise - Budget management - Responding to RFP/Tenders - Developing and driving action plans - Solution sales - Self-motivated and great interpersonal skills ROLE SPECIFIC COMPETENCIES & BEHAVIOURS Strategic Understand how own work fits into the bigger picture and strategy Consider how own actions can help the organization succeed Pay attention to trends and issues that may impact own work in the future Customer obsessed Make connections and earn the trust of customers Passionate about solving customer technical problems with our product portfolio Prioritizes work based on customer requests and consistently delights customers Innovation Provides new ideas, experiments with innovative methods of solving problems. Deliver results Self-starter that can work independently to achieve results Lead with VBS Applies VBS to drive improvement in own work Adaptable Comfortable dealing with first-time or unusual problems Quickly grasps the essence of new issues and concepts Build extraordinary teams Contributes positively and support teamwork Offers to help others complete work and ensure team's success Gilbarco Veeder-Root represents the leading brands of solutions and technologies that provide convenience, control, and environmental integrity for retail fueling and adjacent markets. In 2002, the Gilbarco and Veeder-Root companies combined into one marketing brand, with distinctive and complementary business lines, services, and sales capabilities. Veeder-Root is the world's leading supplier of automatic tank gauging and fuel management systems and one of the few companies in the industry to design, manufacture and service its own products; supplying and integrating the broadest range of new and proven technologies to reduce cost of ownership, enhance environmental integrity, and improve performance and profitability for petroleum marketers and commercial fueling enterprises worldwide. Vontier is a $3B global industrial technology company focused on smarter transportation and mobility. Our five operating companies-Gilbarco Veeder-Root, Global Traffic Technologies, Teletrac Navman, MatcoTools, and Hennessy Industries-are united by a powerful purpose: mobilizing the future to create a better world. Our portfolio of trusted brands includes market-leading expertise in mobility technologies, retail and commercial fueling, fleet management, telematics, vehicle diagnostics and repair, and smart cities. Vontier's pioneering solutions advance safety, security, efficiency, and environmental compliance worldwide. The company in which you have expressed employment interest is a subsidiary or affiliate of Vontier Corporation. The subsidiary or affiliate is referred to as a Vontier Company. Vontier Corporation and all Vontier Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call 1-833-399-0822 or e-mail applyassistancevontier.com to request accommodation.
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