Barloworld Automotive & Logistics Africa: Senior Manager I-Business Development

Company Barloworld Automotive & Logistics Africa
Reference # #23/10/008
Published 23/10/2020
Contract Type Permanent
Salary Market Related
Location Isando, Gauteng, South Africa; Durban, KwaZulu-Natal, South Africa
Introduction
Core purpose of the role

The core purpose of the role is to sustain a continual pipeline of sales for the business unit that can deliver against agreed profit targets by identifying and executing solutions for clients that meet the agreed hurdle rates of the business and deliver customer expectations.

Job Functions Business Development,Management
Industries Automotive,Freight / Shipping / Transport / Import / Export,Logistics,Supply Chain
Specification
Key deliverables and outputs

1.Strategy
a.Establish and execute the business development strategy and plans for the business unit in line with the company strategy
b.Identify opportunities across supply chains that support the vision and strategy of the business. This could include opportunities to support existing client accounts or new business where the opportunity aligns to the Barloworld Logistics hurdle rates and strategy
c.Implement a key account management process and plan, in alignment with the prescribed BWL process and plan.
2.Sales
a.Drive the initiation of new revenue opportunities with current clients
b.Continually engage in identifying new leading edge, innovation possibilities for the business to further differentiate
c.Conduct Industry and account research and create opportunities through networking and prioritise opportunities through a structured and prescribed qualification process. Qualify out of opportunities when indicated.
d.Co-opt the involvement from a multi-disciplinary pitch team.
e.Guide the solution costing and selling process by introducing executives and the Solution Development department as required
f.Monitor and achieve sales pipeline and conversion targets (number and value)
3.Customer centricity
a.Take pro-active steps to build strong customer relationships to grow business through relationships and networking
b.Develop, maintain and nurture client relationships from customer engagement and qualification, through the solution design phase until successful delivery of outcomes
c.Correctly interpret and translate client requirements into world class optimal, cost saving business solutions and be involved with a project at the time of inception and remain involved in the functional analysis of developing the initial requirements, through to ensuring the project is stable in an operations environment
4.Solution development
a.Drive and coordinate the development of the sales solution proposed/accepted by the client
b.Align with the Solution Development and Marketing department.
5.Project management
a.Ownership of the full project life cycle ensuring successful project delivery from initiation to deployment, using the company Project Management methodology
b.Manage the project spend in line with budget
c.Establish and manage project governance controls (steercoms, etc.)
d.Implement appropriate change management processes to support effective implementation
6.Corporate Governance
a.Ensure compliance with company standards and policies in all phases of the sales process
b.Participate in and/or drive compliance standards in vendor selections, non-disclosure agreements, proposal evaluation, contracts and audit processes
7.Suppliers
a.Manage internal supplier relationships effectively including solution development, legal, marketing, operational excellence and other support services.
b.Continually drive and manage the improvement of processes, methodologies etc as a result of these interactions and relationships
c.Manage external supplier relationships effectively and ensure execution of supplier deliverables aligns to the outcomes promised to both internal and external customers, in alignment with operational leadership.
8.Leadership
a.Manage and develop performance and talent of the team in line with company’s Integrated Employee Value philosophy.
b.Coach and mentor employees with the aim of transferring knowledge and developing people.
c.Drive a culture of continuous improvement and innovation through developing a hands on understanding of Business Unit and Functional Department needs and requirements.

Internal customers
•Shareholders; All business units

External stakeholders
•Customers; Suppliers

Requirements
Academic qualifications

Essential:

•Relevant business or technical qualification (i.e. B Engineer/Bcom Logistics or equivalent)

Advantageous:

•MBA
•Effective presentation course
•Management Development Programme

Note:

The candidate will be based at Head Office, but will be required to travel extensively within Gauteng, as well as some overnight National travel.

Work experience
Essential:

•10 years in a Logistics / Supply Chain/Transport environment
•At least 5 years sales experience and a track record of hitting and achieving sales targets
•Experience in positioning and presenting business cases
•2-3 years across different Transport, Supply Chain & Logistics functions
•Interacting at all levels including C-suite

Advantageous:

•3-5 years in Management

Personal Attributes
Essential:

•Strong drive to growing the business
•Focus on initiating action
•Focus on convincing and persuading
•Commitment to maintaining business awareness
•Preference for making contact with others
•A preference for translating strategy into action
•Commitment to behaving ethically and correctly
•Orientation towards growing and nurturing relationships

Advantageous:

•Preference for team working
•Perseverance
•Focus on innovating
•Concern for communicating clearly
•Appreciation for challenging others with respect
•Customer centricity and focus
•Enthusiasm for learning, sharing and growing
•Preference for thinking practically

Job Closing Date 30/10/2020

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