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South Africa

Manager II: Business Development (BWE and Industrial Projects) - Middelburg

Company Barloworld Automotive & Logistics Africa
Reference # BDBWE
Published 19/02/2020
Contract Type Permanent
Salary Market Related
Location Middelburg, Mpumalanga, South Africa
Introduction
The core purpose of the role is to source and sustain a continual pipeline of sales for the identified area of business 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,Sales
Industries Distribution, Warehousing & Freight,Fmcg (Fast Moving Consumer Goods Sector),Freight / Shipping / Transport / Import / Export,Logistics,Sales,Supply Chain
Specification
1.Strategy
a.Create shareholder value through growth and development and sales generation in line with the company’s vision.
b.Identify opportunities in the identified area of business 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.

2.Sales
a.Drive the initiation of new revenue opportunities with current and new clients.
b.Conduct relevant industry and account research and create opportunities through networking.
c.Identify suitable solutions, costing and selling process and obtain the relevant approval as required in line with the approved BWL sales process.
d.Monitor and achieve own 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 and continuously thereafter.
c.Correctly interpret and translate client requirements. Ensure successful implementation and continued sustainability of the business.

4.Solution development
a.Source, identify, drive and coordinate the sales solution to be accepted by the client.
b.Ensure alignment and approval as per the BWL Sales process.

5.Project management
a.Ownership of the sales life cycle ensuring successful revenue generation and sustainability thereof.
b.Facilitate the appropriate change management processes to support effective implementation of the business change process.
6.Corporate Governance
a.Ensure compliance with relevant legislation, company standards and policies in all phases of the sales process.
b.Ensure full compliance in standards of vendor selections, contracts and audit processes.

7.Suppliers
a.Facilitate relevant internal supplier relationships effectively including commercial-, legal-, marketing-, operational excellence and other support services.
b.Continually identify and facilitate the improvement of processes, methodologies etc. as a result of these interactions and relationships.
c.Facilitate external supplier relationships effectively and ensure that the execution of supplier deliverables aligns to the outcomes promised.

8.Leadership
a.Drive a culture of continuous improvement and innovation through developing a hands-on understanding of Business Unit and Support Function needs and requirements.
Requirements
•Relevant business or technical qualification (i.e. 3- or 4 Year Degree in Logistics and/or Transport and/or other relevant equivalent)
•Post Graduate Degree in Logistics and/or Transport and/or any other relevant post graduate qualification).

Note:
The candidate will be based in specific region and will be required to travel extensively within South Africa, which will include overnight travel.

Must have a valid driver’s licence, passport and own reliable vehicle

•5-7 years in a Logistics/ Supply Chain/Transport environment
•At least 4 years sales experience and a track record of hitting and achieving sales targets
•Experience in positioning and presenting business cases
•3-5 years across different Transport, Supply Chain & Logistics functions
•Knowledge of pertinent industry
•Applicable Transport & Logistics & Supply Chain networks and markets
•Understanding commercial and financial principles
•An understanding of a solution selling sales process
•Broader Transport, Supply Chain & Logistics functions and disciplines
•Knowledge of the contents of the Competition Act of 2009
•BWL risk and governance policies, procedures, regulations
•Understanding of developing business cases
•BWL tools, services and methodologies
•Corporate policies and processes (corporate governance and limits of authority)
•Knowledge of the specific industry sector
•Advanced communication skills to
succinctly articulate the golden thread of the solution to meet the client’s need
presenting complex supply concepts to individual clients (not more than 5 individuals)
persuading and influencing others;
ability to negotiate
•Interpersonal skills related to building relationships, internal resilience, networking, representing the company with external groups, conflict handling including sensitivity to diversity.
•Ability to interpret relevant numerical information, payback periods and return on investment.
•Critical thinking skills to ensure that complex integrated solutions ultimately meet the client’s need.
•Computer, technology and systems skills
•Develop solutions and business case
•Extensive operational skills in the abnormal transport industry and a moderate understanding of the TRH-11
•Strong drive to growing the business
•Focus on convincing and persuading
•Commitment to maintaining business awareness
•Preference for making contact with others
•Commitment to behaving ethically and correctly
•Orientation towards growing and nurturing relationships
•Focus on innovating
•Customer centricity and focus
•Preference for team working
•Concern for communicating clearly
•Appreciation for challenging others with respect
•Enthusiasm for learning, sharing and growing
•Preference for thinking practically
Job Closing Date 28/02/2020
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Last Updated: 13-2-2020 [20.02.01.00]
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