Gilbarco Veeder-Root: Sub-Saharan Africa Regional Sales Director – Petroleum Retail

Development and Execution of Sales strategies to grow revenue

• Work closely with the Commercial Director to define the growth strategy for capturing new business in sub-region to ensure that targeted/budgeted growth goals are delivered.
• Deliver growth, margin and working capital expectations in line with annual budget
• Accurately forecast future sales and sales plans that adapt to constant shifts in the marketplace
• Drive the closure of all identified Sales Opportunities/Leads, through Salesforce
• Drive systematic Sales processes to enhance coverage of the market, drive funnel growth and drive conversion
• Lead the development of sales capacity and skills within the organization
• Tracking and reporting on Sales performance vs. target weekly
• Participation in weekly Sales Calls/Meetings and providing progress updates
• Manage ongoing contract and relationships with customers to preserve and grow existing Sales volume
• Identify and communicate market trends and new technology requirements
• Work with marketing team on strategic market planning
• Build strategic relationships with Oilco’s and other strategic players along the solution value chain to deliver best in class value proposition to the customer
• Work with extended sales teams on more complex projects
• Work with Channel manager for Distributor strategy, execution and management
• Play critical role in Policy deployment
• Identify valuable emerging markets and seek out new major clients by forming solid working relationships within the industry

Customer Relationship Management

• Collaborate with the relevant business stakeholders in the periodic analysis of existing customer trends
• Collaborate with team members in co-ordinated communication efforts/campaigns with existing customers
• Develop networking opportunities with existing customers as part of Senior Management team
• Manage and interpret customer requirements – speaking with clients to understand, anticipate and meet their needs
• Monitor customer retention as part of Senior Management team

Stakeholder Relationship Management

• Establish partnerships with relevant key stakeholders
• Collaborate with team members in the implementation of a Stakeholder Engagement Plan
• Engage with clients at various levels and forums

Building and Extraordinary Team

• Build, maintain and lead a high performing sales team through acquisition and development of talent at all levels
• Build and lead an engaged and motivated sales team
• Monitor progress against targets and gives timely feedback and coaching support to team members
• Manage a team to meet budget targets, grow new business, achieve price increases etc.
• Monitor, Review and Report on Product Sales/New Business performance (with support from Finance)
• Responsible for some key Financial/Growth performance metrics
• Manage Project and Action Plans within approved budgets, to drive growth initiatives and campaigns

Provide Technical Support on Key Projects, as Project Sponsor or Project Manager

• Assume responsibility for business Tenders, in conjunction with relevant team members
• Oversee and manage the roll-out of sales and marketing projects implemented within the business