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JOB TITLE: Business Development Manager – MENEA

DEPARTMENT: Industrial & Mining

REPORTING TO: Commercial Director Industrial & Mining MEA

REGION: MEA

ADDITIONAL INFO: Travelling Required

PURPOSE OF POSITION

The primary objective is to drive profitable growth of GVR’s products and solutions in line with the accelerated growth strategy within the MENEA region.

KEY RESPONSIBILITIES

Profitable growth within the MENEA region will be achieved through:

Sales Strategy

• Collaborating with commercial leaders to establish and execute on the sales strategy for the region
• Working closely with the marketing team to understand macro and micro market dynamics, market size, segmentation, our share and competitive share
• Develop specific sales plans to ensure growth both long and short-term.
• Forecasting annual, quarterly and monthly sales targets and meeting growth objectives

Funnel Management

• Accelerating growth by proactively creating, managing and driving opportunities through the funnel
• Engaging cross – functionally to contribute to a healthy funnel

Value Selling and Pricing

• Understanding target customers, their buying processes, and key motivations to help optimize our sales approach
• Working with marketing to build and communicate unique value propositions
• Understanding our solutions differentiation to effectively position and sell against competitive offerings
• Understanding the value that our products create for customers and help shift the conversation from price to value, leveraging data.

Key Account Management

• Driving growth of strategic accounts

Customer Service

• Developing and maintaining relationships with customers, regulators, market participants and business partners
• Managing regional orders meticulously through strong collaboration with globally placed manufacturing facilities
• Coordinating customer product training
• Ensuring 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 expanding knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering
• Staying current with developments in the industrial & mining industries, both locally and globally, to be a great subject matter expert for customers and the business.
• Educating sales teams with presentations of strategies, seminars and regular meetings

DELAGATION OF AUTHORITY

As per Board-approved DOA and as necessary for functions outside the DOA.

As delegated by the Managing Director, when necessary.

POSITION RELATIONSHIPS

Internal

• Channel Management
• Product/Marketing
• KAM & Sales (Global/local)
• Finance (global/local)
• IS Analytics
• GVR Manufacturing Facilitates
• Legal
• Engineering
• Operations
• Centre of Excellence

External

• Regulatory bodies
• Industry bodies
• Competitors
• Business Partners
• Mining clients

MEASURES OF PERFORMANCE (INDICATORS)

Leading Indicators

Core Growth

• Deliver Funnel growth – 3 months 3+ y X of sales target
• Deliver target Funnel Add per week
• Time taken to grown opportunity from ‘opportunity’ to ‘order

Quality

• Forecast Accuracy
• Proposals submitted
• Customer Engagemen

Lagging Indicators

Core Growth

• Increase in I&M core growth from x% to y%

Quality

• VOC
• Win rate of large tenders

PERSONAL QUALIFICATIONS & EXPERIENCE

Education/achievements

Business Degree/Diploma

Business degree with strong technical experience/ Engineering degree (Preferred)

Experience/Knowledge

• At least 5 years of Sales/BDM and or Marketing experience
• Thorough knowledge of MENEA market
• Proven success in solution environment
• Market development experience
• Strategic/tactical planning and execution
• MENEA technical sales experience with a multinational company (Preferred)
• Experience in industrial and mining (Preferred)

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

Specific Skills (Preffered)

• Results orientated
• Drives innovation and growth
• Customer oriented
• Solution sales
• Self-motivated and great interpersonal skills

 

 

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS

Customer Obsessed

Solicits voice of the customer and drives actions to improve customer experience

Holds others accountable for meeting customer needs

Addresses gaps in the team’s ability to meet emerging customer needs

Continuously improves processes to be more aligned with the customers

Inspiring

Thinks beyond the day-to-day, taking a long-term, big-picture view of the business.

Clarifies the organization’s vision and strategy to the team, and ensures that efforts are prioritized to support them

Leads the team to pursue possibilities that will create sustainable value

Build extraordinary Teams

Nurtures and develops promising ideas through prototyping and experimentation

Challenges others to develop breakthrough solutions

Ensures that varied perspectives are included in the process of innovation

Encourages others to address challenges in new and better ways

Courageous

Builds energy and optimism in others in support of Our Shared Purpose

Communicates the vision of the organization in a way that others can relate to and buy into

Helps others envision a greater sense of what is possible for the organization’s future

Ensures that others understand how their efforts and contributions make a positive difference

Deliver results

Builds a cohesive team that drives the goals and success of the organization.

Communicates clear goals and roles to team members

Builds a team that has the right mix of skills and leverages the strengths of individual members Celebrates team accomplishments

Adaptable

Coaches people on how to take a stand in the face of adversity when they believe in something Confronts tough organizational issues and disagreements

Delivers difficult messages directly

Demonstrates the courage to say “no” when necessary

Innovative for Impact

Sets high expectations and leads others to achieve results through VBS

Leads others to persist despite setbacks or obstacles Creates a sense of urgency in the team to deliver on time, high quality results with an unwavering commitment to our values and standards of conduct

Drives a track record of continuous improvement and sustainability

Strategic

Leads experimentation as a way to find the best solution

Shares lessons learned from both successes and failures

Creates opportunities for self and others to try new things

Applies the lessons from different experiences to new situations

Lead with VBS

Establish VBS credibility through demonstrating the ability to leading Kaizen events

Coaches leaders on how to use VBS to address business challenges and opportunities,

including selecting the appropriate tool and how to apply to generate results

Builds VBS expertise of the team, establishing and growing capable VBSL support and

VBS Champion resources that can support the team

Willing to seek out subject matter experts in the area of VBS in order to build capability within the organization

 

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.

WHO IS VONTIER

Vontier is a $3B global industrial technology company focused on smarter transportation and mobility. Our six operating companies—Gilbarco Veeder-Root, Global Traffic Technologies, Teletrac Navman, Matco Tools, Hennessy Industries, and DRB Systems—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 sustainability worldwide.

Energized by our shared purpose and values, we have a strong culture shaped by a deep organization-wide commitment to inclusion, diversity, and equity (ID&E) and environmental, social, and governance (ESG). Eight vibrant global employee resource groups serve as powerful focal points for connection, community, and advocacy, and we actively support community causes through Vontier Cares. We offer flexible remote and in-person, open-space work options.