Friday, November 6, 2015

Sales Director - G4S Zambia

Job Reference: G4S/TP/511097/44928
Number of Positions: 1
Job Category: Sales/Retail/Business Development
Contract Type: Full Time
Salary: Competitive Market Related Package
Location: Lusaka
G4S Region: Africa
Country:Zambia

G4S Business Unit:Zambia
Closing Date: May 10, 2015
Package Description: Remuneration and benefits will be commensurate with the seniority of the role and in compliance with company remuneration policy and practice.
Job Introduction:
The successful candidate will  report to the Managing Director, G4S Zambia. They will be responsible for driving the sales strategy, ensuring the growth and development of revenue. This would include the achievement of defined revenue targets, the development of organisational capacity, and the growth of the business across the various service offerings. Leading and negotiating major bids on optimal commercial/risk terms.
Role Responsibility:
The Sales Director will be responsible for driving the sales strategy, ensuring the growth and development of contracts across the country. This would include the achievement of defined revenue targets, the development of organizational capacity, and the growth of the business as well as project management and the leading and negotiating major bids on optimal commercial/risk terms.
Main Responsibilities
Effective, targeted Business Growth
  • Ensure key pipeline management activities are in place and monitored on a monthly basis
  •  Involvement in international and regional accounts including regional “outbound” activity for Multi-National Corporations
  •  Ensuring that pricing, risk and commercial contract terms are appropriately applied by businesses when entering into  all contracts and that price increase strategies are developed and applied
  •  Ensure that the business has a robust sales and business development processes
  • Direct involvement in leading and negotiating major bids on optimal commercial/risk terms

Management and development of Customer Focus
  • Ensure appropriate customer measures and KPIs are maintained at business and regional level
  • Ensure customer engagement through awareness events
  • The development of High level relationships and account management with existing and potential major customers
  • The generation of new business through building a customer base who utilize the G4S services and to increase secure solutions revenue in relevant sectors in line with the G4S strategy

Development and implementation of Sales Strategy
  •  Leverage and share the Group’s knowledge and best practice, credentials etc
  • Input into the overall G4S strategy development and implementation and the facilitation of the necessary changes to sales and business development structures and processes to align them with the strategy
  • Shares best practices focusing on Knowledge Management across centers of excellence and specialization.

Development and manage Sales Structure
  • Ensure that G4S has the capability in terms of business development resources and the necessary components to bid for and deliver sector specific solutions in relevant businesses (technology partnerships, risk assessment capabilities, consultancy style selling skills etc)
  • Manages and co ordinates multiple role players and creates structures and mechanisms to manage the role player matrix structure
  • Staff training plan with milestones / Quarterly measurement
  • Coordination of Guarding and Tech staff to maximize cross selling and realizing existing as well as new opportunities
  •  Good control and measurement over staff efficiency, effectiveness at all levels of the sales process : marketing, Lead, Present, Pricing, closing, handover
  • Partnership network management and control
  • Shows, roadshow & direct client approach schedules and procedure control
  • Conscious of avoidance of tenders where we do not have a key advantage
  • Development and maintenance of sales tools (PPT, movies, brochures, show stands etc)
  • Communication campaigns, Email, Marketing, Advertising
  • Target Market segments and clients for direct approach
  • Account management process - Implement and measure
  • Manage margin on proposals and implement strategy to maximize this

The Ideal Candidate:
  • Relevant formal tertiary qualification at first degree level coupled with master’s degree.
  • 7 to 10 years increasing level commercial experience in a multinational setting
  • Experience in the development of business with, and negotiation of large bids and tenders with, MNC’s and Governments
  • Good inter personal and people management skills

Knowledge Skills Attributes
  • Excellent communication (written and verbal), interpersonal, marketing and negotiation skills
  • Capable of working effectively and productively with team members from diverse cultural environments.
  •  Flexibility and adaptability to rapid environmental changes.
We are committed to employing "Africans for Africa" which would give preference to local Zambian candidates.


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