Business Development Manager at Saint-Gobain

Key Accountabilities

• Identify importers (by market: Hardware products, Construction, Automobile, Oil & Gas) and convince them to import our products in the whole territory
• Accelerate our presence in different territories in Nigeria, by:
• Better knowledge of our competitor à built price policy linked to the market
• Identify distribution channels
• Identify the main sectors/fields to sell abrasives products
• Create networking in the different markets
• Deliver the accounts’ annual budgets, growth and other KPIs
• Understand and support the customer’s business and objectives. Use this knowledge to contribute to the delivery of SGA’s objectives.
• Customer Identification. Develop new business / sales from the existing customer base and new customers.
• Relationship building. Develop and grow breadth of contact base within the customer organization, and reciprocate this with SGA contacts known to the customer.
• Customer Understanding/Strategy. Obtain insight and feedback from customers about new and future solutions / opportunities for SGA’s products and services, and support Marketing to meet these needs, under the umbrella of a true Category Management Approach.
• Provide clear price and margin management in accounts.
• Follow SGA guidelines regarding pricing and discount / rebate terms for all accounts and major projects in the region.
• Undertake and negotiate price increases as per company policy decisions.
• Manage chain margin in accounts by finding and delivering projects which will increase the overall profitability of the business
• Increase customer knowledge / awareness of SGA’s products / solutions through visits to key decision makers, training, and supporting marketing initiatives.
• Report on all competitor activities and other market intelligence.
• Comply with SGA’s requirements for Safety, Health and the Environment.
• Any other activities commensurate with the nature and level of the role.

Specific Work Experience Required

• Previous commercial sales role at National / Regional account level.
• Understanding of the retail market and its drivers.
• Proven relationship building skills.
• Commercial awareness, to understand the customer’s business needs and identify plans to deliver them.
• Effective influencing and communication skills, with the ability to understand and explain technical concepts to different levels.
• Negotiation skills.
• Flexible approach to working to meet the customer’s / SGA’s needs.
• Computer Literate - Microsoft Office Suite
• Full driving licence.