Sales & Marketing Manager at Bureau Veritas

PURPOSE OF POSITION

• The position performs in line with the Bureau Veritas Quality Assurance System, including the BV Code of Ethics and the BV Group policy.
• The Sales Manager builds and manages all aspects of a sales department inclusive of leading management, account management, business analytics, and channel development. The Nigeria Sales Manager also works closely with the following departments: Operations BU Managers, Finance, and other sales teams for the purpose of ensuring the delivery of first-class delivery experience.
• Lead the Business Development for CIF Division across all markets and divisions: : Oil & Gas (upstream, Mid-Stream & Down Stream), Power & Utilities, Metals & Minerals, Agri-Food, Building & Infrastructure, Industry.

MAJOR RESPONSABILITIES

 Business Development Strategy: 

• The Sales Manager plays a strategic role in building creative sales strategies aligned with Operating Group priorities and local opportunities that are focused on consumer satisfaction and revenue generation for the business. In this position, the Nigeria Sales Manager is accountable on delivering the sales and growth objectives within Nigeria market.

Sales Team Management:

• The Sales Manager conducts reviews on the sales department and weighs them against results in order to identify areas of improvement. He/She subsequently relays this information to senior sales and operations management for consideration and approval.
• The Sales Manager is animating the sales team within Nigeria, ensuring proper alignment to LEAP strategy as well as cross- selling.
• In this position, the Nigeria Sales Manager also assesses and identifies the competencies and resources required by the sales department (recruitment, upskill) in order to achieve optimal performance, leading to financial benefit for the business.

Analytics:

•  In collaboration with the region sales excellence manager, the Sales Manager also plays an analytical role in conducting research and performing analyses on the performance of the sales department ensuring prompt delivery and accuracy of various sales reporting.
• In this position, the Sales Manager tracks sales activities and creates reports that he/she presents to senior sales management and senior management for use in strategic decision making.
• He/ She is in charge of Sales Team objectives setting, monitoring and validation in collaboration with CCE.

Business Development, Large Proposals Management and key stakeholders engagement:

• Lead Business Development for all major/key opportunities for Nigeria. Development and maintenance of all projects, opportunities & tenders list for large opportunities.

• key stakeholders engagement : The Nigeria Sales Manager is responsible for building the right level of interactions and connections with key stakeholders within Nigeria. The Nigeria Sales Manager develops and builds relationships and partnerships by being attentive, service-oriented, friendly, helpful, and courteous to customers, colleagues, external partners, and so forth.

Managing Large Clients relationship within Nigeria:

• In this capacity, the Nigeria Sales Manager acts as a brand ambassador, taking advantage of the relationships and connections that he/she has established to avidly represent the business, share its vision, increase awareness, and establish more relationships.
• Identification, preparation and submission of pre-qualification, expression of interest, offers & tenders.  This includes offer and contract review.
• Management and grow business with local key accounts within Nigeria.
• The Nigeria Sales Manager also has a duty to represent the business of BV beyond the   sales department. The Nigeria Sales Manager participates in tradeshows, sales workshops, sales seminars, and events on behalf of the business. This is for the purpose of collecting qualified leads and pertinent sales information as well as keeping up with market trends in order to ensure that the business does not lag behind of other players.
• This is also for the purpose of establishing the business as a thought leader in the market, gaining the respect and trust of consumers and competitors alike. At this capacity, the Nigeria Sales Manager will serve on industry boards and committees when appropriate and after Ethics Committee approval and maintain membership in local, national, and international industry organizations. He/She will be supported by BV offices with marketing tools such as presentation material, profile, catalogue, reference list, completion/appreciation letters, etc. He/She will interact with communication and marketing agencies whenever needed.

Collaboration: 

• The Nigeria Sales Manager also plays a collaborative role, partnering up with the finance department to ensure availability of sufficient funds for the sales department in order to ensure optimal performance. He also ensures that marketing is aligned with the strategies and objectives, ensuring that marketing initiatives support sales efforts and that these strategies are all aligned to the business’s overall objectives. In his collaborative role, the Nigeria Sales Manager also works closely with senior operations management in the creation of new sales strategies and approaches.

CRITERIA FOR PERFORMANCE EVALUATION (KPIs)

• 3 years plan implementation
• New sales objectives as per budget
• Actual Sales, Revenue and Profitability versus budget.
• Maintenance of empanelled/pre-qualification/agency list with clients.
• Development of sales capabilities and upskilling of sales team within Nigeria

QUALIFICATION AND EXPERIENCE

Education: 

• Bachelor’s degree (master’s preferred) in Communications, Business Administration, Business Management, Marketing, or any other related filed with an engineer background. An equivalent of this requirement in working experience is also acceptable.

Experience: 

• At least 10 years in a sales position within a complex and fast-paced business environment,
• Min. 3 years as a Sales Manager in Oil & Gas Industry.
• He/She must have a good knowledge of Nigeria market in various sectors such as construction, manufacturing, agriculture, Power & Utilities,….
• A suitable candidate will also demonstrate experience in sales research and how raw information and data is processed to become useful insights that assist the sales department in establishing appropriate strategies that lead to the achievement of goals and targets.
• A suitable candidate will have established contacts and relationships within the business’s industry in addition to having experience working with sales account databases and CRM platforms like SalesForce. He/She will also have exceptional sales skills and a consistent track record in sales conversion success and performance
• Should have dealt with both Public sector companies and Private sector companies for tendering, negotiations and finalizations.

SKILLS & QUALITIES

Communications Skills: 

• Communication skills are a must have for this position, in both verbal and written form. These skills are especially necessary in building relationships with customers and external partners. Additionally, the clarity of communication between the Nigeria Sales Manager and the sales roles and collaborating personnel will also be a determinant of the overall performance in the department. The Nigeria Sales Manager must also be in a position to convey even the most complex information and insights in his reports in a simple, clear, and convincing manner, tailoring messages to suit various audiences.
• The Nigeria Sales Manager must also be a story-teller who is able to sell the BV brand to potential clients and secure more sales for the business. In addition to this, the Nigeria Sales Manager must also be a great listener with ability to clarify and resolve issues and concerns of consumers, external partners, senior personnel, junior personnel etc.
• Should be a ‘Go to Market’ attitude personnel with ability to connect people, client contacts at higher level & should be able to convert contacts into business.

Analytics: 

• A candidate for this position must also demonstrate strong analytical skills and an ability to assimilate complex data and information from disparate sources and process it to address a certain need or issue in the sales department. The candidate will be highly proficient with research solutions to sales as well as effectiveness measurement systems.
• In this capacity, the Nigeria Sales Manager will conduct regular research and analyses on the business’s market and competitive environment, looking for opportunities to further the sales department’s goals by adjusting strategies and approaches that enhance efficiency and performance.
• Must be fluent in English and professional knowledge in French & Portuguese.
• Must be M360 fully literate and have good knowledge of CRM such as Salesforce
• Travel within the country/area as per business need.