Senior Sales Manager - Africa

About TMS Cluster

The Trading & Mission Support systems and training provides essential logistics, supply, training, operation & manpower requirements to military, public safety & civil defence forces. With deep experience across multiple domains, Trading & Mission Support keeps people and assets safe and effective.

Job Title: SENIOR SALES MANAGER - AFRICA 

Key Accountabilities:

Core Accountabilities

• Development and closing of international sales opportunities resulting in confirmed order intake
• Generate new leads and manage the lead through the sales process, qualification, sales capture to ultimate conversion to contract award
• Development and implementation of Opportunity and Account best practice methodologies for management of these opportunities and accounts
• Development of a long-term sales pipeline
• Development of a balanced pipeline comprising opportunities of different size and complexity
• Cross Selling: Ensure the pipeline comprises of a balanced portfolio of various EDGE entity products and services
• Support to Cluster & Entities in development of export market strategies including:

- Opportunity identification

- Campaign plans

- Competitor analysis

- Deal architecture

- Coordination for visits and customer engagement

- Campaign development in support of business development opportunities

• Preparation of presentations on EDGE Group and delivery of these to various customers, partners and suppliers including Chambers of Commerce, Embassies, Defence Councils and Committees, UAE and Foreign Government events, EDCC, Ministry of Industry and Economy.
• Participation in Business Development Steering Committees as required by EDGE Management for the Cluster & Entities international market expansion.

Supporting Accountabilities

• Capacity to nurture, expand and leverage network and sales channels across target markets to convert sales opportunities into confirmed order intakes
• Support with development of 5-year strategic business plans
• Develop new market entry campaigns
• Targeted sales campaigns for a particular product or region when required

Experience & Education Qualifications:

• Bachelor’s / Master’s / PhD etc., engineering or other related fields, or in Business Administration.
• Military education / experience would be a plus
• 10 years’ minimum experience in international sales / business development within the aerospace and defence sector, and 5 years in a Senior Business Development Manager or Sales Director role for a large corporate
• Experience in Sub Saharan Africa is essential
• Experience in technology transfer programmes, localisation projects and capacity development

Key Skills

• MS Office: Expert Level, especially in PowerPoint for presentation and Excel in budgeting.
• Strong negotiator with proven track record
• Deal architect and ability to design new structures to meet customer requirements to enhance probability of success, this can include innovative funding structures to support the sale effort.
• In depth knowledge of Defence products across the land, air and sea domains
• Confident public speaker with experience in having delivered presentations, keynote addresses to large senior audiences within the aerospace and defence landscape
• Proficiency in the English language

#EDGE