Our client offers one of the most extensive services and products portfolio on the market, combining comprehensive solutions and services for agriculture and chemical products for industries in Africa.

We operate currently from seven African countries: Angola, Burkina Faso, Cameroon, Côte d’Ivoire, Madagascar, Mali and Senegal.

They share the belief that agricultural self-sufficiency and local industry stimulation is the key to Africa’s development. They are committed to be part of the continent’s transformation dynamic and to contribute to the UN Millennium Development goals.

To this end, we focus on offering efficient, quality and sustainable agricultural and industrial chemical solutions for our clients where they operate, to ensure stable productions and to improve yields.

We are now recruiting a Regional Business Manager Industrial Chemicals based in our offices in Douala, Cameroon.

Role

In order to position the company as the leading chemical distributor in Cameroon, your prime role is:

to determine and manage the optimal commercial structure for the Industrial Chemical Business Unit;
drive growth & sustainable value creation for the RBU, through an entrepreneurial mind set;
to have a perfect understanding of the value creation concept: Δvalue (CM x 4–Receivables –Inventories), where the commercial margin is defined as Sales – Cost of Goods - Distribution Costs - Selling Costs (incl. the salaries of the sales team).

Your main accountabilities are:

Understanding the industrial structure of the market, assess & decide with the Business Line Director (BLD) in what segment the company wants to be active or not;
Transfer market presence into value creation by driving price, volume, receivables and inventories;
Build a pipeline of opportunities (segments & products) that will drive the success of the company on the long term in the region and underbuilt these with a business plan;
Implement with an entrepreneurial focus the group industrial chemicals’ strategy

Accountabilities

Customer Management:

Develop, optimize, and manage your customer portfolio. Follow up on financial capability (receivables, credit terms, financial statements) and their reach.
Develop and manage key accounts, incl. regular visits – technical assistance, receivables, share of wallet development actions,
Manage Key Accounts & Multinational Companies’ development in the country together with the BLD

Supply and Inventory Management:

Ensure actual and plan future volume through the S&OP cycle based on forecasted sales

Business development

Build business plans for new market segments (incl sales force structure, customer segmentation, ideal product portfolio, commercial strategy and Route To Market (Cost and Freight (icoterms), drop shipment, ex stock sales)
Map, assess and understand what competition is doing in the region
Anticipate & define actions to counter competitions’ positions / actions

Financials

Plan, forecast and drive achievement of short (rolling 18 months) - and long-term (2-3 year) price and volume objectives (sales and margins)
Analyze and interpret P&L, balance sheets of customers, competitors and projects
Ensure strict credit policy and receivables management

Team Management:

Define sales operations, monitor/control the activities of the Industrial Chemicals’ team (objectives, weekly/monthly report, etc.)
Motivation, Mentoring and coaching of the team for attaining desired objectives
Sales incentives calculations
Take corrective actions

Candidate profile:

Master in chemistry - economics, MBA is a plus
Experience in distribution of chemicals for construction, water treatment, food processing / agro alimentaire……
>5 years’ experience in sales management
Financial knowledge (understanding P&L, balance sheet, cash flow, …)
Prior experience in managing sales forces
Knowledge of the country’s industrial market and general chemical applications is a plus
Knowledge of the global chemical players
Entrepreneurial mind set
Leadership skills to drive, animate and coach the sales team
Deep understanding of sales techniques and sales management skills
Negotiation and Business Development skills
Client acquisition skills
Communication & relationship management skills
Fluency in French and English

Mario Tondat, Managing Director

mtondat@embark.be www.embark.be

Phone. : +32 9 238 40 39 Mobile: +32 475 55 79 27

Embark - HR Consultancy & Recruitment Services

Kerkstraat 53/001, 9070 Destelbergen, Belgium