Business Development Senior Manager-Africa Sub Region

Profile and qualifications:

• Bachelor’s degree in Business, Commerce, Marketing, Economics, Logistics, Supply Chain or related field. MBA or Master's Degree preferred.
  
• At least 5 years in a regional or multi-country role in sales or senior management.
  
• Experience within shipping, logistics, transportation, supply chain or multinational environments preferred.
  
• Understanding of macroeconomic and industry trends in the market.
  
• Excellent verbal and written communication skills in English. Knowledge of a local language is also advantageous.
  
• Strong leadership & management skills with experience to build up a team and hands on mentality.
  
• Excellent analytical and organizational skills.
  
• High level of personal integrity.
  
• Team player mentality.
  
• Willingness to travel.
  

Strategic growth and market expansion:

• Advise and assist the Chief Commercial Officer in local markets to implement global sales strategy and address issues as necessary.
  
• Develop collaborative working relationships within the organization in pursuit of the company’s overall business goals.
  
• Develop and subject to alignment with the Chief Commercial Officer, execute the Sub-Regional Business Development Strategy.
  
• Identify high-growth markets, industries and customer segments across the region.
  
• Develop market penetration plans for priority countries and corridors.
  
• Drive expansion of maritime, logistics, inland transportation and value-added services.
  
• Identify opportunities for diversification into emerging growth sectors.
  

New Business Development

• Build, qualify and manage a sub-regional pipeline of strategic opportunities.
  
• Identify, pursue and convert new business opportunities across the assigned countries in collaboration with agency teams and local management .
  
• Establish clear opportunity ownership, value, probability, next actions and expected closing dates.
  
• Lead strategic bids, proposals and negotiations in coordination with relevant commercial, operational, legal and finance teams.
  
• Secure regional and multinational customer contracts within the applicable delegation-of-authority framework.
  
• Track conversion rates, sales cycles, revenue delivery and profitability of secured opportunities.
  
• Drive the development of Intra-Africa market share by identifying priority trade lanes, target markets, key customers and high potential business opportunities across the region.
  
• Promote and accelerate the conversion of cargo from 20 to 40 in markets facing equipment imbalance, by coordinating push-and-pull initiatives with both POL and POD stakeholders to optimize equipment utilization and business growth.
  
• Drive the development of strategic verticals in each country by targeting key market players strengthening market presence & revenue growth.
  
• Develop and implement a lost customer recovery strategy, identifying key drivers, re-engaging priority accounts, and improving customer retention and win-back ratio.
  

Business Intelligence & Market Insights

• Monitor competitor activity, customer trends, regulatory developments and market dynamics.
  
• Conduct market research, opportunity assessments and commercial feasibility studies.
  
• Develop revenue forecasts, market-sizing analyses and business cases for priority initiatives.
  
• Identify emerging commercial risks and opportunities and recommend appropriate action.Provide timely market intelligence and strategic recommendations to sub-regional and regional leadership.
  

Integrated Logistics & Supply Chain Development

• Drive a culture of cross-selling and upselling across CMA CGM and Ceva Logistics to maximize customer value, expand business opportunities, and fully leverage the Region’s integrated service offering.
  
• In collaboration with the TBL teams, develop multimodal transport opportunities along strategic corridors within the scope.
  
• Interrogate proposals for commercially viable warehousing, distribution and value-added service opportunities from local teams and assist in pushing for their implementation.
  

Performance Management & Governance

• Establish sub-regional business development KPIs aligned with approved commercial objectives.
  
• Maintain an accurate opportunity-pipeline dashboard and enforce consistent reporting standards.
  
• Monitor performance against pipeline, conversion, revenue, margin and growth targets.
  
• Conduct regular business reviews with country teams and relevant regional stakeholders.
  
• Report performance, risks, forecasts and corrective actions to sub-regional leadership, the Africa Region and Head Office.