Head of Front Office - East Africa Region at Bollore Transport & Logistics Kenya Limited

Job Details

The Head of Front Office's missions is to set Regional Sales strategy with the Regional CEO and Africa HFO and build a team of Sales and Marketing experts to grow Bolloré Logistics footprint and recognition over the area

Activities :

• Sales target and marketing strategy definition
  
  • Define and own Region Gross Margin Target (i.e. Region Commercial Budget) in connection with the Countries objectives and in line with the Region CEO expectations
  • Define the overall Sales & Marketing strategy from/with Corporate/Africa Front Office and ensure actions plans together with Country HFO to achieve the targets in the all strategic clusters : Key Accounts, Field Sales priorities, Verticals, Routes, Corridors & Supply Chain
  • Define the marketing kits and action plan with the objective to achieve Region gross margin
• Sales Management
  
  • Defines Sales priorities and organization at Region Level
  • Review Sales performances versus objectives thru monthly monitoring
  • Validate hiring of Sales candidates at Region and Country level
• Key accounts management
  
  • Defines Key Accounts priorities and organization at Region Level
  • Personally drive the acquisition of designated Key accounts and ensure cross fertilization across the region.
• Supply Chain & Contract Logistics
  
  • Identify with Supply Chain managers and Key accounts managers opportunities
  • Coordinate solution / offer design and pricing with Supply Chain Managers in country and Africa Supply chain team in Puteaux
  • Personally drive the acquisition of designated Key accounts and ensure cross fertilization across the region.
• Customer sales control and support
  
  • Ensure and set up customer sales support
  • Ensure control of customer satisfaction evaluation (survey, customer complains)
  • Customer relationship building with key clients
• Team Management
  
  • Validate Country Sales Incentive Scheme (commission) in line with financial objectives (Budget) and qualitative objectives (Sales Lead, Data quality within CRM…)
  • Performance Assessment
  • Team building
• System control and compliance
  
  • Supervise good use of CRM application and implement any Best Practices to ensure full Data Quality compliance at Region and Country
  • Set Country HFO responsibilities
  • ISO compliance of sales activities
• Reporting
  
  • Participate to management meeting
  • Implement monthly business Flash report
  • Budget report
• Communication: responsible for internal and external communication for the Region Front Office Team

Geographical perimeter: Kenya, Uganda, Eastern DRC, South Sudan, North Sudan, Djibouti, Ethiopia, Eritrea and Somalia.

Functional perimeter: Bollore Logistics activities in priority but considering the services/scopes at entity level under BTL as well as potential synergies, the position will link with the Bollore Ports activities (Shipping, ICD, …) in promoting integrated solutions.

PROFILE

• Degree holder in Logistics or Supply Chain Management. MBA is a plus
• Minimum 10 years' solid experience in freight forwarding &/or logistics
• Field experience in setting business strategies
• Logistics knowledge & experience
• Perfectly fluent in English, and fluent in French would be an advantage
• Excellent communication skills to overseas and customers
• Good leadership and management skill
• Ambitious & self-driven
• Strong analytical skills
• Strong business acumen
• Able to work independently & under pressure
• Proficient in MS office including Word, Excel and PowerPoint
• Good network of business contacts, familiar with local and international market and rules and regulations