Business Development Manager at Johnson Controls

What you will do

The Business Development Manager- HVAC & Controls systems is a key role, reporting to the Regional General Manager responsible for our operations across Africa region. You will be based in Nairobi and will be part of Kenya team that is focused on growing primarily the Controls, including the HVAC line of business to achieve our strong growth objectives. You will be responsible for building relationships with Engineers, Contractors & Owners. The Business Development Manager will actively drive growth through proactive targeting of specific accounts or opportunities, incremental to the current business portfolio. The role will expand existing relationships and create new.

The role is a senior position within the commercial organization, and it is expected that the successful candidate will hold/generate c-level relationships with target prospects and enterprise accounts. As the Business Development Manager (BDM) you will generate demand and create enabling frameworks for enterprise engagement, supporting regional/vertical sales teams to explore the created opportunity and close sales. As a self-starter the successful candidate will ensure productivity and effectiveness from all direct and indirect activities. The BDM will focus on defined high value accounts, and lead the enterprise relationship while also collaborating with local sales teams for accounts who hold local decision making responsibility as detailed below

You’ll have a professional and experienced approach to relationship development; a high degree of business acumen and an energy to engage enterprise accounts; a proven track record in influencing and creating value; a strategic approach to account planning/opportunity management and experience in managing complex procurement process and enterprise negotiations.

How you will do it

You will be responsible for bookings growth, expanding relationships and wallet share with our existing customers, growing new business and growing bookings and revenues to achieve organizational objectives. This position will play an integral part in building upon, and expanding legacy customer relationships, expanding wallet share within assigned accounts. You will be responsible for sales plan achievement of assigned geographic area for all sales activities of all Lines of Businesses and assist in ensuring we meet or exceed customer, employee and sales goal expectations. You will Partner with Sales Director and General Manager to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.

You will contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch and focus on high level customer (internal and external) networking and drive growth through collaboration and customer success, Grow and retain the recurring revenue base and associated service revenue. You will work as a team with other Regional based core and solutions sales leaders to leverage best practices and achieve company objectives and act as a direct line of support for the GM and Sales Director for all high volume related sales activities as required.

Using your extensive knowledge in HVAC & Controls systems you will develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations, Meet with key clients to assist sales representatives with building and enhancing relationships, negotiating and closing deals. Leverage this time for ride along coaching and mentoring. You will ensure that the corporate sales philosophy is executed in securing quality business approved contractual terms, and profitable pricing practices and responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

Desired Skills and Experience

What we look for

Required

• Bachelor’s Degree preferably or equivalent experience.
• Minimum 8 years’ experience in a Business development role focusing on HVAC & Controls systems in Africa Market.
• Minimum 3 years’ experience in a Managerial role.
• Demonstrated skills, ability and comfort managing a high volume/transaction sales team.
• Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.
• Able to create and develop solutions to customer needs while meeting objectives.
• Committed to developing and organizing a multi-talented team.
• Strong business acumen
• Excellent communication and team building skills with a strong understanding of inter-departmental relations.
• Proven time management skills, prioritization and delivery against deadlines.
• Valid Kenya driver’s license with clean driving record