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Business Development Manager Philips Lighting Solutions District - West Africa At Philips

Date Posted: 09/May/2014
Deadline: Not Specified

Business Development Manager Philips lighting Solutions District - West Africa


Job description


About Philips:
Philips is a multinational company with activities in healthcare, lighting and consumer life style. Philips is a public company listed at the New York and Amsterdam stock exchange. Philips is active in more than 100 countries around the globe. It‘s headquarters are in the Netherlands.
About Philips Africa:
Philips Africa comprises all 54 countries of Africa, from the Cape to Cairo, and from the Atlantic to the Indian Ocean. Philips Africa is headquartered in Johannesburg, South Africa and it has presence in seven other African countries, in the cities of Accra, Algiers, Casablanca, Cairo, Lagos, Nairobi and Tunis. Philips Africa is definitely one of the growth drivers for Philips.
Why choose Philips Lighting:
Philips Lighting is the global market leader in the lighting industry, with recognized expertise in the development, manufacturing and application of innovative lighting solutions. We offer our expertise, depth and reach across the entire lighting value chain to improve and simplify the work of our professional partners wherever our knowledge and reach can create value for them. From LED light sources to the increased role of controls to all-inclusive tailor-made solutions. Our approach is to observe and listen to people our customers, consumers and stakeholders- to ensure that what we do every day addresses their real needs and aspirations in life. Together with architects, lighting designers, city planners, public authorities, and even with consumers in their homes, Philips Lighting seeks to simply enhance people's lives with light.
Job Title:
Business Development Manager Philips Lighting Solutions (district) Nigeria
Reporting lines:
Business Development Manager Solutions (market)
Aim of the job:
Philips Lighting Solutions (PLiS) is the business program of Philips Lighting (PLi) in providing solutions beyond equipment and maintenance. Target segments are strategic customers (Governments, Communities …) and strategic business fields (Road & Street, Energy Efficiency). Projects are large in size, public or internationally funded and complex in scope. The solutions are built on bundling technology, financing and value added services. In many cases alliances will be formed with third parties to create new business models/ solutions. This will require close management of partners and relationships
The Business Development Manager (BDM) PLiS is responsible for leading the different stages of the sales process for new business with PLiS. Will act as the commercial owner for PLiS assigned deals and will engage the district sales team (incl. Philips Channel Partners) to sell innovation and world class lighting solutions.
The BDM will engage at senior level within public departments, key ministries, key infrastructure and development organizations, as well as developing long-term strategic partnerships, and managing relationships and sales along the value chain.
The Business Development Manager PLiS will closely collaborate in the acquisition phase with the District Team (District Manager, Key Account Managers, Account Managers, Channel Manager etc) and for solution and price related topics with the respective Business/ Product Managers and the Market Business Development Manager Solutions. If applicable, will work closely with the MG EM organization to drive synergies.
Key Areas of Responsibility

  • Define sales strategy and develop, implement and coordinate plan for PLiS within the district, related countries and selected accounts in alignment with the District Manager.
  • Lead virtual PLiS teams to create qualified leads, secure PLiS contracts and achieve profitable Order Intake (OIT) growth
  • Engage with C- levels (CEO, CFO ..) of local energy providers/ infrastructure providers and with decision makers on government/ community level and within local development organizations to understand business models, needs and competitive offering in the market space
  • Coordinate with Indirect Channel Manager and Channel Partners where required
  • Engage and coordinate with International Funding Manager (EAO, Washington Office etc) and Consultants to build up knowledge base on funding streams and lighting priorities
  • Manage PLiS sales cycles to secure new business:
  • Identify new project opportunities
  • Qualify identified leads on win probability and project feasibility to pursue project development
  • Develop qualified project leads and shape deals in close cooperation with customer and virtual PLi team (KAM, functions)
  • Ensure that completed quotations  are based on a solution / configuration compliant to specifications validated by the Business, and it is properly reviewed by operations (Project Management) for feasibility and accuracy prior to being issued
  • Ensure any third party product included in the solution and not part of the catalogue is properly validated for compatibility / compliance of specifications
  • Organize & manage negotiations with all involved relations
  • Closure of new PLiS contracts
  • Ensure full information exchange & activity alignment across all team members:
  • Manage virtual deal team for specific opportunity
  • Liaise with senior management (market, market group)
  • Line up partners to support specific projects, develop cooperation strategy and ensure feasible implementation
  • Develop and present individual business cases to senior management in case of important Go / No-Go decisions for customer projects
  • Responsible for handing over the project to operations and remain commercial owner during entire project delivery phase
  • Provide business progress reports to Market Business Development Manager Solution
  • Train District Manager and Key Account Management (“practitioners”) on PLiS portfolio and solution selling in cooperation with PLiS MG
  • Follow all relevant business and Q&R policies and procedures and when requested participate in reviews and follow-up actions
  • If and when required provide dedicated support for assigned solution deals to ensure timely handover of the signed customer acceptance document and support collecting Accounts Receivable (AR)

Authority to make decisions on all Philips PLiS activities in the assigned  districts/ accounts as directed by the Market Business Development Manager Solution and in full alignment with the District Manager within the district strategy and budget
Key measures

  • Customer Satisfaction (depending NPS roll out)
  • Financials
  • Order Intake
  • Reaching agreed milestones in agreed/ assigned projects)
  • Process
  • Order Intake/ Sales forecast accuracy
  • CRM (SFDC) funnel management information (accurate & up to date)

Education & Experience

  • Degree level education or equivalent
  • Experience with solution sales (Professional Services, Financial Services or Outsourcing)
  • Project finance background
  • Experience with Public Private Partnerships
  • Project management experience
  • Experience with leading a cross functional team within an international matrix organization
  • Fluent in English, verbal and written in addition to local language

Competencies required

  • Mature Commercial Professional
    • Able to act on Board of Management level (BoM)
    • Consultative selling skills
    • Excellent interpersonal and communication skills
    • Ability to close large deals independently
  • Good understanding of Financing and preferably established network (loan programs, leasing, project finance)
  • Expertise in Lighting/ Energy business
  • Understand customer’s business
  • Good understanding of Lighting business fundamentals
  • Master in Business or MBA education
  • Experience in making business plans
  • Proven strategic mindset
  • Analytical, conceptual thinker
  • Language requirement: fluent in English. French would be a real asset

Method of Application

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