This document describes a job posting for a Manager Business Development position in Sub-Saharan Africa for CHEP. The role would be responsible for identifying new growth opportunities, supporting geographical expansion into new countries, and delivering sustainable revenue and profit growth through business development initiatives. Key responsibilities include managing business development teams, developing customer proposals, researching new markets, and establishing partnerships. Qualifications sought include experience in new business development, solution selling, and people management skills.

1. CHEP is on an exciting journey to entrench our footprint firmly in the Supply Chain industry in
The Sub Saharan region. We need a leader with drive and vision to make it happen.
The Manager Business Development SSA will play an integral part in retention and
introduction of new business.
Position Purpose
 In conjunction with the Director Business Development, support, identify and challenge the business
development and customer facing functions to identify and deliver significant and sustainable profitable new
business growth for the organisation through the entry into and full development of previously untapped
markets and introduction of new products and services
 Support the Geographical expansion of the Sub Saharan Africa Business by identifying countries for entry,
designing and executing entry strategies for each unique country and leading the business development
initiatives after entry.
 To establish and execute a roadmap of further development within new strategic customers
 To play pivotal role in transforming the business development function into an organisation that delivers
excellent service and exceptional value to its customers
Responsibilities
Deliver Growth:
o Enable and deliver sustainable growth in line with the company targets and objectives
o Manage the Business Development team to ensure efficient movement of projects through the different
stages of the sales funnel.
o Programme manage new business development projects in targeted markets to deliver significant profitable
growth
o Oversee new client proposals and pricing
o Ensure follow through on continuous improvements and growth areas identified in new customer wins to
fully develop the CHEP service offering from entry to full pooling.
Identify new growth Areas:
o Analyse and Identify markets to target sales efforts in order to deliver sustainable new business growth
Innovation:
o Lead Horizon 3 projects to identify source of future growth potential for the organisation
o Develop strategies to enable new market entries
Skills Development:
o Identify and Implement best practice and tools to support the solution based selling approach
o Develop objectives and metrics – clear measures of Organisational Sales performance and progress.
o Support and deploy change management – act as a catalyst and leadership example to support the
transformation in the organisation.
Geographical Expansion
 Research and Identify target countries for possible entry
 Design and execute entry strategies for target countries
 Execute approved entry strategies including resourcing and solution design for specific markets
 Identify key Industry and Government bodies and establish robust relationships within these to enable
future growth.
 Establish partnerships with complementary businesses to facilitate and speed up the modernisation of
the supply chain in Sub Saharan Africa.
 Lead and manage the regional Business Development Managers to meet growth and customer
satisfaction targets in the new regions.
 Ensure CHEP are strategically, financially and operationally sustainable and aligned to Brambles
expectations in new countries

2. Measures
 Revenue & Profit Growth.
 Customer Satisfaction.
 Employee Engagement and capability.
 Sales Productivity
Challenges
 Building commitment and engagement across the whole organisation.
 Balancing long term goals with short-term targets
 Standardisation across multiple industries
 Matrix reporting can result in competing objectives or policies
 Making tough decisions on projects which do not follow the corporate methodology
 Balancing and managing conflicting priorities
 Managing change / challenging the status quo
 Operating in 3rd
world markets with little or no infrastructure support
 Finding alternative solutions for entry into previously closed markets
Qualifications
• Education: Bachelor’s degree (Commercial preference)
• 5 years or more managerial level leadership experience
• Training: Certification at the Six Sigma Blackbelt level (DMAIC, DFSS, SPC, DOE, Lean) (M); ISO (D);
Lean (Desired)
Experience
 Proven New Business Development Experience – At a Senior Level
 Solution Selling
 Strong People Management
 Proven Sales Funnel Management/Sales Tool/Methodology management – Miller Heiman Preferred
 Highly Effective planning, organising and resource co-ordination skills
 Superior interpersonal and presentation skills, excellent verbal and written English
 Ability to work without constant management and guidance
 4-5 years extensive and proven use of Six Sigma and Lean methodologies in a business role
 Project management experience (desired)
Skills and Knowledge
 Computer: M/soft office, Minitab, Project Management
 Personal: Strong leadership skills & capabilities; Team player; demonstrable ability to influence policy &
strategy across teams; worked successfully in matrix structures; change facilitator; Communication;
experience with Six Sigma deployment preferred
If this sounds like a challenge that excites you? Please forward an Updated Cv in word format to :
Rhoda.murugan@chep.com by 5 July 2017
Disclaimer
Individuals fraudulently misrepresenting themselves as [Brambles/CHEP/IFCO] representatives have
scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity
theft or solicit money. [Brambles/CHEP/IFCO] never conducts interviews via online chat or requests
money as a term of employment. If you have a question as to the legitimacy of an interview or job offer,
please contact us at recruitment@brambles.com.