Vice President: Capability Commercial Business Development – East Africa At DP World

About the job

Job Function

Define the SSA (East Africa) capability business development and sales strategy along with a focused set of priorities. Will be instrumental in growing our existing offering within an end-to-end supply chain (across multiple capabilities inclusive of P&T). This role will be responsible for the leadership, strategic alignment, business development (revenue growth) and commercial coordination within the DP World SSA (East Africa) portfolio and will work closely with business and capability leaders to develop end-to-end solutions and products for our BCO’s and principals.

Key Performance Areas:

• Lead the creation, implementation, and oversight of a comprehensive business development and sales strategy for the SSA capability in DP World SSA. This includes identifying new geographies, new markets in existing geographies and existing market opportunities, correctly defining the capability basket for each region and how we will gain market penetration, customer growth and retention through cultivating customer relationships, and driving sales growth to achieve and exceed revenue targets, active management of regional sales resources to ensure effective commercial teams.
• Develop strategies that create differentiation to competitors based on basket of capabilities and service offerings
• Foster and maintain collaborative relationships across departments and external stakeholders to align business development and sales strategies with organizational objectives.
• Serve as a point of integration between logistics and P&T commercial streams so as to ensure that there is a consolidated regional commercial strategy which is aligned and understood by all commercial and key business resources.
• Set strategic direction for the SSA commercial capability aligned to DP World SSA, and Group strategies and KPI’s, and cascade strategic priorities into the sub-Region
• Develop and implement commercial strategies to grow the business, working closely with operational teams and relevant stakeholders to use all capabilities effectively and drive the SSA end-to-end strategy
• Establish and align the required Commercial structures for SSA to support the team’s goals and drive high performance. Ensure that the structures are correctly focused and aligned to avoid duplication and wasted efforts, whilst promoting collaboration and end to solution selling
• Turn regional strategies into clear business plans for capabilities and/or countries. Plan and execute effective sales strategies, ensuring cooperation between different teams in the sub-Region. Design and develop capability and cross-capability solutions for products that enable increased trade across the subregion, deploying sales teams accordingly.
• Oversee the accurate and timely reporting of business development and sales performance metrics for the sub-region. Prepare regular reports, analyze data to identify trends, and provide actionable recommendations.
• Collaborate with Strategic Key Account Management structure to effectively manage and nurture relationships with subregional clients.
• Oversee and guide capability sales teams, leveraging their data and insights to develop and refine products and solutions that align with market demands and drive business growth.
• Grow revenue by finding new business opportunities, building pipelines, and developing innovative capability solutions for key customers.
• Design and develop specific products that allow us to differentiate from the market given our combination of capabilities across P&T and logistics – where applicable ensure that these are integrated with trade lane strategies so as to enable the connection of SSA to the world
• Participate and support customer reviews to support and build strategic client accounts and manage strategic relationships.
• Develop strategies to penetrate key accounts, gain rates, renewal rates and client profitability. Drive customer attraction and retention strategies to improve on key accounts customers loyalty as well as existing business expansion.
• Highlight and develop leads for solutions team, inclusive of client readiness, data availability and the required local knowledge- facilitate the efficient execution (sell, design, commercialize and implementation) of large commercial solutions.
• Where required be the custodian of post implementation reviews ensuring that desired solution (internal and external) – has been achieved
• Understand the customer’s business (strategically, operationally, financially) and their buying process to identify all influences and requirements. Identify and develop relationships with key decision makers at all levels within a customer.
• Integrate with key commercial strategic projects to deliver targeted outcomes
• Develop tender and contract management processes to protect margins and support regional and global RFP processes.
• Manage RFPs for new business and renewals of existing business. Ensure comprehensive, accurate, and compelling responses to RFPs that address client requirements. Facilitate effective collaboration between internal teams, including business development, costing, finance, and operations to ensure that RFPs are submitted timeously.
• Ensure all RFP responses comply with company policies, legal requirements, and industry standards.
• Support the management of strategic client contracts, including changes in scope, terms, rates, and service agreements.
• Identify and analyze specific products, trade flows, and customer data in monthly reports to facilitate regional connectivity and strategic planning.
• Continuously evaluate industry, market and technology trends to assess the potential impact on business opportunities.
• Make recommendations and drive key projects to leverage opportunities Pro-actively work with leaders to ensure that the positioning of capabilities is clear and defined to maximise growth opportunities.
• Drive awareness of solution features, capabilities and outcomes to enable strong value for clients and drive meaningful growth and profitability for the sub-Region Own the sub-Regional Commercial innovation agenda and the new solution development process and evolve the client’s perception of DP World’s ability to innovate.
• Align processes and exchange across the sub-Regional commercial team to ensure all opportunities are captured and cross selling is maximised
• Manage the SSA (East Africa) Commercial budget to ensure that the strategic deliverables are adequately budgeted for
• Analyse monthly financial performance indicators and trends, make necessary adjustments to ensure profitability for the Region, and submit required reports timeously
• Lead the DP World HR agenda, including the effective management of workforce planning, recruitment, learning and development, performance management, reward and recognition, talent management, and employee relations in line with Group policies and procedures
• Drive the development of a healthy, high-performance culture across the Commercial capability, in alignment with DP World cultural objectives.

Qualifications Required:

• Relevant post-graduate degree

Experience and Skills Required:

• Have a minimum of 15 years’ experience within the transport, logistics, or supply chain industry
• Significant sales experience across multiple capabilities and with a proven success of selling integrated end to end solutions
• Work experience in relevant SSA sub-Region
• Exposure to and working knowledge of all facets of contractual requirements

About DP World

Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally.

With a dedicated, diverse and professional team of more than 111,000 employees from 159 nationalities, spanning 77 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that’s fit for the future.

We’re rapidly transforming and integrating our businesses — Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.

What’s more, we’re reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we’re at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimising disruptions from the factory floor to the customer’s door.

DP World is on a mission to transcend boundaries and bridge the gap between all nations and cultures – not just in what we do but also in how we behave.

WE MAKE TRADE FLOW TO CHANGE WHAT’S POSSIBLE FOR EVERYONE.

EEO Statement

DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion, or belief.

By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.

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