Overview

We are recruiting!

Our client in Lusaka, is looking for an Entity Business Manager to join their team for a job vacancy within the IT industry.

To apply, or for more information, follow the link below.

EBM – Entity Business Manager

Department: Business

Line manager: Regional Sales Manager

Department Manager: General Manager, Africa Distribution

Are you ready to lead and drive growth? We are seeking for an exceptional leader to spearhead our local Entity, driving engagement, success, and expansion across all fronts.

PURPOSE

  • To deliver committed revenue growth beyond market growth, i.e. taking market share from competition.
  • To deliver agreed gross margin and profitability, enabling positive cash generation.
  • To deliver on our commitments to management and shareholders.
  • To build and manage a team capable of delivering upon the company objectives.
  • To be the pivot between all internal and external stakeholders (sales, BDM, finance, CRO, HR, legal, marketing).
  • To be responsible for the financial soundness of the Entity.

ROLE DESCRIPTION

  • Compose an annual business plan.
  • Input to, and oversight of, the corresponding budgets.
  • Execute quarterly financial reviews with the Finance and Administration Manager to ensure adherence to budget.
  • Establish the local channel terms and conditions framework aligned with Group financial guidelines and plan.
  • Be an advocate for and ensure adherence to Group standard policies & procedures.
  • Understand and ensure compliancy with local regulations; identify potential risks and implement mitigation strategy.
  • Deliver high quality implementation of strategies and plans.
  • Master end-to-end inventory for predictable sales and to minimize aging.
  • Ensure employees are capable of effectively conducting their sales and marketing activities.
  • Deploy variable compensation scheme across the entity following Group central guidelines.
  • Lead recovery of all account receivables in accordance with Group finance procedures and guidelines.
  • Manage and implement Group HR policies and procedures for all HR functions.
  • Manage and control the legal function for the entity in coordination with the central legal department.
  • Act as the custodian of the entity assets, securities, and funds.
  • Timely escalation of matters concerning receivables, inventory, and resourcing.
  • Continuously, evaluate the compliance of the Group’s business and operational processes.
  • Ensure the conditions for the optimal time to market of resources and technology.
  • Establish a yearly calendar for planning sessions, business reviews, and sales calls.
  • Quarterly partner landscape reviews and take appropriate action following each review.
  • Drive robust sales management and sales forecast processes, delivering predictable revenue and cash flow.
  • Manage and be accountable for Marketing Qualified Leads (MQLs)
  • Ensure receipt and analysis of weekly sales, backlog, inventory, and receivables reports.
  • Drive forecasting accuracy and quality improvement.
  • Be accountable for teams’ productivity, sustainability, and performance.
  • Implement a system for the continuous review of resources.
  • Provide quarterly feedback to management on market, channel, category, and vendor specifics.
  • Provide mentorship, training, and professional development of team members.

DELIVERABLES

  • Yearly business plan and financial plan, with monthly milestones.
  • Yearly resources plan to support the business.
  • Weekly, bi-monthly, monthly forecast on sales.
  • Weekly inventory report.
  • Monthly report on business fundamentals (sales, backlog, net profit, inventory, receivables, cash in bank).
  • Attendance, participation of vendor activities.

KEY PERFORMANCE INDICATORS

  • Market share.
  • Suppliers’ milestones achieved.
  • Business rebates.
  • Gross profit.
  • Positive cash generation.

OTHER

  • Business travel to other countries, Group Entities, Group Hubs, Group Headquarters, and to vendors from time to time.
  • Working to an approved budget, all business-related expenses will be covered by the Entity.
  • Benefits negotiable and aligned with local norms.
  • Job progression to Regional Sales Manager or vendor Business Development Manager.

EDUCATIONAL AND PROFESSIONAL REQUIREMENTS

  • University Degree.
  • Relevant vendor certifications, no older than three years.
  • Five years’ experience in either a partner or distributor of relevant vendor goods and services.
  • High level of integrity with attention to detail, proactively solving problems and maximizing company profits.