Regional Export Sales Head - Africa

Focus Markets: Nigeria - South Africa

Department: International Business - Export Sales

Location: Gurugram, Haryana

Reporting To: Head - International Business

Role Summary:

We are seeking an experienced and results-driven Regional Export Sales Head - Africa to drive business growth with a special focus on Nigeria and South Africa. The role will be responsible for developing export sales strategies, expanding channel networks, managing key customer relationships, and delivering revenue and profitability targets. The ideal candidate should have strong experience in international business, distributor management, and market development within Africa.

Key Responsibilities:

Export Sales - Business Growth:

- Develop and execute export sales strategies.

- Achieve revenue, volume, and profitability targets through effective channel management.

- Identify new business opportunities and drive market expansion.

- Build and maintain a strong sales pipeline.

Market Development - Channel Management:

- Analyze market trends, competition, and customer requirements.

- Appoint, manage, and develop distributors, dealers, and channel partners.

- Strengthening market presence and improving channel productivity.

- Develop go-to-market plans for new products and markets.

Export Operations - Commercial Management:

- Coordinate with supply chain and logistics teams to ensure timely order fulfillment.

- Ensure compliance with export regulations and trade requirements.

- Manage pricing strategies, commercial negotiations, and profitability.

- Monitor business performance and implement corrective actions where necessary.

Customer - Distributor Relationship Management:

- Build and maintain strong relationships with key customers, distributors, and dealers.

- Negotiate contracts, pricing, and commercial agreements.

- Ensure high customer satisfaction through proactive account management.

- Resolve business and operational issues to support long-term partnerships.

Team Leadership:

- Lead, coach, and develop sales teams, distributors, and channel partners.

- Drive performance through clear targets, reviews, and capability building.

- Collaborate with cross-functional teams to ensure seamless business execution.

Trade Marketing - Business Promotion:

- Represent the company at trade fairs, exhibitions, and industry events.

- Partner with marketing teams to execute promotional and branding initiatives.

- Support digital and e-commerce initiatives to enhance market reach.

Performance Monitoring - Reporting:

- Track sales performance, market trends, and competitive activities.

- Prepare business reviews and performance reports for senior management.

- Monitor key KPIs and recommend actions to improve business results.

Desired Candidate Profile:

Education:

- Bachelor's Degree in Electrical Engineering, Electronics Engineering, or related discipline.

- MBA in Marketing, International Business, or Sales preferred.

Experience:

- 15+ years of experience in Export Sales, International Business.

- Mandatory experience in the Nigeria and South Africa markets.

- Proven track record in developing export markets and delivering sales growth.

- Experience managing distributors, dealers, and channel partners.

Skills - Competencies:

- Strong knowledge of export regulations, customs procedures, and international logistics.

- Excellent business development, negotiation, and commercial acumen.

- Strong relationship management and stakeholder engagement skills.

- Effective communication and cross-cultural management capabilities.

- Strong team leadership and people development skills.

- Data-driven decision-making and strategic planning ability.

- High level of ownership, initiative, and result orientation.

Travel Requirement:

- Willingness to travel extensively across Africa (120 days in a year).

Key Success Metrics (KPIs):

- Export revenue growth.

- Market share expansion.

- Distributor and channel development.

- Order volume and profitability.

- Customer satisfaction and retention.

- Pipeline growth and forecast accuracy.

- Market penetration across target geographies.

- New customer acquisition.