GPN Sales Executive - West Africa

Do you want to be part of creating a safer world? Without thinking about it, you meet us in your everyday life – at home, in transit and at work. We are at the airport, where you commute, where you work, play and shop. Diverse in our offering, our customer outreach and in our mindset, Gunnebo is leading the transformation of the security business through digitalization and connectivity for the continuous development of smart entrance control and safe storage solutions.

If you are passionate about being part of an exciting transformation journey working with a global, multi-cultural and highly motivated organisation this is the opportunity for you.  Gunnebo is small enough to see your ideas come true, and big enough to realize your career goals.

About The Role

The overall objective of the GPN Sales Executive is to promote Gunnebo’s range of products and secure major projects within an allocated geographical area. 

You will be responsible for searching and managing opportunities in West Africa, as well as establishing and supporting Partner/Partners and Key Accounts located within the area.

What You Will Do

• Partnership Network Setup and Development
• Set geographical target to set up partner presence
• Select / choose suitable partner in selected countries
• Define the level agreement of chosen partner
• Seeking opportunities for business development within a defined area or sector in each territory

Partner/Partner Management

• Develop, service, and grow relationships with Gunnebo partners
• Maintain effective working relationships with current partners
• Lead regular onsite meetings and conference calls with partners
• Proactively assess, clarify, and validate partner needs on an ongoing basis
• Train partners to ensure continual improvement in sales, capability, knowledge, performance and profitability
• Developing sales strategies - set and enforce sales goals with partners
• Support Partners with client offers
• Through Key accounting, coordination, support and direct involvement in key projects he/she will insure continuous profitable growth of sales with each partner. 
• Monitor lead pipelines
• Driving peak performance and sales success across each partner
• Develop an accurate and realistic annual budget plan and monitor performance to budget with partners
• Prepare monthly sales forecasts for upcoming three to six months
• Set up KPIs according to partner level classification and Sales Enablement & Marketing Strategy and goals
• Set up regular partner performance follow up online and onsite visit meetings
• Annual (re) classification of partner according to KPIs goal and global scoring
• Release non-performing partners if appropriate
• Ensure Partner’s compliance with Gunnebo contract and best practice
• Implement marketing plans set out by the Partner marketing team
• Attend local trade exhibitions
• Update Partners on new product development

Market Awareness

• Global and local market awareness (economical, political, risk assessment…)
• Map key projects/segments and relevant stakeholders/influencers within the area as well as a strong understanding of the local environment and routes to market
• Gather market information, competitor analysis, market needs and new product requirement and present it in a structured and analytical way to the relevant department to insure continuous improvement of the offering and its positioning 

Key Account Management

• Following the identification and assessment of key partners, he/she will create or reinforce existing relationship with key stakeholders (system integrators mainly) within the region and manage alliances against specific projects

Mass Transit

• While Mass Transit projects are managed by a dedicated team within Gunnebo Entrance Control, the you will support mapping of key mass transit projects and relevant stakeholders / influencers within the GPN geographical area
• Coordinate activities with the relevant Global Mass Transit partner and/or Partner (when directly involved) and will ensure that the best approach and support is provided to secure mass transit projects within the GPN geographical area.
• GPN sales executive will support the Mass Transit project teams, by managing customer expectations and satisfaction during the implementation whenever necessary.
• Technical and bid management support against specific project whenever necessary.

Who we are looking for

• Significant, proven experience as a business development manager, sales executive or a related role
• Proven sales track record
• Experience in customer support
• Ability to build rapport and adapt to different cultures and backgrounds
• Initiative and good decision-making skills
• Project management skills
• Extensive knowledge of East African market
• Strategic and analytical thinking skills
• Communication and negotiation skills
• Time management and planning skills
• Fluent in English and French
• Market knowledge in access control system/security solution
• Able to travel globally

Why join us

Are you passionate about sustainability, innovation, safety and collaboration? Our employees have ideas on how to build a safer and more sustainable tomorrow and the drive and passion to realize them. Our attention to societal trends, and our ability to translate these into business opportunities, alongside our dedication to customers, sustainability and digitalization have earned us a place among the leading companies in our industry.

We believe that building long-term relationships and integrity are keys to success. Performance driven by a forward-thinking attitude, passionate teamwork, and the strong will to continuously learn. If that describes you, we will gladly make way for your ambitions. From day one we support you with your personal growth, through challenging positions and comprehensive learning and development opportunities, in a dynamic, international and diverse and pro-active working environment.  Gunnebo is small enough to see your ideas come true, and big enough to realize your career goals.

At Gunnebo, we have a bigger mission, we are working For a Safer World. We welcome your application.

About Gunnebo Group

The Gunnebo Group is a global leader in security offering innovative products and services to protect and control the flow of people, and to safely secure valuables. Through our businesses Gunnebo Entrance Control and Gunnebo Safe Storage we offer solutions to customers in retail, public transport, public and commercial buildings, industrial and high-risk sites and banking. We operate worldwide through our 3,400 employees, 25 country locations and 10 production facilities to serve customers in over 100 markets. Together we create a safer world.

Gunnebo Entrance Control specializes in access control solutions enabling customers increased efficiency, safety and end-user experience. Our wide range of products are designed to create a safe environment without restricting freedom of movement, whether it is to enter the lobby of a company, a store, an entertainment area, an industrial area and public transport. We shape the future of people flow management.

Gunnebo Entrance Control is an equal opportunity employer. We know that great minds don’t think alike, and it takes all kinds of minds to make our products so unique. We welcome applications from all backgrounds and employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other any other dimension of diversity.