AGL (Africa Global Logistics), the reference multimodal logistics operator in Africa, is part of the MSC family. With 23,000 employees in 50 countries, the company connects Africa to Africa and to the rest of the world. AGL relies on its 250 subsidiaries in Africa, Haiti, Timor and Indonesia to provide port, ocean, logistics and railway solutions.
The Business Development Manager role is based in Nairobi and reports directly to the Commercial Manager for Kenya. The overall purpose of this position is to grow AGL's market share and Gross Margin objectives within the region.
Key Responsibilities and Tasks
Customer Knowledge and Key Account Management:
- Consolidate and update customer knowledge, including identifying key decision-makers, influencers, volume potential, incumbents, industry challenges/opportunities, and strategic expectations, while monitoring AGL performance.
- Act as the main entry point for AGL into key accounts.
- Secure approved/preferred vendor status from Key Accounts.
Sales Strategy and Execution:
- Set Goals for developing AGL market share and profitability through customer operations across the network.
- Develop and implement the sales action plan, including monitoring the dedicated sales team.
- Review AGL performance and quality indicators which have been contracted with customers.
- Plan and monitor growth with the dedicated network sales team, aligned with customer flows.
- Optimize sales awareness and development within the network through effective use of CRM.
- Lead direct actions with identified customer interlocutors.
- Develop business that currently does not exist within the AGL portfolio.
Contract and Pricing Oversight:
- Define operational and pricing procedures and exercise authority over agencies to ensure their application.
- Plan monthly meetings to pilot growth and sales activities.
- Lead global tenders and participate in sign-off with respective parties in operations.
- Design and present global tenders to customers, supported by AGL functions and expertise.
- Call on the corporate steering committee to arbitrate financial, sales, or operational disputes linked to international contract management.
Required Profile and Qualifications
- Business Degree.
- Diploma in Sales & Marketing or equivalent.
- MSK/CIM membership (Marketing Society of Kenya / Chartered Institute of Marketing).
- Demonstrated knowledge of the freight industry.
- Five years of experience in the logistics or Fast-Moving Consumer Goods (FMCG) industry.
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