The Senior Business Development Manager - Africa Sub-Region is responsible for developing and executing growth strategies across the assigned countries. The role identifies and converts high-value opportunities, develops strategic customer relationships, expands maritime and integrated logistics solutions, and builds a qualified commercial pipeline that delivers sustainable and profitable revenue growth.
The position works with country sales teams, the Chief Commercial Officer - Africa Region, the Sub-Regional Director, CMA CGM business units, CEVA Logistics and relevant Head Office functions. It provides functional leadership for sub-regional business development, leads strategic negotiations within delegated authority, and ensures disciplined governance of growth initiatives and commercial performance.
The incumbent will act as a strategic growth leader, translating market opportunities into profitable business outcomes while supporting digital transformation, customer-centric innovation and operational excellence. He/She will have regular touchpoint meetings with the leadership team in Africa Region and Head office and has ownership of all strategies related to the scope to drive overall commercial growth.
Role Details
- Reporting Line: Functionally to the Chief Commercial Officer - Africa Region and administratively to the Sub Regional Director - Africa.
- Geographical Scope: Kenya, South Sudan, Uganda, Tanzania, Rwanda, Burundi, Ethiopia, Somalia, Eritrea, Djibouti, Zambia, Malawi, Mozambique, Zimbabwe, South Africa, Botswana, Eswatini, Lesotho, and Namibia.
- Duty Station: Nairobi, Kenya.
- Travel Requirement: Regular travel across the assigned sub-region is required.
Key Responsibilities
Strategic Growth and Market Expansion
- Advise and assist the Chief Commercial Officer in local markets to implement global sales strategy and address issues as necessary.
- Develop collaborative working relationships within the organization in pursuit of the company’s overall business goals.
- Develop and, subject to alignment with the Chief Commercial Officer, execute the Sub-Regional Business Development Strategy.
- Identify high-growth markets, industries, and customer segments across the region.
- Develop market penetration plans for priority countries and corridors.
- Drive expansion of maritime, logistics, inland transportation, and value-added services.
- Identify opportunities for diversification into emerging growth sectors.
New Business Development
- Build, qualify, and manage a sub-regional pipeline of strategic opportunities.
- Identify, pursue, and convert new business opportunities across the assigned countries in collaboration with agency teams and local management.
- Establish clear opportunity ownership, value, probability, next actions, and expected closing dates.
- Lead strategic bids, proposals, and negotiations in coordination with relevant commercial, operational, legal, and finance teams.
- Secure regional and multinational customer contracts within the applicable delegation-of-authority framework.
- Track conversion rates, sales cycles, revenue delivery, and profitability of secured opportunities.
- Drive the development of Intra-Africa market share by identifying priority trade lanes, target markets, key customers, and high potential business opportunities across the region.
- Promote and accelerate the conversion of cargo from 20 to 40 in markets facing equipment imbalance, by coordinating push-and-pull initiatives with both POL and POD stakeholders to optimize equipment utilization and business growth.
- Drive the development of strategic verticals in each country by targeting key market players, strengthening market presence, and revenue growth.
- Develop and implement a lost customer recovery strategy, identifying key drivers, re-engaging priority accounts, and improving customer retention and win-back ratio.
Business Intelligence & Market Insights
- Monitor competitor activity, customer trends, regulatory developments, and market dynamics.
- Conduct market research, opportunity assessments, and commercial feasibility studies.
- Develop revenue forecasts, market-sizing analyses, and business cases for priority initiatives.
- Identify emerging commercial risks and opportunities and recommend appropriate action.
- Provide timely market intelligence and strategic recommendations to sub-regional and regional leadership.
Integrated Logistics & Supply Chain Development
- Drive a culture of cross-selling and upselling across CMA CGM and CEVA Logistics to maximize customer value, expand business opportunities, and fully leverage the Region’s integrated service offering.
- In collaboration with the TBL teams, develop multimodal transport opportunities along strategic corridors within the scope.
- Interrogate proposals for commercially viable warehousing, distribution, and value-added service opportunities from local teams and assist in pushing for their implementation.
Performance Management & Governance
- Establish sub-regional business development KPIs aligned with approved commercial objectives.
- Maintain an accurate opportunity-pipeline dashboard and enforce consistent reporting standards.
- Monitor performance against pipeline, conversion, revenue, margin, and growth targets.
- Conduct regular business reviews with country teams and relevant regional stakeholders.
- Report performance, risks, forecasts, and corrective actions to sub-regional leadership, the Africa Region, and Head Office.
Profile and Qualifications
- Bachelor’s degree in Business, Commerce, Marketing, Economics, Logistics, Supply Chain, or related field. MBA or Master's Degree preferred.
- At least 5 years in a regional or multi-country role in sales or senior management.
- Experience within shipping, logistics, transportation, supply chain, or multinational environments preferred.
- Understanding of macroeconomic and industry trends in the market.
- Excellent verbal and written communication skills in English. Knowledge of a local language is also advantageous.
- Strong leadership & management skills with experience to build up a team and hands-on mentality.
- Excellent analytical and organizational skills.
- High level of personal integrity and team player mentality.
- Willingness to travel regularly.
