Global Specialist Executive Search & Career Development

CEO / GM Chemical Sales and Distribution | Africa

Leading African distribution and logistics company

Dubai, ME / Africa

  • ChemExec℠ Ref No: CX000319 | Posted date: 13/11/2017

  • Seniority: Senior Management
  • Salary: US$ Six figure base
  • Package details: Bonus and Benefits
  • Sector: Commodity Chemicals
  • Closing date: 16/03/2018
  • Client Ref: 1000898
Company Overview

Our client is an integrated end-to-end logistics provider, part of a group headquartered in Dubai, with interests in Chemicals, FMCG, Logistics, Diagnostics and Media. The company is one of the largest distributors in Africa with plans to grow sales by 500% over the next 5 years. 

Job Description

Business growth has led to the need to appoint a GM Sales and Distribution. The role will report to the Group COO and the core function is to acquire trading and distribution business as well as increase wallet share with customers. Key activities will be territory mapping, relationship management and market intelligence. The GM will act as the focal point for all chemicals sales in Africa, manage existing JV's and will build a sales team as business grows.

Existing activities lie in Egypt (chemicals sold to the paint industry) and Tanzania (chemicals sold to the mining sector). The GM is expected to develop new sourcing and supply business in other countries in West or French-speaking Africa, Cameroon, Congo, Ghana, South Africa and potentially Ethiopia.

Current products are sold into the following markets:

  • Flexible Foam
  • Paints
  • Flexible Foam
  • Inks
  • Cosmetics
  • Industrial Solvent
  • Food
  • Pharma
  • Beverages
  • Detergent
  • Soap
  • Textile
  • Water Treatment
  • Leather
  • Oilfield
  • Rigid Foam
  • Glass
  • Industrial Gas
  • Mining
  • Adhesives
  • Fertilizer
  • Plastics
  • Flexible Packaging

Key Responsibilities

Business Development Planning

  • To develop and deliver a business plan and sales strategy that ensures attainment of company sales goals, profitability and budget achievement.
  • Developing growth areas within Africa
  • Have a keen sense of market trends in the commodities business, so as to foresee opportunities and challenge
  • To lead, identify and drive the achievement of market share, market penetration, growth and results across Africa
  • Prospect for potential new clients, chemical partners and turn this into increased business.
  • Working with the management team to satisfy consumer needs, develop and nurture new and existing customers, partnerships, strategic alliances, and other market opportunities
  • Establish and monitor specific value chain based performance measurement systems

Clients Relationship Management

  • Creating, building and sustaining customer relationships, managing chemical accounts for customers and troubleshooting
  • Responsible for oversight of day to day operations necessary to sustain our client accounts and for acquiring new business opportunities with new clients.
  • Build strong relationship with the customers and maintain good revenue growth

Finance and Operations

  • Provide GCOO with advice on the financial and fiscal implications of ongoing and future business activities.
  • Ensure the delivery of high quality services while managing for current and future growth

Job Requirements

Above all you must be an energetic business professional with a passion for Africa and desire to travel extensively in the pursuit of relationship development and business growth in chemicals distribution and trading.

  • Minimum Education - professional degree or Master’s degree in Business Management or related disciplines
  • At least 10-15 years of extensive and progressive experience in Sales and Marketing of which 5 years should have been at a managerial level
  • Preferably in an organisation trading and distributing chemicals
  • Working experience in a multilateral development organization is an asset
  • Good use of judgment that relates to the business and communication decisions to core values and commercial strategy through demonstration of critical thinking in recommending appropriate commercial/business risk
  • Demonstrable experience executing organizational transformational change and improvement of processes
  • Sound understanding of the business and operational needs with proven capacity to implement progression
  • Ability to develop and leverage relationships with stakeholders to promote sustainability for the business
  • Ability to build partnerships with distributors in various countries
    Must be result oriented, self-motivated and possess the ability to combine both “hands on,” strategy and policy issues
  • Advanced ability to plan and organize, and deliver under pressure and good problem- solving, people management skills as well as the ability to prioritize and multi-task
  • Strong oral and written communication skills and the ability to deal with all levels of the organization effectively and diplomatically.
  • Proven interpersonal skills demonstrated by the ability to work in multi-cultural, multi-ethnic environment, with sensitivity and respect for diversity