Job Description
d.light is seeking a corporate sales/business development expert, with extensive experience identifying, onboarding and maintaining multi-million dollar accounts with retail and distribution partners across multiple countries. The ideal candidate would be a ‘natural salesperson’, highly motivated to achieve and exceed revenue targets, with excellent business acumen and an arsenal of sales tools and techniques that can be used to maximise the effort of the d.light Global Partnerships team. The Director of Global Business Development will be responsible for generating new revenue streams in excess of ten million dollars per year, in addition to maintaining the existing portfolio. This position requires experience in B2B sales and relationship management, preferably in developing and emerging economies. This position will require international travel, predominantly in sub-Saharan Africa.
Roles & Responsibilities
- Build a network (or preferably utilise your existing network) of high-turnover importers, distributors, and retailers currently working with fast moving electronic goods or similar in Africa, Asia and/or Latin America. Present the business opportunity of working with d.light solar products, and close high volume deals
- Manage regional business development managers to ensure resource optimisation in the identification and management of clients: scope markets, segment by chanel, connect with potential partners, qualify leads and close sales
- Assist d.light clients develop appropriate business and activity plans to maximise their reach with d.light solar lanterns, solar home systems, inverters and other products
- Liaise with existing partners and other regional stakeholders in order to serve as d.light’s voice for hardware and software roadmap planning. Align with the d.light Product and Marketing teams to ensure that existing and new partners are aware of changes in the d.light product portfolio and offering
- Participate in the d.light Senior Management Team
KPIs
- Revenue: in the tens of millions (for products ranging from $3-$500)
- New clients: diversify d.light existing base of B2B partners, by bringing in new sizeable partners
- Units: maximise the number of units sold, and thus the impact on the lives of end-users
- Cash collection: ensure timely payments from business clients
Desired Skills and Experience
- 10 years experience in B2B sales, Business Development, and Account Management. Preference of 3-5 years of these in developing and emerging economies
- 3+ years of management of a high performing sales team(s). Experience mentoring and supporting B2B sales managers to thrive and grow
- Relevant university degree(s), or additional years of experience in lieu of higher education
- P&L management experience
- Experience working with C-suite executives and closing high-value sales deals
- Strong commercial acumen, business decision making, and technical sales knowledge
- Excellent communication and relationship management skills: gregarious and charismatic
- Existing network of well resourced importation, distribution and retail players in the Global South
