Business Development Manager - West Africa at Burn Nigeria

About the Role

• Burn is seeking a highly motivated and strategic New Business Development Manager to spearhead our expansion efforts in West Africa. Based in Lagos, Nigeria as the manufacturing facility is in Kano, this role is critical for identifying new business opportunities, establishing strong relationships with key stakeholders, and driving revenue growth across the region.
• The ideal candidate will have a deep understanding of the rest of the West African market, exceptional business acumen, and a proven track record in business development.
• You will work closely with BURN’s Commercial team in Nairobi, Kenya and Lagos, Nigeria to maximize BURN’s success in winning long-term deals with strategic regional partners, resulting in hundreds of thousands of stove sales.

Duties and Responsibilities:

• Market Analysis and Strategy Development: Conduct thorough market research to uncover business opportunities in West Africa. Develop and execute strategic plans to enter new markets and enhance regional presence. Establish routes-to-market (RTM), appoint distributors/importers, and optimize value chains for product launches.
• Sales and Revenue Generation: Drive the sales process from lead generation to closure, ensuring the achievement of revenue targets. Negotiate favourable terms in contracts and agreements. Develop and manage annual business plans including budgeting, P&L, and sales operations to enhance company profitability. Monitor sales performance, providing insights and recommendations for improvement.
• Business Opportunity Identification and Evaluation: Identify and evaluate new business prospects, partnerships, and projects aligned with company goals. Create compelling business proposals and presentations for potential clients and partners. Support the Commercial team in planning, implementing, and tracking strategic projects across multiple markets.
• Relationship Management and Networking: Cultivate strong relationships with clients, partners, government bodies, and industry stakeholders. Represent the company at events, conferences, and trade shows to enhance visibility and expand networks. Collaborate closely with internal teams to align and support business development efforts.
• Market Insights and Reporting: Gather critical insights on the clean cooking sector, carbon offsetting market, BURN's distribution partners, competitor activities, and broader aid and development landscapes. Regularly produce detailed analytical reports, ad-hoc research papers, and monthly forecasts to optimize distribution activities and inform strategic decision-making.

Skills and Experience:

• Educational Background: Bachelor’s degree in business administration, Marketing, or a related field. A master’s degree or relevant professional certifications are advantageous.
• Experience: Minimum of 5 years of experience in business development, sales, or a related role within the West African market preferably from the FMCG industry with a Distribution/Channel sales background.
• Market Knowledge: Deep understanding of the economic, cultural, and business environment in West Africa, with a focus on Nigeria.
• Attributes: Entrepreneurial mindset, proactive approach, and the ability to thrive in a fast-paced, dynamic environment.
• Financial and Market Acumen: Possess extensive expertise in Profit & Loss (P&L) management, Route-to-Market (RTM) strategies, value chains, pricing dynamics, and import/export regulations.
• Language Proficiency: Demonstrate fluency in French, alongside proficiency in English and other regional languages.
• Analytical and Strategic Expertise: Exhibit exceptional analytical capabilities, strategic planning, and negotiation skills. Must be adept in utilizing Customer Relationship Management (CRM) tools and the Microsoft Office Suite.
• Customer Relationship Management: Proven ability to foster and maintain robust relationships with a diverse range of customers and market segments. Should come with a well-established client network.
• New Business Development: Over 5 years of hands-on experience in New Business Development within West Africa, with a verifiable track record of onboarding large importers and distributors to generate new business.
• Established Customer Network: Should possess a strong network of existing customers and demonstrate the ability to engage effectively with them from day one.
• Knowledge of Trade Practices: Deep understanding and knowledge of both Modern Trade and General Trade practices across West Africa. In-depth awareness of the region's cultural, economic, and business landscapes.
• Professional Attributes: Embody an entrepreneurial mindset with a proactive approach. Capable of thriving in a fast-paced and dynamic environment, demonstrating resilience and drive.