BDM Africa Pays Francophone

CONTEXT & ENVIRONMENT

Our client is working in international health and security risk management, providing medical, security and logistics expertise worldwide, and trusted by multinational corporations, mid-size enterprises, governments, educational institutions and NGOs.

The client's Sales and Marketing teams deliver end-to-end medical and security risk management solutions to existing and prospective clients.

As part of its regional growth strategy, our client is looking to appoint a Business Development Manager – Africa Cluster (French Speaking Countries), based in Dakar, Senegal (possible to adapt depending on candidate) and reporting to the Sales Manager – Africa. 

The role's primary mandate is to build a healthy new-business pipeline and grow existing accounts with untapped potential, with a strong focus on multinational and global companies established in Africa across manufacturing, energy, mining, renewable energy, infrastructure and corporate (IT / Telecoms / Banking) segments.

MAIN RESPONSIBILITIES

Business Development (Acquisition & Growth)

●       Identify, develop and secure new business opportunities across target segments to achieve revenue objectives.

●       Build and grow relationships with new and existing clients, locally and globally, through strong understanding of their markets and needs.

●       Lead proposal generation, pricing and contract negotiations, maximising cross- and up-selling of the client's full range of services.

●       Support key account management for strategic clients with strong growth potential, and develop cross-border sales opportunities with other regions.

●       Conduct ongoing market and industry research to identify opportunities and anticipate client needs and buying trends.

●       Build credibility with prospects through strong industry knowledge, and align service offerings with client needs to build and forecast a robust sales pipeline exceeding budgeted targets.

Account Management (Renewal, Up-Selling, Cross-Selling)

●       Drive profitable growth through up-selling and cross-selling within the designated client base.

●       Maintain an active client visit plan to support retention, renewal and account extension.

●       Organise and follow up Quarterly Business Reviews (QBR) for strategic clients.

●       Manage renewal negotiations, pricing, complaint handling and service recovery, and oversee the end-to-end renewal and invoicing process in line with KPIs and audit requirements.

CRM & Data Management

●       Keep the CRM system accurate and up to date in real time — pipeline, activities, contacts, accounts and opportunities — including relevant client information (medical aid, insurer, TMC) and contract documentation.

Financial Responsibilities

●       Oversee administrative and financial activities for new business, extensions and renewals within the allocated portfolio, ensuring accurate and timely invoicing.

●       Support collection on overdue accounts (60+ days).

Quality of Service Management

●       Liaise between delivery teams and clients to ensure quality delivery from implementation through to final invoicing.

●       Maintain accurate, up-to-date client and administrative data in the CRM, keeping operational information (authorised persons, emergency contacts, insurer interfaces) aligned with audit KPIs.

●       Provide feedback to optimise Sales and Marketing processes.

Internal Stakeholders

●       Develop and execute a quarterly sales action plan to meet sales and cross-border targets, and support the Sales Manager in maintaining the regional Business Development roadmap.

●       Develop sales/account plans per prospect and client, defining market strategy, competitive landscape and key contacts.

●       Support budgeting and forecasting for the designated portfolio, and keep CRM documentation of client visits and major events accurate.

●       Track performance against objectives monthly and implement corrective actions as needed.

Marketing

●       Work closely with marketing to align efforts with sales objectives, propose new business and client communication strategies, and ensure representation at relevant industry events.

General Responsibilities

●       Build relationships through regular prospect and lead engagement, and support pricing/contract negotiations as an escalation point for disputes.

●       Ensure client proposals meet professional standards and company policy, seeking approvals for non-standard terms.

●       Support prompt client payment within credit terms, acting as a strong ambassador for the client's values.

●       Maintain a consultative, win-win approach to client relationships, leveraging Subject Matter Experts as needed.

●       Travel frequently to visit prospects and clients.

CANDIDATE PROFILE