Business Development Manager

About the Role

The role is to build and run a safe, compliant and commercially disciplined operation in African countries. It covers fleet deployment, customer contracts, collections, asset protection, and regulatory and government relations. The role also involves establishing a capable local organization and durable partnerships, so that the country becomes a reliable and scalable platform for the Group’s regional expansion.

The role combines hands-on commercial leadership with managerial, administrative and supervisory responsibilities. The incumbent is expected to personally drive critical business initiatives, develop strategic customer and partner relationships, and resolve complex commercial and operational matters. The incumbent will also establish an effective local organization, implement robust processes and ensure disciplined execution through the local team.

Key Responsibilities

Strategy and Business Growth:

• Develop, implement and regularly review the business plan, including fleet growth, revenue, profitability, utilization, portfolio quality and cash-flow targets.
• Monitor financial and operational performance, identify deviations from targets and ensure timely corrective actions.
• Identify and assess opportunities for expansion into new customer segments, geographic markets and additional Group business lines.
• Prepare periodic business reviews, forecasts, investment proposals and management reports for Group leadership.

Commercial, Customer and Partner Management:

• Lead negotiation and approval of client agreements within the Group delegation of authority, ensuring terms protect margin, assets and cash flow.
• Personally manage relationships with strategic customers and participate directly in major negotiations, contract structuring and resolution of material commercial issues.
• Set and uphold customer-service standards for onboarding, support and claims handling.
• Develop, test and implement new business products tailored to local market conditions and customer requirements.
• Establish and develop the local network of vehicle dealers, distributors, insurers, maintenance providers, telematics companies, recovery agents and remarketing partners.
• Supervise day-to-day interaction with suppliers and service providers, and implement procedures for supplier selection, contracting, performance evaluation and cost control.
• Oversee customer relationship management, contract renewals and service quality.

Fleet Operations, Asset Protection and Service Delivery:

• Direct vehicle acquisition, deployment and disposal so that the fleet is available, roadworthy and fully documented at all times.
• Supervise fleet utilization, vehicle condition, GPS monitoring, preventive maintenance, insurance claims and asset recovery activities.
• Oversee contract performance, collections and repossession processes to keep arrears and default rates within Group risk appetite.

Financial Performance, Governance and Compliance:

• Own the budget, forecast and monthly results; control operating costs, working capital and foreign-exchange exposure; and report accurately and on time to Group Finance.
• Supervise local accounting, payments, procurement, contractual administration, statutory filings and other administrative functions.
• Coordinate audits, regulatory inspections and interactions with external advisers.
• Ensure compliance with local company, tax, labour, customs, vehicle-registration and data-protection laws, and with Group policies on KYC, anti-bribery and ethics.
• Represent the Group before ministries, regulators, municipal authorities and industry bodies, securing licenses and approvals.

Financing and Financial Institution Relationships:

• Build and maintain relationships with local banks, financial institutions and potential funding partners.
• Participate in the origination, structuring and negotiation of local financing arrangements to support fleet expansion and working-capital requirements.
• Coordinate financing proposals, projections, documentation and lender requirements with Group Finance and Legal.
• Supervise the administration of local financing facilities and timely reporting to lenders.
• Identify opportunities to improve financing terms and diversify funding sources.

People, Organization and Representation:

• Build, lead and develop a high-performing local team with clear accountabilities, performance objectives and succession for critical roles.
• Apply Group HR policies and local labour law consistently, and promote local employment, training and supplier development in line with the Group’s in-country value commitments.
• Represent the Group in dealings with government authorities, regulators, financial institutions, commercial partners and industry organizations.
• Protect the Group’s reputation and promote its commercial interests through professional and responsible representation.
• Perform any other related duties assigned by the Head of Automotive Business.

Qualifications and Requirements

Education

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering, Logistics or a related discipline. A Master’s degree or MBA is preferred.

Languages

• Bilingual in English and French (spoken and written).

Experience

• 7+ years of progressive experience in fleet leasing, automotive, mobility, logistics, asset finance or a related asset-based business, including 5+ years in a general management, country or business-unit leadership capacity with full P&L accountability.
• Proven track record of scaling and optimizing an established business in West Africa or a comparable emerging market, including direct engagement with government, regulators and local partners, while reporting to a group head office.
• Experience managing contract-based asset portfolios (vehicle leasing, rent-to-own, hire purchase), including credit risk, collections and asset recovery.