{"id":4168224,"url":"https://alion.io/job/novity-responsable-commercial-grands-comptes-b2b","title":"Responsable Commercial Grands Comptes & B2B","company":{"id":3896082,"name":"Novity","domain":"novity.io","url":"https://alion.io/company/novity-io","size_band":"51-200","is_staffing_agency":false,"employer_type":"services","is_intermediary":false,"listed_via":null,"ats_vendor":"Recruitee","truth_index":{"grade":"B","score":79,"open_postings":6,"ghost_share":0,"stale_share":0.833,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-14T05:58:10Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Antananarivo, Madagascar"],"countries":["MG"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-09T13:14:18Z","employer_posted_date":"2026-10-09","last_verified_at":"2026-11-14T14:00:02Z","board_verified":true,"closed_at":null,"days_open":36,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":36},"description":"Contexte :\nActeur innovant dans la transition et l'inclusion énergétique à Madagascar, Home Power s'engage à proposer des solutions énergétiques accessibles, durables et réfléchies pour répondre aux besoins de chaque clients particuliers, PME et grandes entreprises avec des solutions techniques à forte valeur ajoutée.\nHome Power entame sa quatrième année d'existence et entend accélérer sa croissance de façon très significative.\nDans cette perspective, nous recherchons notre futur « Responsable Commercial Grands Comptes & B2B ».\nMissions principales :\nDévelopper un portefeuille grands comptes et ouvrir de nouveaux clients B2B.\n\nIdentifier et qualifier les opportunités commerciales, que ce soit par la prospection ciblée, le réseau, les appels d’offres.\n\nMener des ventes complexes de bout en bout : découverte, solution avec l’avant-vente, proposition de valeur chiffrée (ROI, coût total), négociation et closing.\n\nContribuer à la stratégie commerciale et à l’évolution de l’offre : retours terrain, veille concurrentielle et analyse du marché.\n\nEffectuer un suivi proactif tout au long du projet jusqu'à la mise en service.\n\nTenir un tableau de bord complet et effectuer des reportings réguliers.\n\nRequirements\nFormation supérieure en commerce, gestion ou ingénierie.\n\nExpérience commerciale confirmée d’au moins 5 ans en vente B2B, dont 2 à 3 ans en gestion de Grands Comptes ou en ventes complexes (cycles longs, plusieurs décideurs, projets à forte valeur).\n\nVéritable profil de chasseur commercial : prospection proactive, constitution d’un portefeuille, persévérance sur des cycles de vente longs.\n\nAisance réelle face aux comités de direction et aux directions achats.\n\nMaîtrise des appels d’offres et de la négociation de contrats.\n\nCapacité à vulgariser une solution technique en arguments business.\n\nBon relationnel et sens de l'écoute\n\nExcellente capacité de communication en malgache et en français, à l'écrit comme à l'oral","description_format":"text","description_chars":1944,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"master","optional":false},"security_clearance":false,"languages":[{"language":"French","level":"All levels","optional":false}]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["IT Outsourcing & Dedicated Teams","Custom Software 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