Market Leader - Morocco

Job Title: Market Leader – Morocco 

Reporting to: Managing Director – Africa 

Company; Trapeze Group

Direct Reports: None 

Date Developed: April 2025 

Purpose of the Role 

We are looking for an Market Leader to lead our expansion into Morocco. Responsibilities include developing strategies for market entry, aligning global and local strategies, and building relationships with local stakeholders. The role requires adaptability, entrepreneurial spirit, financial acumen, and a thorough understanding of Moroccan market dynamics, customer acquisition, and operations. The candidate will lead a sales team, create go-to-market strategies, form partnerships, manage P&L and drive revenue growth in Morocco. 

The champion will be responsible for cultivating leads and generating opportunity pipelines by creating high quality sales proposals and closing orders based on the initiative milestones. This role will partner with product experts to schedule and conduct needs analysis and follow Trapeze’ Value Based Selling model. 

This senior level role will be familiar with the Trapeze African product range and will build an excellent understanding of the Moroccan public transport market, developing strong professional client relationships at a senior level and identify strong local partners to support our Moroccan strategy. 

Key Duties and Responsibilities 

Reporting to the Managing Director, Trapeze Africa and working collaboratively as part of a cross-functional team, undertake the following high-level responsibilities in a professional manner: 

Market Entry Strategy: Lead the creation and implementation of the market entry strategy for Morocco. This includes identifying key market opportunities, conducting detailed market research and competitive analysis, and developing a go-to-market plan. 

P&L Management: Take full ownership of the Profit & Loss (P&L) for the Moroccan market. This includes tracking revenue and cost targets, analyzing financial performance, optimizing pricing and cost structures, and implementing initiatives to ensure sustainable profitability. 

Cross-Functional Leadership: Work closely with internal teams (Marketing, Sales, Operations, Legal, HR, etc.) to ensure that all aspects of expansion, from product localization to regulatory compliance, are executed effectively. 

Stakeholder Engagement: Build and nurture relationships with local partners, government agencies, regulators, and other key stakeholders to facilitate smooth market entry and foster long-term growth. 

Regulatory Compliance: Ensure that the company adheres to all local laws, regulations, and industry standards. Work closely with legal and compliance teams to navigate any challenges. Page 2 of 3 

Cultural Adaptation: Drive the localization of products, services, and brand messaging to resonate with local audiences while maintaining the integrity of the company’s global identity. 

Financial Oversight: Manage the approved financial model and prepare revenue forecasts and risk assessments. Work with the finance team to secure the necessary resources for expansion. 

Operational Setup: Oversee the establishment of operations if necessary, including setting up local offices, hiring local talent, and ensuring operational readiness. 

Performance Tracking: Review key performance indicators (KPIs) for market entry and monitor progress against approved initiative targets, adjusting strategies as needed. 

Team Development: Build and lead a team of local and international professionals to support the expansion efforts, ensuring the team is aligned with the company’s values and goals. 

Sales Management: Manage the complex sales cycles of technical selling. Pursue and close new business, building trust, loyalty and solid long-term relationships with key decision-makers. Work with sales and marketing colleagues, and independently to proactively hunt for new opportunities. Prepare tender responses, including win and pricing strategies. Develop and maintain Account Plans to drive customer engagement planning aligned with the sales and product strategy of the account base. Manage accounts, opportunities, activities, tasks, contacts, leads, etc. in the corporate CRM. Present Trapeze, its business and products, to clients and prospective clients across the web, in the press and at industry conferences and trade shows. Lead and coordinate customer presentations, including product demonstrations where appropriate. Work closely with marketing, product, operations, and customer success teams to ensure alignment with regional needs. Provide market feedback to product teams for regional customization. 

Undertake any other reasonable tasks consistent with training and skill levels required for this position as requested. 

Education and Experience 

* Bachelor’s degree in Business, Marketing, or a related field (MBA preferred). 
* 8+ years of sales leadership experience in B2B environments, preferably in the People Transportation sector. 
* Proven success in opening and growing new geographic markets. • Proven ability to deliver or overachieve on quarterly and annual sales targets. 
* Proven P&L management experience. 
* Demonstrated understanding of how to conduct business in Morocco. 
* Proven track record of building strong relationships and ability to use interpretative skills to understand and relate industry/client requirements are essential 
* Demonstrated pre-existing relationships in the market with contacts that can open doors into current government run transport organizations 

Personal Attributes 

* Proven track record of successfully leading market expansion projects or business development in multiple countries. 
* Excellent project management skills with the ability to manage multiple complex projects simultaneously. 
* Exceptional communication, negotiation, and interpersonal skills. 
* Strong financial acumen with the ability to analyze and interpret P&L statements, manage budgets, and drive profitability. 
* Strategic thinking and business insight to balance growth initiatives with cost efficiency and long-term financial sustainability. 
* Ability to work independently and thrive in an ambiguous, rapidly changing environment. 
* Proficiency in English, French and Arabic. • Highly skilled at influencing, teaching, and motivating others towards accomplishing a common goal 
* Entrepreneurial mindset with a passion for international growth and expansion. 
* Strong problem-solving skills and an ability to adapt to new challenges. 
* Resilient and able to handle setbacks or challenges during market entry. • Expertise at applying adopted sales stage methodologies to ensure maximum revenue is generated from every opportunity created and be willing and able to share this knowledge with others 
* A passionate ‘can-do’ mindset focused on understanding and addressing customer needs. 
* Skilled at logically communicating technical information and ideas to all stakeholders so others will understand 
* Skilled at successfully working and promoting a client's environment and requirements internally within inter-functional groups 
* Excellent written and verbal communication skills, and well developed inter-personal skills 
* Excellent presentation skills 
* Skilled at working effectively both independently and in a team environment with a co-operative approach to “go the extra mile” to achieve results 
* Positive attitude, self-motivated, organized and innovative 
* Mature and professional approach to work with an ability to instil a high level of confidence with others 
* Excellent troubleshooting and problem-solving skills within a multi-facetted environment 
* Highly competent at working with Marketing to build pipeline and enhance the sales funnel 

Travel 

* The position will require extensive travel within the region. 
* Some overseas travel (outside of Morocco) will be required from time-to-time. 
* All air travel is economy class.