Business Development Manager

We are looking to fill up to two vacancies in the role of Business Development Manager "New Business Hunters" to join the sales team. For this role, the ideal candidate will have appropriate hunting experience, track record, and knowledge of the payments industry specifically focused on B2B solutions covering EFT payments, Collections, Debit Orders, Debicheck, Verification Services, etc.

Purpose of the role:
The "New Business Hunter" is positioned to drive the acquisition of new clients and business in support of the market share and revenue growth objectives of the company. This is achieved by positioning the B2B payments platform to solve or optimize our clients' EFT payment, EFT collections, and/or consumer risk vetting requirements. The role requires an effective solutioning approach to achieve sales success. The BDM will work closely with the product and implementation teams to assist in solving client needs and deal closure objectives.

Education:
• BCom or similar qualification.
• MBA or Post-graduate degree is advantageous.
• Recognized payment industry certification is advantageous.
• National Payments System experience or knowledge is essential.

Experience:
The solutions are B2B payment solutions aimed at multi-banked Business clients i.e. Medium and Large Corporate companies across all industries who integrate via H2H connectivity to the platform in order to leverage the payment technology for the facilitation of payments and/or collection processing on their behalf via their sponsoring bank/s to their respective debtors and creditors.
• Prior experience in selling H2H and to a lesser extent online payment solutions to companies will be a distinct advantage within this role.
• 5 years or more payments industry experience is a requirement, specifically B2C and B2B EFT payments, B2C collections (Debit Orders, Debi-check, RMS, AVS, etc.).
• 5 years or more experience in selling H2H EFT Payments and EFT Collections platforms/solutions is a requirement for this role.
• 5 years or more sales experience as a "Hunter" with a proven performance track record is a key requirement (track record to be verified).
• Experience in solutions and consulting-based sales approaches with an ability to advise clients on payments, receipting, and cash flow risk optimization using our solutions will be an essential skill, once product training has been provided.

Must be skilled in the following:
• National payments system
• Selling H2H / B2B payment solutions
• New business canvasing / "hunting"
• Sales pipeline development
• Sales budgeting & forecasting
• Negotiation and deal closure
• Presentation preparation & delivery
• Proposals and report writing
• Out of the box thinking
• Analytical problem solver
• Articulate with good social skills
• Commercial business acumen
• Client & competitor research
• Solutioning & Strategic Selling
• Computer literacy (High Proficiency):
• Microsoft Word
• Microsoft Excel
• Microsoft PowerPoint
• Microsoft Outlook

Must be strong with the following:
• Customer centric & service orientated
• Target and results orientated
• Quality orientated
• Confident
• Reliable
• Positive, self-starter
• Organised
• Accountable
• Reliable and trustworthy
• Curious and eager to learn & develop
• Able to handle and work under pressure
• Persuasive and Influencing
• Emotionally intelligent and sociable
• Natural collaborator & team player
• Independent, not requiring supervision
• Intuitive, proactive and action orientated
• Ethical with strong values
• Unquestionable work ethic

Duties and Responsibilities:
• Drive the acquisition of new business (new-to-new clients and new-to-existing clients) in the achievement of annual revenue targets across the portfolio of services provided by the business.
• Without reliance on external leads being provided, proactively solicit new business through own networks, client research, prospecting, and canvasing activities i.e. "Hunter" approach.
• Invest sufficient time and energy in developing and growing own sales pipeline with sufficient depth and quality to ensure the achievement of annual sales growth targets (a good indicator is 2.5 to 3 times pipeline cover vs target).
• Manage and maintain own pipeline using the company's pipeline management and reporting tool (Pipedrive training will be provided).
• Keep Pipedrive up to date with all deals in flight and related deal status information to ensure accurate pipeline forecasting vs target and for monthly sales progress reporting.
• To drive sales through a process of consultative solutioning by first gaining a deep understanding of clients' business needs, processes, challenges, and requirements and then propose suitably tailored solutions (sometimes this might be with input from the product or implementation teams to support the sale).
• Responsible for taking charge of self-development and obtaining all the necessary knowledge and training needed to enable the effective pitching and positioning of our services to target clients.
• Responsible for keeping up to date with changes within the National Payment System and their applicability when providing solutions to clients via our platforms.
• Responsible for remaining up to date with our evolving solutions suite, functionality, and services and formulating appropriate solutions pitches to clients.
• Providing input to our product enhancement forum based on client, competitor, and market observations need to enhance our competitive posture through direct client engagements and observations (helping to drive innovation).
• Work with our strategic partner networks in soliciting warm leads and driving channel partner growth.
• Conduct client needs analysis, work with support teams in defining client solutions, collate all relevant information, consolidate pricing, and prepare personalized business proposals for clients.

Stakeholder Management:
• Leads and directs the development of strong relationships with key customers.
• Ensures that stakeholders are always kept well informed and establishes a free flow of information as required.
• Ensures that Pipedrive is up to date and presents monthly reports to line management and finance for progress reporting and accurate sales forecasting.
• Ensures clients have been fully onboarded by implementation and that all services as per the quotation have been billed with revenue recognized.
• Ensures that relationships are appropriately maintained and fulfills a strategic relationship role for accounts in the relevant portfolio until it gets handed to support at the appropriate stage.
• Provides input relating to business development activities and strategies at relevant planning forums.

Project Management:
• Works with relevant support functions to build a long-term project pipeline.
• Ensures quick, accurate responses to pre-qualifications and tenders from customers.
• Leverages pipeline data to identify ways to grow new and existing prospects.
• In collaboration with relevant support functions, drives the development, maintenance, and execution of professional sales presentation decks, business proposal packs, pricing templates, and onboarding documentation to ensure a professional client experience.
• Ensures that revenues are accounted for and that good relationships are maintained.
• Reviews own performance data to monitor and measure productivity, goal progress, and activity levels.
• Ensures effective and efficient utilization of resources in achieving plans and objectives.
• Proactively identifies problems or challenges hampering progress, comes up with recommendations in consultation with line management and relevant support teams to achieve required outcomes.

Business Development Reporting and General Management:
• Works with relevant support functions to build a long-term project pipeline.
• Ensures quick, accurate responses to pre-qualifications and tenders from customers.
• Leverages pipeline data to identify ways to grow new and existing prospects.
• In collaboration with relevant support functions, drives the development, maintenance, and execution of professional sales presentation decks, business proposal packs, pricing templates, and onboarding documentation to ensure a professional client experience.
• Ensures that revenues are accounted for and that good relationships are maintained.
• Reviews own performance data to monitor and measure productivity, goal progress, and activity levels.
• Ensures effective and efficient utilization of resources in achieving plans and objectives.
• Proactively identifies problems or challenges hampering progress, comes up with recommendations in consultation with line management and relevant support teams to achieve required outcomes.

Contact me at the detail supplied below.

Thank you,

Theresa Steenkamp
Key Account Manager - Network Contracting Solutions
tsteenkamp at networkcontracting c.o.z.a.

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