Our client values each employee who works for them and doesn't treat you as a number.
They are always on the lookout for new business and value input on how things should be done.If you love working on complex contract negotiations and bringing in new clients, apply today!Purpose of the roleThe Business Development Manager (BDM) finds quality leads and converts them into successful product, service or solution deals.
To achieve consistent growth in the company customer base and sales figures by (i) achieving of sales/revenue target so that business growth is achieved and ultimately success of the company and the achievement of its strategic objectives.
Business Development Managers manage their territory like a marketplace, which indeed it is, constantly finding and closing new deals, becoming more entrenched and dominant in their territory, and maximizing their penetration.
Build long-term client relationships and cultivate service opportunities.Minimum skills and knowledge requiredBusiness developmentSales managementGovernance, risk and business continuityBusiness Management/Financial Management degree or equivalent NQF 7 qualificationStratham Bryce: Sales 101 and 201 would be an advantageAt least 5 years of sales experience with a documented successful track record in sellingAsset Financing or IT solutions in the relevant industries would be an advantageKey performance areasBusiness DevelopmentWell-versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG)They are good listeners who listen to understand rather than just listen to respondThey explore the consequence of each alternative, including doing nothing, to establish the explicit compelling business need.
Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need or NPGThey must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs).
They can link their solution to the customer's specific needs, pain or gainThey produce effective Executive Summaries, summarising the key salient points of their proposed solutions making it easy for their customers to decide in their favourCustomer care, ethics, integrity and delivering against promises are their way of lifeBDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large dealsThe BDM's political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a buying centre comprising many individuals, all influencing, recommending and contributing to the decision-making processBDMs are able to articulate the client's compelling business need and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the power base from the top down.
They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct.
They understand the intricacies of the job and the need to maintain a healthy sales pipelineLead demand-generating sales activities in the assigned market for the assigned product, service or solutionMaintain an extensive network of internal and external contacts to ensure that the relevant business unit within the company is optimally placed in its understanding of business, economic, political and commercial challenges and opportunitiesLead relationship-building initiatives with Principal Vendors including playing the lead role in negotiations concerning pricing and procurement controlCoach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performanceSales ManagementAchievement of the annual revenue/sales targetLead demand-generating sales activities in the assigned market for the assigned product, service or solutionConvert sales opportunities to wins and invoices.
Track billing and survey customer satisfactionSource and distribute relevant thought leadership and marketing material to customersAdvise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid/proposal / quote developmentCollate details on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, and targets, as well as against competitive benchmarksAttract new relationships with new customers by supporting collaborative sales effortsCollaborate with the group of Companies to leverage opportunities in our chosen industriesActively drive and follow through on qualified opportunities.
Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customersEnsure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risksCollaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.Identify and assess market opportunities and new ideas within the company and for collaboration with other business units.Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunitiesGovernance, risk and business continuityStay up to date of new trends and innovations in operationsManage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needsLead and guide improvement projects that will increase profits or protect against risks in the functionEstablish and maintain the highest ethical standards in operations practicesExternal parties and relationship managementOversee relationships with service providers and partners and ensure all the services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actionsBehavioural competencies requiredGood business acumenCorporate governanceAuditing processesSolution sales methodologiesRelevant industry/domain knowledgeEntrepreneurialAssertivenessLeadershipAttention to detailConflict managementProfessionalismPresentationEntrepreneurialCustomer relationship management
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