BUSINESS DEVELOPMENT MANAGER

Business Development Manager – Enterprise Market

Applications are invited for the above-mentioned position. The position will be based in

Stellenbosch (On-site). National Travel will also be required. The individual will report to the

National Commercial Manager.

PURPOSE OF THE ROLE:

• The BDM is responsible (under the guidance of the National Head of Commercial) for setting and achieving multi-year strategic enterprise objectives.
• To achieve this, the BDM is responsible for growing customers, revenue and maximising profits in the Enterprise market, through both our direct and wholesale channels.
• At the same time, the BDM has the responsibility of engaging with internal suppliers to understand, formalise agree and improve service delivery by, and interaction between the Enterprise team and these internal suppliers (e.g., network monitoring etc.)
• The BDM establishes strategic relationships with our key wholesale channel partners by understanding their growth requirements and aligning those with company’s strategy at both a technical and commercial level.
• The development of product and pricing strategies in conjunction with the networks and growth teams in company’s is a key component of the job.
• The BDM understands and translates customer requirements into proposed solutions, taking company’s operating environment and networks into consideration.

Key Performance Areas would include, but are not limited to:

• Strategic Objectives
• Propose strategic objectives and agree with the National Head of Commercials / CCO
• Translate the Enterprise Strategy into tactical plans for the business for revenue growth

• Develop and grow the channel customer base and revenue
• Evaluate prospective channel partners to ensure alignment with company’s own direct market strategy

• Ensure new channel partners are properly onboarded including commercial contracting, systems and process integration
• Cost, quote and respond to client proposals, RFPs, RFIs, RFQs and client specific solutions etc.
• Oversee the tracking and managing of leads to move them through the sales cycle to order stage
• Regularly engage with key wholesale partners to review performance, ensure strategic and operational alignment and identify new opportunities for revenue growth
• Key point person for L3 customer escalations - responsible for fielding customer escalations, obtaining timeous input from internal stakeholders, leading the compilation of action plans and managing the customer expectation

• Manage the Enterprise team
• Manage the enterprise team in (amongst others) setting objectives, creating and sharing a clear business plan, enabling and managing the team to execute and training them where necessary
• Ensure the efficient operation of the wholesale support team at NSO ensuring service delivery expectations are met and driving continuous improvement

• Manage the enterprise product book
• Create tailored solutions for customers to maximize our value proposition to the customer.
• Ensure that the solutions are feasible, implementable and realistic.

• Ensure alignment with internal suppliers
• Evaluate, standardise and drive improvement in the support processes to optimise the customer experience

• Be able to liaise between the customer and our technical teams and translate business requirements into technical requirements.

• Reporting - being responsible for creating clear, actionable reports to keep all stakeholders abreast of progress and concerns

The successful candidate must have the following experience/skills:

• At least 3-years'' experience working in a direct customer-facing role in a technical sales role.
• Experience in drafting commercial proposals.
• Experience in development of business cases.
• Working knowledge of IP networking and Internet technologies (TCP/IP, DNS, HTTP, Radius, etc.) is required.
• Experience in a Telco environment is required.
• Excellent oral and written communication skills highly desired.
• Must be able to articulate new ideas and concepts to technical and non-technical audiences
• Strong analytical, organizational, and time management skills.
• Excellent interpersonal, motivational, communication, and customer service skills.
• An understanding of sales principles and customer service practices.
• Must be target-driven.
• Demonstrate a high level of emotional intelligence.

Qualifications:

• A Bachelor’s Degree in Computer Science, Engineering, Information Systems or other technology related field