Business Development Manager -Sandton

SUMMARY:
Business Development Manager -Sandton

POSITION INFO:

Job Purpose:

The Business Development Manager (BDM) finds quality leads and converts them into successful product, service or solutions deals.

To achieve consistent growth in the customer base and sales figures, the BDM is required to:

• Achieve set sales/revenue targets
• Manage and penetrate allocated market territory
• Build sound networks and long-term relationships with prospective clients

Key Responsibilities:

• Generate leads for new markets and clients
• Establish and articulate the client’s business need and develop a solution that will satisfy the client and other stakeholders’ expectations.
• The solution (on the business and technical levels) needs to justify the investment and express the return for the client.
• Secure the business and maintain high levels of after sales customer care
• Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.

Core Responsibilities:

Sales Management:

• Achievement of the annual revenue/sales target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction.
• Source and distribute relevant thought leadership and marketing material to customers.
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
• Attract new relationships with new customers by supporting collaborative sales efforts. 
• Collaborate with the group of Companies to leverage opportunities in our chosen industries.
• Actively 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 customers.
• Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
• Collaborate 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 opportunities.

Governance, Risk and Business Continuity Management

• Stay up to date of new trends and innovations in operations. 
• Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs. 
• Lead and guide improvement projects that will increase profits or protect against risks in the function. 
• Establish and maintain the highest ethical standards in operations practices. 

External Parties and Relationship Management

• Oversee relationship 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 actions. 

Education:

• Business Management/Financial Management degree or equivalent NQF 7 qualifications

Experience:

• At least 5 years sales experience
• Working knowledge of financing models
• A track record in selling IT solutions in the relevant industries will be advantageous

Other requirements:

• Good Business Acumen 
• Corporate Governance 
• Auditing processes 
• Solution Sales Methodologies accompanied by exceptional probing, listening, questioning and negotiation skills.
• Relevant Industry/Domain knowledge 
• Entrepreneurial 
• Assertiveness 
• Leadership 
• Attention to detail 
• Conflict management 
• Professionalism 
• Presentation skills
• Entrepreneurial 
• Customer relationship management