About the Company The company offers cost-effective and sustainable leasing solutions to companies and institutions, helping them finance and purchase the technology they need to run their businesses efficiently and keep their IT equipment up to date. About the Role Our Business Development Manager (BDM) is responsible for finding quality leads and converting them into successful product, service or solutions deals. They need to achieve consistent growth in the company’s customer base and sales figures by (i) achieving the sales/revenue target so that business growth is achieved and, ultimately, the success of the company and the achievement of its strategic objectives. The BDM has to build long-term client relationships and cultivate service opportunities by leveraging the company’s portfolio to deliver breakthrough results to clients within their industries. Key Responsibilities Business Development 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 invoices. 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 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 on new trends and innovations in operations. Manage business risk through continuous internal and external monitoring of business impact and 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 relationships with service providers and partners and ensure all services are delivered properly. Evaluate consultants’ performance and report any deviations to the relevant department for corrective action. Communications & Working Relationships Internal Head of Sales and Exco Head of Business Unit Functions within the company Reasons for Interaction Aligning and coordinating relevant sales initiatives Drive collaborative partnerships and innovation within the company External Clients and Partners Consultants and Service Providers (external consultants from service providers/vendors etc.) External advisors/consultants (Subject matter experts) Reasons for Interaction Negotiate terms and conditions Provide thought leadership Drive collaborative partnerships and innovation Candidate Requirements Educational Qualifications Business Management/Financial Management degree or equivalent NQF 7 qualifications. Sales Related Training Years of Experience At least 5 years of sales experience with a documented successful track record in selling IT solutions in the relevant industries. Other Requirements Good Business Acumen Corporate Governance Auditing processes Solution Sales Methodologies Relevant Industry/Domain knowledge Assertiveness Attention to detail Conflict management Presentation Entrepreneurial Customer relationship management Behavioural Competencies Communicating and Informing Results Driven Intellectually capable Complex solution Sales & Support Thought Leadership Learned Competencies Differentiation, Justification and Powers of Persuasion Prospecting Channel Key Account Management Product/Service knowledge Selling Against Competition Hygiene Factors Copes with Change Desire to Develop & Grow Integrity, Values & Trust Logical Thinker Passion for customers & Excellence
