Sales and Business Development

The Senior Manager, Sales and Business Development plays a leadership role in developing the Supply Chain Planning Solutions business. The primary output is the sourcing of new business in sales and business development functions for the business unit, from creating demand to closing deals and ensures the continued growth and success of the business unit. The target market covers supply chain planning solutions for a range of industry sectors including MRO, retail, mining, automotive, pharmaceuticals, etc.

This position is based in Sandton

Should you meet the above requirements, please email your CV to hilda@aaaa.co.za with copy of ID, qualifications and latest payslip

Key Responsibilities:

Grow the revenue of the supply chain planning solutions business unit

• Ensure continued, sustainable and profitable revenue flow for the business unit
• Generate business opportunities at both external and internal clients
• Generate business opportunities at new clients
• Generate business opportunities through new offerings for existing clients
• Closely interact with other sales and business development colleagues on order to leverage opportunities
• Generate new demand and new business leads through multiple channels including leveraging networks, demand creation, Tenders, RFx processes, cold calling, cross selling and up selling, etc

Ensure that revenue growth is both sustainable and profitable

• Ensure that the scope of the proposal and client expectation is commensurate with the revenue earned
• Be the link between the technical delivery team and the client expectation
• Build accurate business cases and costing models
• Ensure accurate costing and pricing in proposals
• Ensure that there is consistency between the sales promise and execution delivery

Own the end to end sales and business development process

• Manage the sales pipeline from lead and demand generation, through proposal, to closing of deal
• Responsible for administering business opportunities in Sales Force
• Responsible for communication and feedback on sales and business development to Executives and the team through meetings, briefings and reports
• Manage end to end RFQ/RFP/RFI processes
• Prepare excellent proposals
• Present complex value opportunities to clients at senior levels
• Develop networks and contacts at the appropriate level
• Create, manage, maintain and grow client relationships
• Pro-actively seek ways to foster client satisfaction
• Effectively communicate with clients, executives, team members and stakeholders at all stages of the sales and business development cycle
• Overcome obstacles created by gate keepers
• Guide the sales process by involving executives and technical experts at the appropriate time in the sales cycle
• Negotiate deals and understand the difference between selling and negotiating
• Close the deal
• Manage the transition from sales to execution
• Manage the contractual aspects of sales and business development with the legal team (NDAs, contracts, terms and conditions, etc)
• Manage on time payment for opportunities closed

Manage the transition to new technologies in the market offering

• Manage the transition to new technologies in the sales and business development cycle
• Manage the transition to new technologies in the market offering
• Liaise and build relationships with third party technology suppliers and partners such as Llamasoft
• Ensure own up skilling and knowledge base to a high enough level to be able to effectively sell solutions
• Develop the ability to demo software and participate in proof of concept work over time
• Keep abreast of industry developments and trends and how these affect the business
• Keep abreast of market and client changes and how these affect the business
• Keep abreast of macro economic trends and how these affect the business

Qualification / Experience:

1. Appropriate tertiary degree
2. 5-15 years of experience including: o Supply chain planning o Supply chain software o Sales and business development
3. Experience in supply chain planning software tools such as CAST, Optimiza, i2 Strategist, Just Enough, Llamasoft SCG, JDA, Netstock, Oracle, SAP APO, or similar
4. Exposure to different industry sectors including MRO, retail, mining, automotive, pharmaceuticals, etc
5. A proven track record in meeting sales targets, business development and negotiating

Core Competencies:

Functional

• Detailed knowledge of supply chain planning and associated software technologies
• A passion and flair for sales and business development
• Excellent knowledge of the sales and business development process
• Excellent negotiating and communication skills
• Ability to create, maintain and build business relationships at the appropriate level
• Ability to link the sales promise to the executional delivery expectation
• Ability to present complex solutions and value propositions to clients at senior level
• Advanced computer literacy

Behavioural

• Ability to take initiative without supervision
• Ability to handle pressure
• Ability to make decisions
• Ability to work alone or in teams
• Ability to build lasting relationships
• Positive attitude and sense of humour

Business Related

• Professional
• Self motivated and driven
• Good work ethic
• Good communication skills
• Good people skills
• Good organizational skills
• Flexible and able to adapt to change
• Innovative
• Valid driver’s license and own vehicle

Salary: R800 – R1 mil p/a