The ideal candidate would have a great focus on business excellence and customer service, and a strong alignment with core values of being bold, focused, agile and collaborative.
By using a consultative, intelligent and product knowledge approach to selling, the preferred candidate would apply expertise to identifying new business opportunities, increasing sales opportunities with both new and existing clients.
The ideal candidate would accomplish business development activities by researching and developing marketing opportunities and plans; improving profitability, implementing sales.
Establish a thorough understanding of the industry and its dynamics in order to develop an annual sales and marketing strategy for the business, to compliment the overall business strategy, to deliver on agreed KPI’s
Identify new business opportunities through market research and monitoring new trends and services in the industry
Generate new leads and build brand awareness, through attending conferences, exhibitions and additional networking opportunities
Design presentations that are bespoke to each potential client’s requirements
Prepare and present formal quotations to clients
Negotiate contracts and close agreements to maximize profits
Ensure the timely and successful delivery of our products and solutions, according to customer needs and objectives
Take an Account Management approach, to continue to develop professional relationships with existing clients
Develop and update sales and marketing materials for the company
Clearly and regularly communicate the progress of all sales targets and KPI’s, to internal stakeholders
Prepare internal weekly sales reports and present to the Executives
Attend management meetings and contribute to the development and implementation of strategies, policies, procedures and budgets
Produce competitor analysis, including price benchmarking of competition and identifying their key strengths
Identify and execute all marketing opportunities
Carry out research into industry and related events, publications, and announcements; including key competitors
Identify potential new revenue streams for the business
Take Line Management responsibility as the Client Relationship Manager
Meet and exceed sales targets
Generate new sales from a portfolio of accounts to achieve quarterly and annual sales targets
Identify new potential customers within the allocated geographical area and implement business development activities
Analyze sales statistics
Collaborate with Analysts for proposals and tender submittals
Manage complex negotiations with senior-level executives
Monitor client feedback and satisfaction with the company, products and offerings
Maintain awareness of the market (clients, competitors, suppliers) and use any relevant information to increase conversion rate
Routinely meet with clients to ensure satisfaction and address any potential issues appropriately
Liaise with international principals to improve pricing or marketing plans
Adhere to the Quality Management System procedures and its performance
Any other responsibilities as may be assigned by the Executive Vice President
Essential Competencies and Requirements
Understanding of local markets, customers and competition in order to target needs and drive sales.
Ability to grow the business, with proven success of client return on investment.
Strong ability to uncover new revenue opportunities and create productive, long-term customer relationships.
Strategic self-starter with entrepreneurial drive and an ability to organize, prioritize, and clarify deliverables.
Ability to make business and people decisions, while creating positive energy in the face of challenges.
Excellent oral, written communication and listening skills
Strong personality, proficient in customer relationship management
Strong commercial acumen & excellent negotiation abilities
Sharp eye for detail
Solid technical background
Sound judgement and good business sense
Good interpersonal and personal organizational skills
Outstanding networking skills
Excellent teamwork skills are essential
Experience in dealing with Contractors and Consultants will be an added advantage
Proven international experience is essential for this role with Western experience like Australia, Europe, South Africa & US given preference
Excellent Relationship Management
Advanced IT skills and proficient use of Microsoft Excel, Outlook, PowerPoint and Word and proficiency in CRM software (e.g. Salesforce)
Experience in selling bandwidth capacity, Internet services products or telecommunications products
Positive ‘can do’ attitude and result-oriented
Qualifications and experience
- Minimum of 5 years commercial experience in leading a Sales & Distribution function for a brand or range of products, with a minimum of 2 years in an active business development role with proven experience in winning new business and working to targets
- Bachelor’s Degree in Economics, Business Administration, Marketing Management or equivalent (2”1 minimum) from a reputable university
- Additional qualification of an MBA or M.Sc. in a relevant field is of added advantage
- Knowledge and understanding of RFPs and tender preparation
- Experience in preparing commercial costing and/or modelling
- Current experience in established B2B sales and leading a sales function across product offering
Attractive and negotiable depending on the candidate’s experience and qualifications