Business Development Manager

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