Junior Business Development Consultant: Mining

6 days ago

Midrand, Gauteng, South Africa Netstar Full time

Title

Junior Business Development Consultant: Mining

Job Description

The Junior Business Development Consultant: Mining (Mining Sales) finds quality leads and converts them into successful product, service, or solutions deals. The goal is to achieve consistent growth in the OPCO's customer base and sales figures by achieving sales/revenue targets, thereby contributing to the business growth and success of the company and its strategic objectives.

The Junior Business Development Consultant: Mining manages their 'Territory' like a marketplace, constantly finding and closing new deals, becoming more entrenched and dominant in their territory, maximizing penetration.

Build long-term client relationships and cultivate service opportunities by leveraging the Altron portfolio to deliver breakthrough results to clients within their industries.

Key Responsibilities:

OPCO Sales Management
  • BDC's can financially justify the value of their solutions in sophisticated TCO/TCV financial justification models and manage the 'power base' within the 'Buying Centre'. They are accomplished in the fundamental attributes of Solution Selling, which are typically:
  • Well versed in probing skills, able to uncover a Need, Pain, or something to be Gained (NPG).
  • Good listeners who 'listen to understand' rather than just 'listen to respond'.
  • Explore the consequences of each alternative, including doing nothing, to establish the 'explicit' compelling business need and provide effective and appropriate solutions to meet this compelling need, or NPG.
  • Have a good grasp of the features, advantages, and benefits of their products, services, and/or solutions, especially the unique selling propositions (USPs). They can link their solution to the customer's specific need, pain, or gain.
  • Produce effective 'Executive Summaries', summarizing the key salient points of their proposed solutions, making it easy for customers to make a decision in their favor.
  • Customer care, ethics, integrity, and delivering against promises are their way of life.
  • BDC must demonstrate the above 6 Solution Selling attributes, using them as the foundation to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these large deals. The BDC is politically savvy, an essential core competence required in complex selling, enabling them to succeed in closing significant deals involving a 'buying centre' comprising many individuals, all influencing, recommending, and contributing to the decision-making process.
  • Articulate the client's 'compelling business need' and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the 'power base' from the top down. They are well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct, and understand the intricacies of the job and the need to maintain a healthy sales pipeline.
  • Lead demand-generating sales activities in the assigned market for the assigned product, service, or solution.
  • Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the OPCO is optimally placed in its understanding of business, economic, political, and commercial challenges and opportunities.
  • Lead relationship-building initiatives with Principal Vendors, including playing the lead role in negotiations regarding pricing & procurement control.
  • Coach, support, mentor, and challenge subordinates in the application of effective operations practices, providing advice and guidance on complex issues to minimize risk and ensure performance.
  • Represent our company, with a comprehensive understanding of our offerings.
  • Maximize sales performance by establishing strong relationships and gaining insight into the needs and lifestyle of the client.
  • Meet weekly, monthly, and annual sales and activity quotas.
  • Generate leads and commit to customer service by building relationships.
  • Adjust sales techniques based on interactions and results in the field.
  • Perform incisive and insightful market and competitive research.

Core Responsibilities:

Sales Management
  • Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products, and services - or new ways of reaching existing markets.
  • Seek out the appropriate contact in an organization.
  • Generate leads and cold call prospective customers.
  • Meet with customers/clients face to face or over the phone.
  • Foster and develop relationships with customers/clients.
  • Understand the needs of your customers and respond effectively with a plan to meet these needs.
  • Think strategically - seeing the bigger picture and setting aims and objectives to develop and improve the business.
  • Work strategically - conducting necessary planning to implement operational changes.
  • Have a good understanding of the business's products or services and advise others about them, calling in technical expertise at the right time in the sales cycle.
  • Liaise with the warehousing and logistics departments as appropriate.
  • Seek ways of improving the way the business operates.
  • Attend seminars, conferences, and events where appropriate.
  • Keep abreast of trends and changes in the business world.
  • Help to plan sales campaigns.
  • Create a sales pipeline.
  • Increase sales of the business.
  • Conduct sales forecasts and analysis and present findings to senior management/the board of directors.

Educational Qualifications:

  • Business Management degree or equivalent qualification.

Years of Experience:

  • Minimum of 6 years' experience in the mining industry with a proven track record. Knowledge of and prior employment by the mining safety council or department of mineral resources will be a big advantage. Other relevant subject knowledge includes:
  • 6-10 years of sales experience in the mining sector.
  • Excellent communication, interpersonal, telephone, and organizational skills.
  • Experience working with Salesforce.com or other CRM platforms.
  • Experience closing enterprise-level deals.
  • Ability to analyze business opportunities and read situations well.
  • Ability to travel at least 50% of the time.
  • Understanding of mining legislation DMR – Department of Mineral Resources/Chamber of Mines.

Other Requirements:

  • Good business acumen.
  • Corporate governance.
  • Auditing processes.
  • Solution sales methodologies.
  • Relevant industry/domain knowledge.
  • Entrepreneurial mindset.
  • Assertiveness.
  • Leadership.
  • Attention to detail.
  • Conflict management.
  • Professionalism.
  • Presentation skills.
  • Customer relationship management.
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