Business Development Manager

4 weeks ago

Johannesburg, South Africa Giesecke & Devrient GB Ltd. Full time

Location: Johannesburg, Gauteng, ZA, 2170

PURPOSE OF THE JOB: The main purpose of this position is to manage turnover, sales and account management activities within assigned accounts or regions throughout Sub-Saharan Africa. Accurate reporting of sales, sales forecasts, customer focus and identifying new opportunities or enhancements and ensuring that customer satisfaction is at a level that provides a competitive advantage for G+D.

KEY PERFORMANCE AREAS (DUTIES & RESPONSIBILITIES):

The key responsibilities of the position are as follows, but not limited to:

1. Define and ensure the fulfilment of sales targets by monitoring short-term sales demand activities through internal meetings and with customers; promptly initiate and drive execution of corrective action where needed.
2. Conduct regular customer meetings at all levels, defining actions with personal follow-up.
3. Promptly communicate customer-related issues to the right interfaces inside G+D; escalating effectively when necessary.
4. Prepare and present proposals, presentations, contracts etc. as required by the customer.
5. Develop and prepare client presentations, Requests for Proposal (RFP) and Requests For Information (RFI).
6. Maintain a well-stocked sales funnel and report funnel status on a regular basis.
7. Understand and explain customer’s business models and key economic drivers and know about buying influences as well as buying processes for each Single Sales Opportunity.
8. Gather comprehensive information about G+D competitors through customer contacts, trade shows, conferences and develop a thorough understanding of competitor’s USPs.
9. Take responsibility for detailed revenue forecasting and budgeting in a timely and accurate manner on a regular (monthly) basis.
10. Identify product and services gap (G+D offering vs. customer requirements) and deliver concise input for new product requests.
11. Accurately and comprehensively prepare a variety of status reports including, but not limited to activity, customer, monthly and budget reports.
12. Actively cooperate with and coordinate customer interface functions to ensure smooth implementation of new product/customer launches or major changes, driving successful completion within deadlines.
13. Ensure thorough customer consulting, bringing the right G+D subject matter experts to the table to define the best solution together with the customer.
14. Maintain a close working relationship with the technical and order management teams to ensure smooth management of accounts.
15. Head the negotiation of customer contracts and Service Level Agreements (SLAs), renegotiate contract renewals and extensions as required.
16. Identify projects with high sales growth potential and contribute to business case.
17. Monitor accounts receivables and inventory for assigned customers, actively drive resolution in case of any issues.
18. Contribute to proposals for cost-saving potentials within the area of responsibility.
19. Develop and implement a sales plan and be responsible for the overall account management of existing customers.
20. All of the above objectives are to be completed striving at all times for Quality, Trust and Security – Creating Confidence.

MINIMUM ACADEMIC QUALIFICATIONS:

University Degree in Business Administration, Marketing, Sales (or Equivalent).

PROFESSIONAL EXPERIENCE:

Minimum of years professional market-related experience in sales, including preparation of proposals, presentations, quotations etc., preferably in the financial sector.

Minimum of 2 years technical and business experience with chip technology, security and software solutions.

KNOWLEDGE, SKILL & ABILITIES:

1. Ability to develop and maintain long-term strategic and business relationships with Visa and MasterCard and issuing banks in Sub-Saharan Africa.
2. A sound understanding of principles and concepts relating to the credit/debit card business, electronic funds transfer, account processing and related financial services.
3. Proven involvement in relationship building with customers at senior management level and experience in the development of service offerings in the banking industry would be a definite plus.
4. High degree of business acumen in regards to negotiation skills, sales skills, pricing strategies and financial management.
5. Ability to grasp and implement specific sales methodology adopted by the company (e.g. Miller/Heiman strategic selling).
6. Provide meaningful input to superiors in order to facilitate decisions - must show leadership qualities.
7. Must have the ability to grow and/or develop new markets and meet stringent sales targets in a difficult environment, develop and maintain relationships with existing and potential customers within the financial services industry.
8. Ability to produce high-quality proposals, presentations, tenders, quotations and related documentation.
9. Must be able to work well within a team - liaise with the project team and technical team to ensure all solutions are implemented to the customer’s satisfaction.

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