New Business Development

CORE PURPOSE OF THE ROLE

The primary goal of this position is to generate and convert sales leads into established contracts. You will be responsible for promoting the full range of our products to prospective clients, aiming to expand our contracted manufacturer business and build lasting customer relationships. Additionally, you will work on creating manufacturer/retailer partnerships that provide comprehensive end-to-end solutions for clients before transitioning them to the Account Executive for Library Management.

DIMENSIONS OF THE ROLE

1. Annual New Business Goals Specific targets will be set and detailed in the Key Performance Measurement Process.
2. Understanding Service Offerings Gain a deep understanding of our product range to facilitate cross-selling opportunities with other business units.
3. Product Development Insights Identify and recommend new product opportunities based on customer feedback and interactions.
4. Management Reporting Provide accurate and timely updates to management based on predefined criteria.
5. Compliance:
   • Adhere to company Policies and Procedures
   • Follow the Basic Conditions of Employment Act
   • Comply with the Labour Relations Act

ROLE RESPONSIBILITIES

1. Revenue Achievement Meet or exceed the revenue targets set for the financial year.
2. New Customer Acquisition Secure a defined number of new customers within a 12-month period.
3. Lead Conversion Achieve the designated conversion rate for provided leads.
4. Pipeline Development Build and maintain a strong sales pipeline with a range of deals at different stages of progress.
5. Customer Service Excellence Deliver high levels of customer satisfaction, as measured through feedback forms.
6. Target Tracking Develop and manage a New Business Development Plan to monitor and support target achievement.

KEY PERFORMANCE AREAS

• Sales and Business Development
  • Actively seek and secure new business, aiming to surpass annual targets.
  • Adhere to the sales plan and make adjustments as needed.
  • Hold regular meetings with the Head of Customer Relations to explore opportunities and address challenges.
  • Prepare and maintain a New Business Plan to achieve set objectives.
  • Identify and pursue new business opportunities in various sectors and markets.
• Effective Communication
  • Share insights within the team and utilize expertise from other business units.
  • Maintain effective communication with both internal and external stakeholders.
  • Lead bi-monthly updates on new business progress with the Head of Customer Relations.
• Knowledge and Skill Development
  • Maintain a database of new business opportunities and track conversion rates.
  • Work with senior management to set and achieve professional development goals.

REQUIRED COMPETENCIES

• Knowledge:
  • Matriculation (required), with higher education preferred.
  • Proficiency in MS Office (Word, Excel, PowerPoint).
  • Comprehensive understanding of the product offerings (training provided).
• Behaviours and Attributes:
  • Customer-focused and service-oriented.
  • Ability to understand and respond to customer needs.
  • Driven by targets and resilient to setbacks.
  • Excellent communication and negotiation skills.
  • Strong problem-solving abilities and attention to detail.
  • Capable of handling deadlines and stress effectively.
  • Self-assured, determined, motivated, and disciplined.
• Experience:
  • Minimum of 2 years in New Business Acquisition, including cold calling.
  • Experience in a service-oriented industry and managing client relationships.
  • Call Centre experience is an advantage.
  • Proficient computer skills.

CONTACT RELATIONSHIPS

• Senior and Middle Management both internal and client-facing.
• Sales Team (Brand/Retail).
• Sourcing Team (Brand/Retail).
• Client Contacts essential for building and maintaining relationships.