B4i Academy: Business Development Consultant

New Business Development and Lead Generation

The Business Development Consultant is responsible for proactively developing new business opportunities for B4i Academy.

Responsibilities include:

• Identify and pursue new business opportunities nationally.
• Generate own leads and maintain a consistent pipeline of qualified prospective clients.
• Utilise and expand an established professional network within the corporate, training, Skills Development, HR and transformation environments.
• Conduct targeted prospecting into medium and large organisations.
• Identify organisations with significant training, Skills Development, SETA and B-BBEE requirements.
• Secure meetings with relevant organisational decision-makers.
• Develop new markets, networks, referral sources and strategic relationships that may generate business for the Academy.
• Continuously identify opportunities for additional services, cross-selling and repeat business.
• Maintain an appropriate balance between short-term sales opportunities and longer-term pipeline development.

Consultative Sales and Client Needs Analysis

Apply a consultative sales methodology to understand the client's requirements before recommending a solution.

Responsibilities include:

• Conduct meaningful discovery discussions with prospective clients.
• Understand the client's business model, workforce profile, Skills Development requirements and strategic priorities.
• Identify current and future training needs.
• Understand the client's B-BBEE objectives, particularly those relating to the Skills Development element of the applicable scorecard.
• Understand relevant SETA requirements and funding opportunities.
• Identify gaps, opportunities and potential risks within the client's current Skills Development approach.
• Advise clients on appropriate and innovative Skills Development interventions.
• Assist clients in considering Skills Development as an integrated business, workforce development and transformation strategy rather than merely a compliance exercise.
• Translate identified needs into practical and commercially viable solutions.

Training Solutions Sales

Promote and sell B4i Academy's portfolio of training interventions, including:

• Learnerships;
• Occupational qualifications;
• Skills programmes;
• Short courses and other training interventions;
• Tailor-made training solutions;
• Workforce development initiatives; and
• Other current or future training products offered by B4i Academy.

Responsibilities include:

• Match appropriate qualifications and programmes to identified client requirements.
• Advise clients on suitable learner numbers and implementation models.
• Explain relevant accreditation, delivery and programme requirements to clients.
• Develop solutions suitable for national and/or online implementation where appropriate.
• Identify opportunities for larger learner intakes that support both the client's objectives and the Academy's operational model.
• Remain informed regarding the Academy's qualifications, programmes, accreditation scope and delivery capabilities.

2.4 Skills Development Services Sales

Promote, advise on and sell B4i Academy's Skills Development services, which may include:

• Training Needs Analyses;
• Skills audits;
• Skills Development Facilitator (SDF) services;
• Workplace Skills Plans (WSPs);
• Annual Training Reports (ATRs);
• Skills Development Committee support;
• Discretionary Grant advisory and administration;
• SETA-related Skills Development support;
• Skills Development planning and strategy; and
• Other related Skills Development advisory and administrative services.

The Business Development Consultant is expected to have sufficient technical and industry knowledge to identify the client's need, advise on the appropriate service and sell the solution.

Detailed administration, facilitation and operational delivery of these services will be performed by the relevant B4i Academy resources.

2.5 B-BBEE and Strategic Skills Development Advisory

Apply sound working knowledge of the B-BBEE Codes of Good Practice, particularly the Skills Development element, during client engagements.

Responsibilities include:

• Understand the role of Skills Development within the generic B-BBEE scorecard.
• Discuss Skills Development objectives credibly with clients and relevant advisors.
• Identify opportunities to align training interventions with clients' transformation objectives.
• Assist clients in considering training interventions that may contribute towards improved Skills Development outcomes.
• Understand the interaction between training expenditure, learner categories, SETA processes and relevant Skills Development considerations.
• Where appropriate, identify potential opportunities relating to SETA funding and applicable incentives.
• Work collaboratively with specialist B-BBEE, SDF, financial or other advisors where specialist advice falls outside the scope of the position.

Proposal Development and Solution Structuring

Take responsibility for converting identified opportunities into professional commercial proposals.

Responsibilities include:

• Develop tailor-made solutions based on client requirements.
• Obtain relevant internal information required for costing and solution design.
• Prepare or coordinate professional proposals, quotations and presentations.
• Ensure that proposed solutions are operationally achievable and commercially viable.
• Collaborate with relevant Academy personnel before making commitments regarding delivery, accreditation, implementation dates, learner volumes or other operational matters.
• Present proposed solutions professionally and persuasively.
• Clearly articulate the commercial and strategic value of the proposed intervention.
• Respond effectively to client questions and objections.
• Revise solutions where appropriate during the sales negotiation process.

Negotiation and Sales Closure

Take ownership of progressing qualified opportunities towards a commercial decision.

Responsibilities include:

• Actively manage opportunities through each stage of the sales process.
• Identify decision-makers, influencers, procurement requirements and potential barriers to closing.
• Conduct appropriate follow-up throughout the sales process.
• Negotiate within approved commercial parameters.
• Obtain the necessary internal approval for pricing or contractual deviations where required.
• Secure written client commitment.
• Facilitate the conclusion of proposals, service agreements and other commercial documentation.
• Maintain momentum throughout the sales process.
• Demonstrate persistence and resilience where sales cycles are lengthy.
• Consistently focus on converting opportunities into contracted revenue.

Closing business is a fundamental requirement of the position.

Client Relationship and Account Development

Maintain appropriate commercial relationships following the conclusion of a sale.

Responsibilities include:

• Facilitate an effective handover from sales to the Academy's operational delivery team.
• Ensure that the operational team clearly understands what has been committed to the client.
• Maintain appropriate strategic and commercial contact with the client after implementation.
• Monitor client satisfaction from a commercial relationship perspective.
• Identify opportunities for repeat business, additional learner intakes and additional services.
• Develop long-term client relationships rather than once-off transactions.
• Protect and enhance B4i Academy's professional reputation in all client interactions.

CRM and Sales Pipeline Management

Maintain complete and accurate records of all business development activities.

Responsibilities include:

• Record leads, prospects, opportunities, meetings and relevant client interactions on the designated CRM system.
• Maintain accurate opportunity values, expected closing dates and sales stages.
• Record appropriate follow-up actions.
• Keep client and contact information current.
• Maintain a reliable sales pipeline and forecast.
• Produce sales reports and forecasts as required.
• Participate in regular pipeline and sales review meetings.
• Ensure that CRM information provides management with an accurate reflection of current business development activity.

Experience using a CRM platform is essential. Experience with Apptivo CRM will be advantageous.

Market Intelligence and Business Development Strategy

Contribute market intelligence to the ongoing development of B4i Academy's products and commercial strategy.

Responsibilities include:

• Remain informed regarding developments within the SETA and QCTO environments.
• Maintain awareness of changes affecting Skills Development and occupational training.
• Remain informed regarding relevant B-BBEE Skills Development requirements.
• Identify changing client requirements and market opportunities.
• Monitor competitor activity and market trends.
• Provide feedback to management regarding qualifications, programmes and services for which market demand exists.
• Identify potential new markets, partnerships and commercial opportunities.
• Contribute to the ongoing refinement of the Academy's sales and business development strategy.