Job Description

The responsibility of a Business Development Manager is to promote the products and services to new channel and enterprise clients for ongoing revenue. They will also be required to create new leads, and meet or exceed monthly sales quotas. They need to increase sales by means of cross-selling, up-selling and add-on sales. Offer advice, solutions, and proposals to the customers while increasing customer satisfaction and providing client productivity and business continuity.Sales Planning

• Build a prospect list and identify niche markets to target

• Reach out to prospects via the repetitive marketing strategy

• Create a pipeline document weekly which includes all client meetings/ engagements and travel either in Outlook Calendar or CRM

• Connect with at least 5 - 10 new clients per week through customer referrals, prospecting and/or networking

• Understanding own company and its offerings, the clients business challenges and the characteristics of the market and industry in which it operates to participate in client conversions productively.

• Develop action plans: Identify large tasks and action steps, set overall schedule to complete tasks and activities

• Seek assistance, support, and resources from manager when needed

• Achieve consistently the key performance indicators (KPIs) determined by the company

• Build prospect lists from existing identified sources, e.g., existing, and past client lists and referrals

• Conduct customer needs analysis for various sales opportunities related to specific products or services

Sales Engagement

• Execute at least 5 - 10 sales meetings with relevant clients in prospective and existing customer companies per week to:

• Identify business objectives and associated challenges

• Obtain consensus on business objective priorities

• Identify value at risk and priorities

• Align solutions and outcomes to the diagnosed problems

• Develop a specific solution with the client in mind, e.g., specific requests or constraints, budget requirements, alignment with goals and objectives

• Schedule demo with client

• Consult with Technical Pre-Sales to offer the corrective solution

• Obtain signed documentation

• Identify under penetrated or cross selling opportunities in existing customer accounts

• Populate and provide business case documents to prospective and existing customers

• Act as an advisor to all appropriate stakeholders within a customer account by engaging in continued research and detailed analysis to understand and anticipate future customer needs as well as to provide new perspectives and insights

• Build network and reach out to leverage relationships, to create new connections and a referral network

• Handle customer queries and act as the escalation point of contact (related to the system/solution that were installed)

Administrative Duties

• Document research conducted in preparation for all meetings on CRM or in the Business Case

• Consistently update and maintain accurate records on CRM of all client interactions

• Forecast and submit sales pipelines

• Attend weekly Pipeline Review meetings with Sales Manager to review the various stages of the pipeline

• Attend daily Win/Loss review meetings with Sales Manager to review deals won and lost to inform performance improvement or to potentially win back a lost deal

• Attend bi-monthly account planning meetings to map out which stakeholders to engage, information on past business with ICTGlobe and specific opportunities

• Attend daily and weekly sales team meetings

• Attend annual meetings with Sales Manager to determine and/or review the following:

• Budgets and targets

• Key performance indicators

Research & Learning

• Engage in consistent research to build a comprehensive understanding of current industry, market and competitor trends and developments

• Monitor and research development and changes in customer industries, competitors, and operations

Product knowledge

• Engage in continuous learning to obtain a comprehensive understanding of product offerings through self-study on ICTGlobe academy and through bi-weekly product training via suppliers

• Maintain current functional and technical knowledge of the entire products & service offering of the company and improved sales techniques

• Prepare sales presentations and demonstrations to give to prospective clients

• Take part in marketing events held

• Attend workshop niche-specific solutions

Individual Development

• Complete Individual Development Plan

• Attend individual coaching and mentoring sessions with reporting Sales Manager

• Attend learning and development courses

Requirements

• 5 years prior sales experience in similar role

• Highly organized and efficient

• Customer service orientated

• Knowledge and experience of working on a CRM system

• Knowledge and experience of working with MS Office (Word, Excel, PowerPoint, Outlook)

• Ability to work under pressurized environment and meet monthly targets

• Good negotiation skills

• Self-starter and able to work independently

• Committed, positive and hardworking

• Excellent interpersonal and communication skills (written & verbal)

Benefits

• Pension

• Medical Insurance

• CTC Negotiable on Experience

• Basic, Commission, Petrol, Target Bonus

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