Job Description

Title Business Development Manager



OPCO Sales Management

• BDMs can financially justify the value of their solutions in sophisticated financial justification models. Also, BDMs can manage the xe2x80x98power basexe2x80x99 within the xe2x80x98Buying Centrexe2x80x99. They are already 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)
• They are good listeners who xe2x80x98listen to understandxe2x80x99 rather than just xe2x80x98listen to respondxe2x80x99
• They explore the consequence of each alternative, including doing nothing, to establish the xe2x80x98explicitxe2x80x99 compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
• They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPsxe2x80x99). They can link their solution to the customerxe2x80x99s specific need, pain or gain
• They produce effective sales collateral in the form of Presentations and Proposals, summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
• Customer obsession, high performance attitude, ethics, integrity and delivering against promises are their way of life
• BDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals.

The BDM is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a xe2x80x98buying centerxe2x80x99 comprising many individuals.

• BDMs can financially justify the value of their solutions in sophisticated financial justification models. Also, BDMs can manage the xe2x80x98power basexe2x80x99 within the xe2x80x98Buying Centrexe2x80x99. They are already 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)
• They are good listeners who xe2x80x98listen to understandxe2x80x99 rather than just xe2x80x98listen to respondxe2x80x99
• They explore the consequence of each alternative, including doing nothing, to establish the xe2x80x98explicitxe2x80x99 compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
• They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPsxe2x80x99). They can link their solution to the customerxe2x80x99s specific need, pain or gain
• They produce effective sales collateral in the form of Presentations and Proposals, summarizing the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
• Customer obsession, high performance attitude, ethics, integrity and delivering against promises are their way of life
• BDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals.
• The BDM is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a xe2x80x98buying centerxe2x80x99 comprising many individuals, all influencing, recommending and contributing to the decision-making process.
• BDMs are able to articulate the clientxe2x80x99s xe2x80x98compelling business needxe2x80x99 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 xe2x80x98power basexe2x80x99 from the top down. They are therefore 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. They 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. Assigned market is within South Africa including all Provinces within South Africa.
• 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 with respect to pricing & procurement control.
• Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimize risk and ensure performance.

Sales Management

• Achievement of the TCV (Total Contract Value) pipeline build and revenue/sales target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
• Source and distribute relevant thought leadership and marketing material to customers.
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
• Attract new relationships with new customers by supporting collaborative sales efforts.
• Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.
• Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
• Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
• Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.
• Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.

Governance, Risk and Business Continuity Management

• Stay up-to-date of new trends and innovations in operations.
• Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
• Lead and guide improvement projects that will increase profits or protect against risks in the function.
• Establish and maintain the highest ethical standards in operations practices.

Educational Qualifications

• Business Management degree or equivalent NQF 7 qualification

Years of Experience

• At least 5 years sales experience with a documented successful track record in selling high end services, rich and complex technology solutions in the relevant industry.
• Preferred track record and good working relationship with clients within the Mining and Manufacturing sectors

Other requirements

• Good Business Acumen
• Corporate Governance
• Auditing processes
• Solution Sales Methodologies
• Relevant Industry/Domain knowledge
• Entrepreneurial
• Assertiveness
• Leadership
• Attention to detail
• Conflict management
• Professionalism
• Presentation
• Entrepreneurial
• Customer relationship management
• Travel xe2x80x93 must be able to travel across Provinces within South Africa

Behavioural Competencies

• Communicating and Informing
• Results Driven
• Intellectually capable
• Complex solution Sales & Support
• Thought Leadership
• Managing Virtual Teams

Learned Competencies

• Differentiation, Justification and Powers of Persuasion
• Prospecting
• Channel Key Account Management
• Product/Service knowledge
• Selling Against Competition

Education

Languages

Altron