Business Development Manager / Channel (Northern Suburbs, JHB)

Introduction

About our client

We specialise in the leasing and life cycle management solutions of IT equipment. We have 15+ years of experience providing innovative ways to finance a spectrum of standard and specialised equipment. Unlike conventional financing options, we offer subsidised finance on a leasing model with additional unique value-added services which include: comprehensive insurance and warranties, an online reporting tool, live asset tracking, and a dedicated asset manager.

About the Position

The Business Development Manager (BDM) identifies high-quality leads and transforms them into profitable deals for products, services, or solutions. To ensure continual expansion of our customer base and sales performance, the BDM must:

1.         Meet predetermined sales and revenue objectives.

2.         Investigate potential opportunities in new markets.

3.         Effectively navigate and establish a presence in assigned market territories.

4.         Cultivate robust networks and foster enduring relationships with potential clients.

Duties & Responsibilities

Key Responsibilities

•           Generate leads in untapped markets and among prospective clients.

•           Identify and clearly communicate the business needs of clients, crafting solutions that meet their expectations as well as those of other stakeholders.

•           Ensure that the proposed solution, both from a business and technical standpoint, provides a compelling rationale for investment and outlines the anticipated returns for the client.

•           Secure new business opportunities and uphold exceptional levels of post-sales customer support.

•           Spearhead efforts to cultivate relationships with Principal Vendors, taking the lead in negotiations related to pricing and procurement oversight.

Core Responsibilities

Sales Management

•           Attain the annual revenue/sales target as set forth.

•           Take charge of demand-generation activities in the designated market for the specified product, service, or solution.

•           Convert sales prospects into successful deals, overseeing invoicing and monitoring customer satisfaction levels.

•           Source and distribute pertinent thought leadership and marketing materials to clients.

•           Offer guidance to the Pricing and Decision Support team on optimal solution Pricing Schedules during bid/proposal/quote development.

•           Compile comprehensive data on new business (pipeline, pending, and actual), presenting progress and achievements against Business Development objectives, targets, and competitive benchmarks.

•           Foster new relationships with customers through collaborative sales endeavors.

•           Collaborate with our wider group of Companies to capitalize on opportunities within our targeted industries.

•           Actively pursue and follow up on qualified opportunities, establishing enduring and professional relationships with key personnel in new customer accounts, and providing consistent feedback to potential clients.

•           Develop a deep understanding of the business unit's strategy, growth plan, revenue and profit trends, and associated risks.

•           Partner with executive and senior leadership across Business Units to introduce and integrate new solutions to drive business growth or discontinue those that are no longer viable.

•           Identify and evaluate market opportunities and innovative concepts within the company and for potential collaboration with other business units.

•           Promote collaboration across industries and service lines, facilitating cross-selling, upselling, and performance enhancement opportunities.

•           Governance, Risk and Business Continuity Management

•           Remain abreast of emerging trends and innovations in operations.

•           Mitigate business risks by continuously monitoring internal and external factors, including the evolving needs of stakeholders.

•           Take the lead in overseeing improvement projects aimed at enhancing profits or mitigating risks within the function.

•           Uphold and promote the highest ethical standards in operational practices.

•           External Parties and Relationship Management

•           Supervise the relationship with service providers and partners, ensuring the proper delivery of all services.

•           Evaluate the performance of consultants and promptly report any deviations to the relevant department for necessary corrective actions.

Accountability

•           Revenue generation

•           Budget or Target

Communication & Working Relationships

Internal

•           CEO and Exco

•           Head of Business Unit Functions within the company

Reasons for Interaction

•           Aligning and coordinating relevant sales initiatives

•           Drive collaborative partnerships and innovation within the company

External

•           Clients and Partners

•           Consultants and Service Providers (external consultants from service providers/vendors etc)

•           External advisors/consultants (Subject matter experts)

Reasons for Interaction

•           Negotiate terms and conditions

•           Provide thought leadership

•           Drive collaborative partnerships and innovation

Desired Experience & Qualification

Qualifications, Experience & Skill

Educational Qualifications

•           Business Management/Financial Management degree or equivalent NQF 7 qualification / Nice to have, not essential.

•           At least 5 years of sales experience on a senior level

•           Above average knowledge of financing models

•           A track record in selling IT solutions in the relevant industries will be advantageous

Package & Remuneration

***Salary – R45,000 – R50,000 (Basic) + Med & Pension + Business Fuel & Cell + Commission / Monthly (Negotiable - Based on experience, skill & in relation to your current package)