Business Development Executive

SUMMARY:
Business Development Executive required for our Client who partners with their valued customers, providing seamless import and export (logistics) solutions throughout South Africa and Africa.  They are a leading freight forwarding and logistics provider dedicated to supporting the diverse needs of manufacturers, distributors, suppliers of industrial and general cargo.

POSITION INFO:
Job Summary:
The role is responsible for identifying new business opportunities, building relationships with potential clients, driving sales growth including developing sales and marketing strategies to achieve the Client’s new business sales goals. This role is fully responsible for achieving the company's new business generation objectives and outcomes. The role requires a proactive approach to market research, lead generation and closing deals to expand the Client’s customer base and enhance the company's market presence.

Key Responsibilities:

Business Development:

• Responsible for identifying and pursuing new supply chain business opportunities in the various industrial sectors including mining, agriculture, construction, oil, gas, etc.
• Analyse customer and potential clients’ needs and tailor solutions to meet their specific supply chain requirements.
• Build a strong customer pipeline through cross selling in the mining industry and across all other industrial sectors.
• Develop and sustain robust relationships with key decision-makers in prospective client organizations. Stay informed about their activities to seize opportunities as they arise.
• Develop and implement robust business growth strategies/plans to attract new clients, expand the customer base and deliver the required growth margins.
• Lead the sales process from initial prospecting to finalizing and closing deals.
• Implement a business intelligence system targeting potential clients (input and output pricing, materials, industry trends and market conditions and customer base).
• Submit accurate and timely forecasts for new business generation and for annual budgets.
• Provide monthly reports comparing actual progress to forecasted targets.
• Accurately assess the financial viability and conduct risk analysis of potential clients.
• Consistently achieve both individual and departmental business sales targets on a monthly basis.

• Conduct regular follow-ups and account reviews with clients to ensure the successful delivery of the Client’s services, customer satisfaction and identify opportunities for further sales or upselling.
• Cultivate long-term relationships with new clients to ensure repeat business and client satisfaction.
• Serve as the primary point of contact for new clients during the onboarding phase.

• Collaborate with internal departments such as the contracts and marketing teams to develop and improve strategic business plans.
• Work closely with the Contracts team to negotiate contracts and manage customer agreements to ensure favourable terms and conditions and revenue growth.
• Effectively collaborate with legal services to ensure compliance with legal requirements in the development of new contracts.
• Ensure that the central repository of existing clients, potential clients, proposals and related documents are in place and maintained ensuring all data is accurate and current.
• Support the development of the annual departmental budget and oversee the management of all personnel expenses.

• Conduct market research to analyse and understand industry trends, competitor activities and to identify new markets, new customer segments and their needs.
• Stay updated on supply chain industry trends, competitors, and market conditions to effectively position the Client’s offerings.
• Participate in industry conferences, networking events, and trade shows to build company brand awareness, increase industry knowledge and generate new leads.
• Proactively promote the Client’s comprehensive supply chain solutions to potential clients.
• Track sales performance and report on key metrics (e.g. revenue, client acquisition, lead conversion rates).
• Provide insights and recommendations based on market data and feedback from prospects and clients.

• Prepare detailed business plans, proposals, and presentations for potential clients.
• Prepare and present regular reports on the status of new business generated, return on effort / investment (ROE), performance metrics, and any issues or concerns to Exco.
• Develop sales reports and gather analytical data to be share with the broader team.

• Ensure clear communication and cooperation across the departments to resolve any operational bottlenecks and challenges.
• Foster a collaborative environment across the various departments ensuring the BU achieves its financial goals and operates in compliance with applicable laws, regulations, and corporate policies.

• Ensure ǪMS requirements are integrated into the HR department's business processes.
• Ensure that all SHE policies and procedures are implemented, complied to and corrective action is taken in cases of non-compliance.
• Drive continuous improvement of business processes, ǪMS, Health and Safety.

• Revenue Growth (realised revenue)
• Client Acquisition Rate (number of new clients acquired within a quarter)
• Client Retention Rate
• Lead Conversion Rate (leads converted into actual sales or contracts)
• Cost of Customer Acquisition - CAC (the total cost involved in acquiring a new customer)
• Market Penetration
• Sales Pipeline Velocity (speed at which leads move through the sales pipeline)
• Average Deal Size (in terms of revenue)
• Proposal Success Rate (% proposals that result in successful deals)
• Client satisfaction rate
• Zero workplace safety incidents reported
• Number of One-on-Ones held with General Manager
• Kindly note that the listed key performance indicators are merely indicators and not an exhaustive list.

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