Business Development Manager, Durban

BUSINESS DEVELOPMENT MANAGER – ENTERPRISE
Reporting to the Enterprise Lead, the successful candidate will be based in Durban and will be responsible for the following:
MISSION:
The purpose of this position is to strategically drive Enterprise brand revenue success. The incumbent in this role must utilize their specialized Enterprise product and brand knowledge to grow the business.
KEY RESPONSIBILITIES
• Achieve required targets:
o Achieve monthly GP target
o Grow Enterprise spend
o Identify and develop relationships
o Acquire new business and find opportunities to grow spend
o Produce and manage product support and reporting
• Manage the profitability of products
• Provide reports and target tracking information as required
• Understand and implement Pinnacle’s strategy and policies in alignment with brand
• Provide full brand support (including but not limited to: PDF Spec Sheets, Web Info, Sales Support, Customer Support-Systems Integrators)
• Produce and review pricing information
• Provide weekly sales forecast to management
• Assist sales team with quotations
• Understand Enterprise brands’ compensation programs
• Provide sales support to Pinnacle sales teams
• Track and share market knowledge on competitive brands
• Training:
o Stay constantly updated with all developments and trends in the market
o Keep abreast of the latest technology and relevance to Cybersecurity, X86 Computing, storage trends and Backup software trends
o Disseminate product information to sales employees and customers
o Position vendor product set as part of product dissemination
o Understand technology roadmaps and life cycles
o Provide constant training to Pinnacle employees
• Logistics:
o Attend weekly sales meetings and assist in resolving stock issues
o Understand the logistics process
o Responsible for the order managing process to maintain both service and stock levels
• Build and maintain internal and external relationships with all stakeholders
o Develop and Implement Marketing Strategies
o Collaborate with reseller partners to devise Enterprise brand growth strategies and implement these strategies
o Manage vendor relationships and align strategically with the vendor
o Liaise with suppliers for promotional funds and materials
o Maintain relationships with customers to understand their requirements and incorporate them into the stock forecasting
o Engage with all relevant stakeholders at Pinnacle and subsidiary companies
EDUCATION REQUIREMENTS
• Matric with mathematics is essential
• A tertiary qualification focusing on either IT or on Sales and Marketing is essential (preferably a degree or diploma)
PREVIOUS WORK EXPERIENCE REQUIRED
• Minimum 5 years of work experience within an IT environment, preferably an IT distribution environment
• Five years’ experience working with Enterprise product sets (Cybersecurity, X86 Computing, storage trends, and Backup software)
• Minimum of 5 years’ experience in a customer-focused environment, with proven delivery and exceptional customer service
• Experience building relationships both externally and internally
• Prior experience working in a target-driven position (minimum of five years)
• Previous experience in internal training
• Minimum of 3 years’ experience collaborating with sales teams
• Proven administration skills
COMPETENCIES, KNOWLEDGE & SKILLS
• Must understand the IT market and the specific needs of the different market segments
• Must have an in-depth understanding of Cybersecurity, X86 Computing, storage trends, and Backup software
• Must display relevant technical product knowledge and acquire new product knowledge quickly
• Strategic thinker with strong planning, negotiation, and execution skills
• Must understand a product roadmap
• Must have a proven ability to work with spreadsheets including drawing up and utilizing reports.
o Must be able to draw up spreadsheets linking rate of exchange and costing calculations
o Good at mathematical calculations
• Display a thorough, working understanding of Forex conversions/calculations
• Proven experience collaborating successfully within a team
• Excellent business communication skills – both written and verbal
• Must be able to manage conflict
• Must understand a sales cycle
SOFT SKILLS & PERSONALITY ATTRIBUTES
• Understand customer satisfaction principles and practices as well as be service quality orientated
• Must be technology driven and enjoy learning about new products
• Proven customer engagement and relationship-building skills
• Relationship orientated with proven ability to network, build and maintain relationships with both internal and external customers
• Must be able to close sales deals
• Enjoy collaborating with a range of functions in the business
• Proven experience working with diverse cultures
• Business acumen to understand business and brand strategy
• Target Driven to meet weekly and/or monthly targets
• Must be able to confidently present product training
• Good attention to detail
• Enjoy working with spreadsheets and calculations
• Must be able to manage stress – plan and prioritize a workload and key tasks
• A good negotiator
• Be able to represent the company professionally
• Enjoy taking accountability
• Interested in continuous learning
COMPUTER LITERACY
• Above average computer literacy in MS word, Outlook, PowerPoint
• Must have MS Excel Skills at a minimum of an Intermediate level and be able to use formulas, calculations, pivot tables, and V-Lookups in a spreadsheet
ADDITIONAL REQUIREMENTS
• Must be willing to travel extensively
• Valid driver’s license and own, reliable transport
• A good corporate cultural fit
• Focused on delivering the exceptional
• Willing to go the extra mile