Specialist: Business Development

SUMMARY:
We are looking for a Business Development Specialist (BDS) to supports the sales team with quality leads and converts them into successful product, service or solutions deals. To achieve consistent growth in the OPCO’s customer base and sales figures by achievement of revenue target so that business growth is achieved and ultimately success of the company and the achievement of its strategic objectives.
Contribute to new solution offerings, and create viable commercial models, together with its take to market plan.

POSITION INFO:
Key responsibilities:

• BDS’s can financially justify the value of their solutions in sophisticated financial justification models. Also, BDSs can manage the ‘power base’ within the ‘Buying Centre’. They are both 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 ‘listen to understand’ rather than just ‘listen to respond’
  • They explore the consequence of each alternative, including doing nothing, to establish the ‘explicit’ 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 (USPs’). They can link their solution to the customer’s specific need, pain or gain
  • They produce effective ‘Executive Summaries’, summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
  • Customer care, ethics, integrity and delivering against promises are their way of life
• BDSs 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 crafters where more than one individual is involved in the decision-making process of these very large deals.
• The BDS is politically savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a ‘buying centre’ comprising many individuals, all influencing, recommending and contributing to the decision-making process.
• BDSs are able to articulate the client’s ‘compelling business need’ 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 ‘power base’ 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 through the various channels and projects.
• Lead demand-generating sales activities in the assigned market for the assigned product, service, or solution.
• 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.
• Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance (if applicable)

• Achievement of the annual revenue target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and ensure invoicing under the BU.
• Source and distribute relevant thought leadership and marketing material to internal and external customers.
• Engage on 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.
• 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.
• Build and establish relationships with your customer base and initiate a key account management approach to these customers.
• Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.

• Business Management degree or equivalent qualification
• Technical Qualifications in networking and/or communications technologies 
• At least 8 years progressive experience with professional services business, including the demonstrated ability to manage, deliver and grow new business.
• At least 5 years technical sales experience with a documented successful track record in closing high end services, rich and complex IT solutions in the relevant industry. 
• 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

NB! This job is now closed. You can apply for other jobs by uploading your CV.