Hunter Gauteng - Gauteng
Propel Personnel
Are you a driven, self-managed and professional Business Development Manager with strong “Hunting” skills? Our client, a reputable and fast-growing concern in the Financial Services sector based in Bryanston is looking for you to help grow their B2B (SME) footprint in the Gauteng region. Must have own reliable car Revenue Growth and Achievement Focus sales efforts to optimise performance for key revenue generating Innervation products and services. Create revenue through acquisition of new sales/clients. Grow and maintain existing client revenue through the maintenance of strong relationships with said clients. Ensure that existing clients are regularly updated on new service offerings and up-sell these additional services and upgrades to grow existing revenue. Travel to different regions in SA in line with business and client requirements to optimise revenue growth. Leverage client cross sell and upsell opportunities. Make weekly cold calls. Sales management and executive involvement in opportunities and bid review of proposals as per defined sales process Market Remain aware of key competitors and conduct basic comparative analyses of the strengths and weaknesses of competitive offerings to identify market opportunities and gaps. Understanding of market to position and optimise selling and to be able change tactics in line with market and consumer needs. Understand clients, channels, service providers and competitors and provide vertical solutions e.g. put together effective solutions for clients based on this understanding. Ensure implementation of brand management strategies – using approved brochures, proposals and all relevant sales collateral – to create brand appeal and to be Innervation's ambassador. Represent Innervation at various conferences; man-the-stand, present and be a brand ambassador at relevant Innervation exhibitions and conferences as required and ensure that relevant marketing material is available and used/disseminated as required. Strategically position the Innervation business and value proposition to new and existing clients and channel partners. Must be able to articulate executive summary to clients to convey as much. Provide customer and market information to the product/marketing teams. Maintain market, technology and customer knowledge Client Service Adhere to call cycle sheet and ensure regular interactions with clients to guarantee up-to-date understanding of client wants, needs, perceptions and buying behaviours. Account for interactions with clients and capture the outcome and notes thereof on the call cycle sheet. Implement client feedback systems via Synergy to establish and evaluate client satisfaction levels/demands and concerns, including product development opportunities for Innervation. Use the journal fields in Synergy and be as detailed as possible. Keep track of client preferences and interests, etc. for strategic advantage whilst maintaining awareness of client ethics policies. Respond and contribute to client RFPs where opportunities are provided to innervation. Ensure that quotes/proposals are provided to clients timeously (all new clients receive proposals; existing clients can receive quotes). Ensure that clients are contracted before services are implemented. Ensure that clients are re-contracted where additional services are being implemented. Ensure that clients are re-contracted when services are being implemented within 6 months of contract expiry. Ensure that client (internal and external) emails and phone calls are returned timeously. Assume accountability for the profitability of allocated accounts Planning and Forecasting Provide input to the sales strategy. Provide input to the sales plans. Develop and maintain account plans for allocated accounts. Execute account plans in conjunction with Product and Operations management. Schedule client meetings/interactions. Prospecting – report on prospective clients and services, including the value of the quote. Ensure, through regular, planned client meetings, prospecting and engagements, that sales targets and objectives are achieved. Ensure that all sales opportunities are recorded and leveraged. Plan sufficient interactions/engagements to close deals. Block time in diary to plan for dedicated prospecting to ensure that required client meeting quota is met (meetings for following week are to be confirmed and planned for in the previous week). Research potential leads and ensure leads are qualified and client business meetings are justifiable. Plan and confirm: 16 “cold calls” per day with new prospective clients (Face-to-Face). Assist in defining the annual sales plan and client engagement strategy, detailing revenue to be generated from existing clients (Cross Sell/Upsell) and from new clients, and number of product units that need to be sold. This aligns with annual target expectations. Relationship building/alliance partnering • Actively seek to develop loyal client relationships. • Networking - tap into, maintain and leverage external relationships to generate sales opportunities and revenue, including clients, channels, banks, service providers, etc. • Make courtesy phone calls daily to maintain key relationships. • Co-ordinate projects and leverage internal stakeholder relationships to meet the requirements of the projects and rollouts Product/Services knowledge • Keep abreast of the Innervation product and services offerings to achieve business sales target objectives. • Understand the features, benefits and critical differentiators of Innervation's offerings in comparison to competitor offerings. • Use this knowledge to position the product/service in the industry. Reporting Sales reports to include following metrics: Cold calls made – details of client and contact. New prospects created. Meetings scheduled for the week. Meetings had in previous week (in line with quota of required meetings) Number and value of deals closed – include which deals these are. Target achieved to date (MTD and YTD) Plans to achieve remaining target and current target shortfalls. Key client engagement Channel engagement. Prospects created relevant to product strategies of business (e.g. currently Gift card and loyalty is the focus). Report accurately on figures that make up individual sales achievements/targets. All client prospect interactions to be recorded in Synergy, including meetings held and agreed actions on meetings held such as follow up dates and attempts etc. Lost prospects are recorded accurately, including reasons for being lost and surrounding competitor details. Key Clients Call Cycles to be scheduled as per call cycles agreed in client engagement strategy worksheet. Detailed minutes of all key client meeting interactions to be recorded, stored on Synergy, Status tracker to be implemented in clients where there are several initiatives to drive that need tracking. Channel Partners Call Cycles to be scheduled as per the channel management and ownership of channels Detailed minutes of all key client meeting interactions to be recorded. Matric Tertiary qualification highly advantageous 2-4 years Business Development/Hunting experience Excellent selling and closing skills Must be independent, driven and disciplined High ownership and accountability Professional Well presented Must have own reliable car. R15 000 – R25 000 basic Comm (depending on qualification and experience)
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