Business Development Manager at Pivotage Consulting

Ref: EMIRP/1218/BDM
Career: Mid/Level Expert

Job Purpose

• Oversee the direction and growth of the company’s overall business planning, customer service delivery/operations, marketing, new business development, and sales and opportunity management
• This position is responsible for assessing, shaping, setting and selling (internal + external) the strategic direction of the company’s solution efforts to efficiently and effectively build and scale the company’s unique selling propositions.

Job Responsilbilities
New Business Development:

• Prospect for potential new clients and turn this into increased business.
• Meet potential clients by growing, maintaining, and leveraging your network to build robust pipeline of opportunities.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches to new clients.
• Work with technical team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/services offered.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
• Present an image that mirrors that of the client.

Client Retention:

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.

Business Development Planning:

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services and products.
• Identify opportunities for services and products that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research:

• Submit weekly progress reports and ensure data is accurate to the CEO.
• Ensure that data is accurately entered and managed within the company’s sales management system.
• Forecast quarterly and yearly sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business development executives and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

Job Requirements

• Bachelor's Degree in Sales and Marketing required. Master's Degree in Marketing or Business Administration.
• Minimum 7 years working experience in the Banking, Oil & Gas Sector/FMCG/ICT.
• Experience in previous leadership positions such as Manager in the Banking, Oil & Gas /FMCG/ICT sector.
• An established network of contacts / clients in the Oil & Gas sector/FMCG/ICT.
• An established network of marketing, business development and account management professionals.
• A strong customer orientation with the demonstrated ability to nurture key accounts.
• The ability to respond quickly and effectively to the needs of clients and internal stakeholders.
• Conceptual and strategic selling experience of solutions-based products and services.
• Exemplary communication and presentation skills.
• A high level of enthusiasm for building business and overcoming obstacles.
• Demonstrated results in sales management, business development and P&L management.
• Previous experience in building and developing service-oriented teams.
• Previous experience in building strong, internal relationships with C-level executives across an organization.
• Prior experience in successfully delivering on annual sales quotas.
• Strong business and technical acumen.