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Position Definition:
This position is responsible for sales generation for the organization. The candidate is also responsible for overseeing the daily activities of the Business development in the Unit, maintains close relationship with all clients and work cooperatively with other unit
heads to achieve organisational objectives.
Essential Functions: The candidate is among other things expected to:
New Business Development
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate to ensure a robust pipeline of opportunities.
- Meet potential clients by growing, maintaining, and leveraging network.
- 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.
- Work with team to develop proposals that speaks to the client’s needs, concerns, and
- objectives.
- Participate in pricing the solution/service.
- 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 to 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, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels 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 to management team and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM or other
- sales management system.
- Forecast monthly 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.
- Monthly sales report to be presented to Group Head of sales
- Quarterly report on financial target to be presented to Group Head of sales
- Deliver detailed sales projection/budget ahead of business year to Group Head of sales
- Deliver annual Sales plan, broken down into quarters, not later than a month before the
- beginning of a financial year to Group Head of sales
Education
A bachelor’s degree and 3-5 years of sales or marketing experience. An MBA will be an added
advantage.
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills,
Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and
Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism,
CRM, and Microsoft Office.
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