Head, Business Development at DCSL Corporate Services Limited

Job Description
Job Objectives:

• Responsible for the developing of the strategy that guides the organization in achieving ALL set Revenue Generating goals that aims at business growth and increasing market share
• Coordinating an integrated commercial success of the company by the combination of an aggressive Marketing plan and deep commercial strategy that ensures increased profitability, improved brand image and effective consumer satisfaction for a sustainable growth of the company

Key Responsibilities
Strategic:

• Ownership of Business Development initiatives and achievement of set Revenue targets of the company
• Ownership of the customers/clients’ interface with the company’s services making sure that all functions of the organization are aligned to meet its strategic commercial objectives
• With the COO, representing the company before Financial, Government and
• Technical Regulatory Forces, defending company's objectives and decisions
• Provide industry trends, opportunities for expansion and projection of future
• company growth, not limited to local opportunities but with strong awareness of Global perspectives
• Develop with a customer centric approach mind set, polices and standards that are aimed at ensuring optimal utilization of the company/departmental resources for the overall achievement of the company's set objectives; longterm and periodic
• Ensure legal and regulatory compliance regarding all tenders and contractual commitments of the company

Operational
New Business Development:

• Prospect for potential new clients and turn this into increased business
• Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
• Meet potential clients by growing maintaining, and leveraging your 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
• Plan approaches and pitches.
• Work with team to develop proposals that speak 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 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 Planing:

• 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 differentiation

Management and Research:

• Submit weekly progress reports and ensure data is accurate
• Ensure that data is accurately entered and managed within the company’s CRM other sales management system
• Forecast 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 devel opers and other internal staff
• Research and develop a thorough understanding of the company’s people and capabilities
• Understand the company’s goal and purpose that will continual enhance the company’s performance

Reporting and Analysis
Develop and Review commercial reports and present to the Management Team and Managing Director and when requested by the Board the following reports but not limited to:

• Client Prospects Pipeline Status
• Bid/Tenders Milestone Reports
• Project Audit Reports

Review and monitor business operating reports, ensuring effectiveness as to analyze the following:

• Client
• Type Tenders Trend
• Risk Survey Report
• Provide long range economic trends reports reflecting opportunities that exist in the industry, identifying our;
• Growth Against Market/Industry Operating Percentile

Skills Competencies and Requirements
General Requirements:

• Experience in strategic planning and execution
• Ability to analyze financial data
• Quality capacity in written and verbal communication and interpersonal relationships
• Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects
• Ability to participate in and facilitate group meetings.

Specific Requirements
Functional Skills and Competencies:

• Knowledge of contracting, negotiating, and change management
• Sound working knowledge of the various forms of conditions of contract used for Engineering projects
• The ability to analyse data and understand the implication of various options with the use of appropriate techniques.
• To be able to demonstrate knowledge and experience of contract structures and documentation with knowledge of of law in the context of construction
• The ability to apply understanding of the company & industry to improve effectiveness & profitability
• Networking, Persuasion, Prospecting, Public Speaking, Research, Writing and Closing Skills
• Motivation for Sales,
• Sales Planning, Identification of Customer Needs and Challenges
• Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism,
• CRM, and Microsoft Office

Key Result Area:

• Financial Perspective
• PR cost as a % of sales
• Total Expenses by Annum at Benchmark with Agreed Competitor (s)
• Internal Process Perspective
• No of National Awards per Year
• Average Cost per Click or Reach
• Customers and Service Efficiency
• Market share against competitors
• Satisfied
• Customer index
• Projects Management
• Change per annum in quality complaints and delivery delays
• Annual Customer attrition rate

Qualification and Experience

• B.Sc/HND with MBA in Engineering and/or Marketing and/or Law
• Minimum of 10 years of Marketing or Sales experience with large project experience in Construction, Oil and Power Industries
• Must have reputable professional certification in related function and industry
• Proficiency in an ERP Solutions

Desired Personal Attributes:

• Integrity
• Results Orientation
• Strong cerebral capacity
• Ability to work with all levels of management, build partnerships and teams
• Highly organized and significant ability to multitask effectively
• Ability to cope with and work under pressure