Business Development Manager at Alfred & Victoria Associates

Job Purpose

• The Business Development Manager is entrusted with achieving aggressive revenue targets.
• Increasing Company's competitiveness and market share while fostering robust relationships with various sector entities and the organisation clients at executive levels; expanding company’s enterprise business across designated sectors and regions.

Principal Accountabilities / Objectives

• Manage allocated accounts as the primary point of contact for clients and internal stakeholders.
• Grow accounts coverage by acquiring new logo client accounts for the business.
• Grow Company’s share of all managed and new clients’ accounts in AM’s coverage.
• Grow share of digital solutions’ portfolio relative to connectivity share of portfolio.
• Maintain 100% prompt and accurate CRM records of all account in territory at all times
• Develop and maintain client relationships to identify new business opportunities.
• Balance focus between prospects and opportunities for continued development; ensure 4X pipeline cover of given target at all times.
• Lead sales strategies and develop high level value propositions.
• Analyse market trends and gather competitor intelligence.
• Provide accurate and timely sales forecast monthly and quarterly and ensure Salesforce and sales database accuracy.
• Complete and execute Account Plans for maximising profitability.
• Manage deals through commercial governance and future revenue growth planning.
• Understand the competitive market to increase margin and contract value.
• Understand support 100% compliance of all legal and contractual requirements for each client and each deal.
• Understand and support 100% compliance on all projects deployment requirements of completed sales.
• Identify and execute opportunities for up-selling and cross-selling.
• Ensure profitability within the segment P&L by meeting A&R targets.
• Ensure continuous up-to-date personal development of products knowledge, sales skills and competencies required to function effectively on the job.
• Ensure regular physical visits and other communication touch points with all clients within AM’s managed territory on a daily, weekly and monthly basis.
• Ensure effective cross functional collaboration and productivity across the entire Company’s operating company and group of companies.
• Develop customer sales strategies in collaboration with the Line Manager.
• Identify winning strategies and work proposals tailored to local markets.
• Evaluate account performance and revise strategies as needed to achieve targets.
• Balance focus between prospects and ongoing opportunities for sustained development.
• Collaborate across departments to resolve issues and ensure effective problem management.
• Present new products and solutions, deliver best practices for on boarding new customers.
• Collaborate with finance and support teams to ensure customer satisfaction and billing support.

Communications and Work Relationships:

• Innovation and Change: Advocate for customer views to shape Company’s marketing strategies and introduce new offerings (products, services and bundles) to new markets and new product segments.
• Communication: Actively participate in preparing C-level customer meetings and ensure alignment with Company’s strategy within the team.
• Internal: Sales Department, Operations, Service Delivery, Solution Architects, Legal, Finance, Human Capital, Innovation & Partnerships
• External: Clients, Vendors and other technical business partners, resellers, industry associations and regulators.

Requirements

• Experience: Minimum 4 years of successful sales experience, preferably in enterprise solution selling within the telecoms industry.
• Demonstrate capability to influence at C-level and deep expertise in telecommunications/IT sectors.

Skills:

• Knowledge: Solution Selling, Products/Services/Technology know-how, Opportunity Management, Account Planning, competing to win and more. Extensive understanding of customer businesses, markets and industry dynamics.
• Skills: Objection handling, negotiating, relationship building, analytical abilities, Microsoft and Google applications usage and CRM usage. Account planning and territory management skills. Understand current and future market trends with a view to positioning the organisation for sustainable market share and value share growth
• Exceptional client-facing, strategic, and leadership abilities.
• Strong communication (written and verbal), sales, and networking skills. Strategic negotiation skills
• Advanced quantitative, analytical, and computer skills with attention to detail.
• Attitude: Exceptional communication, confidence, sales-oriented mind-set, high self-motivation, and accountability. Proficient communication with strangers, high self-confidence, a sales-oriented outlook, and self-motivation.