Business Development Manager (ICT) at PPC Limited

Job Summary

• Responsible for the planning and execution of mid & long-term channel strategy for the Power Unit within the assigned territory.
• The BDM is expected to act as the CEO of the territory taking entrepreneurial initiatives in delivering superior value to customers and for the organization.
• The BDM Locates and proposes potential business deals by contacting potential partners / accounts; discovering and exploring opportunities. Developing leads and opportunities to order intake and sales while ensuring optimal coverage of territory as well sustainable and profitable growth for PPC.

Job Responsibilties
Key Result Area 1 - Sales to allocated territory:

• Responsible for total sales results (of all Lines of Business) and (Customer Services) of PPC ICT products and solutions / services within the assigned territory.
• Responsible to develop and implement effective growth strategies that would profitably increase the volume and value of product lines being sold and services being offered by the ICT division and other inter Business unit offerings where applicable within the territory of coverage.
• Maintain a healthy funnel of opportunities to be closed month on month.
• Own the forecast process including funnel maintenance of the channel in the assigned territory
• Participate and drive the yearly performance review, target setting, sales plan preparation and timely contract renewal with each Key Account within the Assigned territory
• Identify new business, channel opportunities and customer needs in the region to ensure growth

Key Result Area 2 - Partner Relationship Management:

• Building, managing, and leveraging relationships with partners.
• To liaise with all PPC partners (OEMs) for technical and commercial information, pricing and training on all new products. Ensure optimal use of the OEMs channel partner available tools.

Key Result Area 3 - Account Management:

• Responsible for Product positioning, territory / account management and Product specialty
• Explore , Develop and Maintain strategic relationship with key accounts within the territory under the
• guidance of the Head of the ICT BU and or Territory/Regional Manager
• Negotiate with potential Accounts / Customers, Channel Partners special deals, pricing, timing, service compensation in line with PPC policy with Guidance by the General manager
• Maintain a healthy data base of accounts and ensure optimal relationship management of such accounts within the territory

Key Result Area 4 - Business Development:

• Provide input for the region and national business planning exercise: market trends, competitor behavior, potential projects and other relevant business information
• Develop and maintain up to date market intelligence on available/potential opportunities, competition, threats within assigned territory and report same promptly.
• Deploy strategies and tactical plans for the Direct and Indirect sales channel based on customer needs synchronized with the PPC Medicals Strategic Plan

Key Performance Indicators

• Key Result Area 1 –100% Achievement of Financial targets
• Key Result Area 2 – Sufficient knowledge of partner tools, processes and products
• Key Result Area 3 - Optimal/Updated Contact Master List (Minimum 300 contacts)
• Key Result Area 4 - Availability of a business plan for the region.

Job Requirements

• Education: Bachelor’s Degree in Engineering preferably in Electrical Electronics, Computer and other ICT related University Degree
• Professional Qualification: MBA in marketing and sales expertise is desired.
• Experience: 7 years Business development working experience for Telecommunications / ICT sector.

Key Competencies:
Technical:

• Products knowledge & Trainings
• ICT related Engineering experience and expertise
• Market research and studies
• Selling skills
• Solution selling skills and key account management
• Driving Skill,
• Communication/Presentation Skills.

Behavioral:

• Presentable
• Commercially astute
• Planning
• Taking Ownership
• Team Work
• Personal Integrity.