Business Development Manager at Nextier Capital Limited

Department: Commercial
Reports to: Chief Commercial Officer
Term: Permanent
Start: Immediately

Roles

• Nextier requires a Business Development Manager to support Nextier’s sales and business development activities.
• The role focuses on proactive lead generation and B2B sales with a focus on Nigeria, Uganda, Kenya, DRC, Ghana, Liberia and Senegal.
• This person is responsible for market research; networking; making first contact with potential customers and decision makers; qualifying the business opportunities and future scale for volume sales; validating the financial viability of customers to meet those scale-up plans; and establishing new relationships and partnerships that will enable Nextier to achieve its market penetration and revenue growth goals.
• This person will report to the Chief Commercial Officer and work closely with the Commercial team to grow the customer base and establish profitable, volume sales relationships with new customers.
• The role offers the opportunity to progress into a key account management role or remain focussed on business development as suits this person.
• The ideal candidate has strong hunting instincts, ability to seek out new sales opportunities, learn and understand customer requirements and match to our product benefits and value.
• Experience with technology sales (hardware and software) is invaluable.
• It will be advantageous to demonstrate relationship management skills, ability to negotiate complex sales and contractual terms, and the ability to get customers to commit to future sales.
• They enjoy being part of a tight-knit, fast-moving startup team.
• The role is based in Abuja in Nigeria.

Responsibilities
Sales:

• Lead Generation & Business Development

  • Researching new potential customers and contacts
  • Researching and qualifying the sales opportunity potential for new countries and/or market segments
  • Researching major funding projects for electrification initiatives
  • Qualifying leads according to set criteria to establish new customer accounts
  • Strong focus on KYC and obtaining financing information on customer projects
  • Presenting product demonstrations
  • Travel when required to visit customers, attend trade shows and conferences
  • Preparation of quotations and invoices.

• Customer management:

  • Managing small scale customer accounts as allocated by the Chief Commercial Officer
  • Strengthening customer relationships, increasing sales, seeking opportunities for upselling new features
  • Potential to own and grow the new customer accounts you create.

• CRM:

  • Utilising CRM to manage all sales activities
  • Updating customer, organisation, lead and sales pipeline information within CRM continually
  • Maintaining accurate and up-to-date CRM records
  • Adhering to CRM policies and processes.

• Sales Assistance:

  • Assistance to Sales Manager and Key Account Manager when required
  • Working with the Accounts Administrator.

• Process improvement:

  • Suggesting and implementing new sales and CRM processes to improve efficiency.

KPIs (to be confirmed)

• Monthly targets for new leads added to CRM
• Monthly targets for qualifying leads into new customer accounts
• Quarterly targets for order bookings and revenue payments (billings)

What you can expect in this role:

• Nextier is a high-commitment / high-performance team where bosses work just as hard as their reports.
• Your work assignments will be fast-paced, varied and agile.
• Sub-organisations are self-managing, decision making is decentralised, internal communication is rapid and collaborative.
• That said, the organisation is well structured and well managed and work-life balance is highly encouraged.Nextier takes the well-being of its staff seriously.
• Nextier is a place where your role will grow with the company.
• You will have direct exposure toexperts and senior decision-makers.
• You will also have regular opportunitiesfor learning, responsibility and advancement and we expect you to take them.
• This is a unique opportunity to shape the journey of a high-growth technology startup and contribute to the adoption of vital IoT and distributed energy services in Africa and Asia.
• Join if you are looking to be part of a driven, proficient team and you wish to see the impact of your work in the company and in the world at large.

Skills / Qualifications
Required:

• Interested candidates should possess relevant qualifications with at least 3 years relevant work experience.
• Experience working in hardware and software systems sales, with a B2B focus
• Experience in business development and/or lead generation
• Experience with consultative selling and value-based sales
• Laser focussed on exceeding targets and outperforming expectations
• A flexible, fast learner who can manage multiple works streams to tight deadlines
• Clear communicator with good writing, listening, presentation and demonstration skills
• Consummate networker with good people skills, a relationship creator
• Meticulous about accurate record keeping and learning everything possible about a customer

Preferred:

• Experience with selling SaaS products
• Experience with roadmap selling and validating product development and/or feature requests
• Understanding of relevant technologies (energy, metering, radio communications, IoT, cloud software)
• Sector experience: Grid/Off-grid energy in Africa, Asia.