ROLE PROFILE

Manager: Sales & Business Development

PROFILE INFORMATION

Job Title: Manager: Sales & Business Development

Location: Pretoria

PURPOSE STATEMENT

To develop, identify and manage new business opportunities in order to generate revenue, improve profitability of existing and new product offerings and ensure business growth, and to maintain and retain the current client base.

ROLE REQUIREMENTS

Qualifications and Special Certifications / Registration

Required: Diploma + Advanced Diploma / B Degree in Marketing and Sales, Business Management or related field

NQF Level: 7

Experience

Required: Relevant experience across Operational, Supervisory, Managerial, Senior Managerial and Executive levels

Relevant Work Experience: 10 years relevant work experience in Sales and Business Development

Managerial Experience: 3 years managerial experience(2 direct reports)

Track Record: Proven track record of new business creation and lead generation in a corporate environment

KNOWLEDGE AND SKILLS

Relevant legislation and regulatory frameworks: Advanced

Risk Management practices and principles: Advanced

Business Acumen: Advanced

Financial budgeting and management processes: Advanced

Lead Generation in a Corporate Environment: Advanced

Key Account Management: Advanced

Computer Literacy: Advanced

Quality Management Systems: Intermediate

ISO Systems and Auditing Processes: Intermediate

PFMA: Intermediate

ROLE CONTENT

Operational Management (10%)

Contribute towards the development of a strategy for the Division and alignment of this strategy to the plan for the business unit overall.

Ensure productivity is measured effectively against set objectives.

Manage and ensure the drive of continuous improvement activities.

Manage the business unit and ensure that it contributes to the achievement of business objectives.

Manage operations effectively to deliver services within timelines and prescribed quality through effective resource management activities.

Use insights gained through business information to compile reports and metrics to measure success and inform business decisions within area of responsibility.

Put measures into place to improve productivity.

Functional Management (40%)

Manage the process for generation and submission of Requests for Proposals (RFPs)/tenders and requests for quotations and related sales documents in response to sales opportunities.

Collaborate with the senior management team to set revenue goals and company sales strategy.

Implement the sales plan to drive revenue growth while also attending key events to generate leads.

Establish sales objectives by forecasting and developing annual sales targets for the sectors.

Provide projections of expected sales volumes and profit for existing and new products.

Collaborate with Operations to close deals and develop new business.

Maintain sales volumes, products/solutions/services mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors.

In consultation with the Pricing Committee, review selling prices by monitoring costs, competition and supply and demand.

Manage and implement the sales forecasting, planning and buyer (B2B/B2C) driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and business development function.

Ensure reports and other internal intelligence insight are provided by the Sales and Business Development function.

Analyse pipeline and lead data, deliver periodic reporting to the sales and business development teams, providing key business insights; typical reporting relates to Demand Generation, Pipeline Forecast, actual performance and trends, Conversion Rates, Target Account and Market Segmentation foresight and insight regarding Age analysis.

Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed-loop between marketing, customer services and sales & business development.

Validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality and conversion rates.

Report periodically on agreed KPIs for the sales and business development function, including corrective actions to address performance gaps.

Develop deep understanding and knowledge of the competitive landscape and market trends to identify new business development opportunities.

Understand and effectively communicate the company’s value proposition, technical process and current partnerships.

Determine annual unit and gross-profit plans by implementing business development strategies; analysing trends and results (actual performance).

Keep regular contacts with past, existing and new clients to explore new business opportunities.

Build and establish strong relationships with existing and new customers.

Coordinate with Marketing as well as Customer Engagement to develop Sales and Business Development strategies to improve the company’s revenue performance.

Develop business presentations and proposals for clients, internal communications and other stakeholders of interest.

Inform potential clients about new products, solutions, services and price development details on a regular basis.

Participate in forums where new products are proposed.

Participate in industry and sales meetings to provide recommendations and inputs on business development strategies.

Evaluate the effectiveness of business plans, sales & business development strategy and marketing strategy in order to analyse and provide necessary recommendations.

Attend tradeshows/events and industry associations to improve company’s visibility.

Oversee and lead the building of retention plans for existing client base retention.