Job Summary
The BDE’s role is to improve a company’s market position and contribute towards financial growth. To build key customer relationships, identify business opportunities, negotiate and close business deals as well as maintain extensive knowledge of current market conditions. Key focus on developing pipeline and hunting new business.
Manage operational sales processes and activities in the Gauteng region.
Education/Experience/Qualifications/Skill Requirements
- Bachelor’s degree in related field. (Preferable)
- At least 3 years of sales, business development or operational experience in the cleaning, hygiene, landscaping and pest control (soft facilities) space.
- Preferably with experience and major successes in contract cleaning services.
- Knowledge of the most current technologies and products used in the industry.
- Knowledge of key role players and industry trends within above sectors and related services.
Specialist Skills and Knowledge
- Good Communication skills
- Good understanding of Sales, Marketing and Finance
- Report Writing skills
- Understanding of Spreadsheets
- Problem-Solving
- Independence
- Teamwork
Key Performance Areas
- Identify and prospect for potential new clients within the manufacturing, logistics, hospitality or commercial sector 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
- Plan approaches and pitches. * Work with team to develop proposals that speaks 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.
- 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.
- 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 differentiators.
- Act with utmost urgency when attending to any client request.
- Best allocate the resources of the contract to achieve maximum cleaning output. Where the SLA stipulates resource requirements, these must be adhered to. Output based contracts must be managed efficiently.
- Contract retention through maintaining excellent service standards, identifying and mitigating the risk of
cancellation and building strong client relationships with key client contacts.
- Regular client meetings with at least one formal documented client meeting per month to ensure client needs are understood and expectations are met
- Responding to clients and management request timeously and providing necessary action required.
- Responsible to effectively communicate and filter company information to contract managers who needs to filter down to their staff.
- Responsible to regularly keep your line management informed of pertinent issues relating to your contracts.
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
- 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.
- To constantly be aware of current trends and new innovation in the industry and make suggestions how these could be implemented in the business.
- To maintain a high standard of morale and motivation through good communication skills
- To attend meetings, training sessions and conferences when required
- To ensure that the company’s objectives are achieved
- Ensure that the Kusile FM brand is protected and represent it professionally at all times.
- Ensure that statutory/legal requirements are strictly adhered to.
- May be required to assist with any other duties that may be outside scope of responsibility.
Competency Profile
- Good business sense
- A deep understanding of marketing principles
- A positive attitude
- Negotiation skills
- Plenty of initiative
- Motivation for Sales,
- Prospecting Skills,
- Sales Planning,
- Identification of Customer Needs and Challenges,
- Territory Management,
- Meeting Sales Goals,
