Facilitating the winning of new business either by new logos or developing existing customers and increasing annual spend with B2BE.
Develop key initiatives and activities to support the development of a strong pipeline for the fulfilment of your annual quota.
OBJECTIVES OF ROLE:
Develop new business development plans in-line with KPI’s to ensure they can be met and bettered.
Develop and grow the defined target customer base in the defined territory and defined products;
Meet and manage sales targets set by the business as part of the Business Development Management role and approved by the business;
Implement creative sales strategies to grow the business in line with sales targets;
Develop and follow through new sales opportunities to grow existing client revenue where applicable;
Strategic and consultative management of sales process to ensure return on investment and value add proposition is fully understood by prospects and Clients
Sales strategy development, implementation, and management of to ensure that targets are met or exceeded.
To meet the agreed level of contact for new prospect acquisition as maybe necessary to maintain/increase levels of business activity.
Listening to prospect and opportunity requirements to identify new sales opportunities and effectively present key features and benefits of the defined product(s) to secure new business.
Gathering market and customer information to better enable targeted sales approaches.
Strong Negotiating skills avoiding selling on price but the value of the proposition.
Provide feedback to management and marketing teams in relation to any product development initiatives and opportunities.
Provide management with sales reporting monthly, or as and when required, to ensure any opportunities or workload can be reported and factored for appropriately.
Ensuring all activity is maintained and updated within the B2BE Customer Relationship Management (CRM) and Sales Force Management (SFM) systems.
Present quarterly forecasts at the Road to Number meetings with General Manager where initiatives and prospects are called out with clear actions to win and calling out operational support needed to succeed.
Strong selling background in an IT or related field.
Ability to adapt your customer approach to changing market situations.
Solid understanding of business processes as it relates to the supply chain.
Client facing and negotiation skills, on C-level, and be highly motivated with good networking skills.
Excellent interpersonal and communication skills with an ability to be able to approach prospects on their own terms.
Problem solving and resolution capabilities to creatively develop solutions and proposals.
Be a profound ‘listener’
Entrepreneurial mindset and a high level of initiative.