Core Business Development Executive at Bytes Managed Solutions

Job Description

Bytes Managed Solutions are looking for a new Core Business Development Executive to translate the Bytes Managed Solutions Strategy into a Core Business Development focus, Strategy and Value Proposition, spanning across the identified customer segments / industries, focused on new and existing customers and solutions in these business segments, maintain and manage the business relationship with NCR and CIMA for the relevant lines of business and to drive implementation thereof to maximise sustainable business growth.

Key Performance Areas:

DEVELOP AND IMPLEMENT A CORE BUSINESS DEVELOPMENT STRATEGY AND VALUE PROPOSITION

• Liaise with key customers and senior leadership to determine current and future customer solution requirements;
• Translate the Bytes Managed Solutions Strategy into a CORE Business Development Strategy that focus’s on customer value creation, growth, and retention;
• Develop a Customer Segmentation Framework and Value Proposition to manage and integrate the sales and delivery of customer solutions, products and services focused on Financial, Hospitality and Retail Solution
• Align the Altron values and brand with customer specific brand attributes (golden thread between internal culture and customer brand experience); and
• Develop metrics and milestones to monitor and evaluate business development progress and review for alignment with the overall Bytes Managed Solutions Targets, budgets, OEM (Original Equipment Manufacturer) targets and shareholder requirements.

ENABLE EFFECTIVE AND EFFICIENT CORE BUSINESS DEVELOPMENT ACROSS THE ORGANISATION:

• Enable an optimised and streamlined way of work from creating demand through pre-qual, solution crafting and Bid / Proposal / Contract development to solution transition, ensuring integration of the various inter-dependent processes across the CORE Business Development are and in conjunction with Commercial Services, Business Enablement and Transformation, Service Management and Operations;
• Develop management controls to ensure efficient and appropriate customer engagement processes, deliverables, services and interactions; and
• Act as a custodian of all Request for Quotations (RFQ), Requests for Proposals (RFP) and Request for Information (RFI) that goes to customers, ensuring that it is consistently delivered to customer and Bytes MS standards.
• Develop and maintain strong OEM relationships with specific focus on NCR and CIMA
• Select and formulate new OEM’ relationships to enable new solution growth in the selected areas of responsibility that will serve our chosen market
• Manage OEM (Original Equipment Manufacturer) contractual relationships, targets and delivery
• Manage and deliver on budget targets monthly, quarterly, drive sale outlook calls and ensure pipeline creation for future business

ACTIVELY DRIVE PROFITABLE CORE BUSINESS GROWTH THROUGH NEW CUSTOMERS:

• Build and retain strong and scalable inter-personal relationships with key industry players and prospective customers to identify and open opportunities;
• Enable the Solution Sales roles to create demand and ensure skilled sales leads and staff on solutions
• Actively drive the implementation of the Core Business Development Strategy and Framework in collaboration with Exco to acquire new customers;
• Consolidate detail from the lines of business, industries for pipeline management and present the progress and successes of performance against the Business Development objectives, as well as against competitive benchmarks through the sales management tool set; and
• Drive the overall revenue targets of Bytes Managed Solutions through active management of the Core solution sales management portfolio and ensuring that it aligns with current and future needs, budgets, targets, expectations and requirements of all stakeholders (internal and external).

ACTIVELY DRIVE PROFITABLE CORE BUSINESS GROWTH THROUGH NEW SOLUTIONS:

• Conduct a market (market movements, market value and market segment) and need analysis, and analyze current customers, products and services to identify new business opportunities and customer value add through new solutions;
• Ensure an in-depth understanding of the Bytes Managed Solutions strategy, growth plan, value drivers (revenue and profit trends), and risks;
• Collaborate with Exco and guide the development of different solution scenarios considering a range of varying aspects (i.e. economic, technological, legislative and competitor) in order to determine the feasibility of new solutions, as well as to terminate those that are no longer viable; and
• Create a collaborative environment with executive and senior leadership across Bytes Managed Solutions to promote successful design and development of new solutions to grow the business.

ENABLE GROWTH OF EXISTING CORE CUSTOMERS TO MAXIMISE REVENUE (TOP LINE):

• Ensure an in-depth understanding of Bytes MS’s current customers, and keep up to date with the latest developments to be able to advise on, as Trusted Advisor, best practice, and best fit solutions that are sellable, market ready and viable;
• Increase the Professional Services and Software contribution to deliver 30% of company Operating Profit
• Build and maintain strong and scalable inter-personal client relationships, fostering trust and confidence; and
• Actively support the Line of Business Executives by liaising directly with clients at C level and their support structures, where required to grow existing customer accounts

ACTIVELY DRIVE CORE CUSTOMER RETENTION AND OPTIMISE OPERATING PROFIT (BOTTOM LINE) THROUGH EFFECTIVE AND EFFICIENT CUSTOMER LIFECYCLE MANAGEMENT:

• Ensure that the Line of Business teams have the required capacity and skills to effectively and efficiently manage customer delivery and expectations;
• Hold the Line of Business teams accountable for successful end-to-end customer lifecycle management;
• Monitor customer satisfaction and proactively identify areas of concern;
• Liaise directly with customers where the customer relationship is at risk;
• Manage customer escalations, analyze and implement mitigating actions to prevent recurrence;
• Constantly look for innovative ways to improve on current products, services and solutions, as well as delivery processes and procedures both internally and externally.

CUSTOMER FOCUSED PEOPLE LEADERSHIP:

• Ensure that employees have clear and understood work/role descriptions, targets and goals to perform their functions, and that client needs and requirements are integrated into all work related practices;
• Ensure that employees have the right resources, skills, tools, equipment, and information to successfully execute on their responsibilities;
• Effectively manage employee performance and create opportunities for them to gain the competence for the work required and to grow.
• Proactively align future talent needs through effective succession planning and capacity building initiatives (i.e. development programmes, training, mentorship, coaching etc.), and advise employees on career opportunities and the requirements to achieve personal growth; and
• Ensure effective use of sale management tool set and active participation in weekly sales outlook calls, with strict management against targets and output
• Align with the company BBBEE strategy and ensure all targets and deliverables are met.