B2B Lead Generation at Fidelity Services Group

Overall purpose of the job: 

• The B2B Lead Generation Head is responsible for developing and executing the company's lead generation strategy to drive qualified sales opportunities, accelerate revenue growth, and support customer acquisition objectives. The role will lead all prospecting, lead qualification, and pipeline development activities across SME, corporate, fleet, and enterprise segments.
• This position requires a highly motivated sales professional with strong leadership, analytical, and business development capabilities who can build and manage a high-performing lead generation function while ensuring a consistent flow of qualified opportunities to the sales team.

Key Responsibilities

Lead Generation Strategy

• Develop and implement lead generation strategies to achieve revenue and customer acquisition targets.
• Identify new market opportunities, industries, and customer segments.
• Build and manage prospecting campaigns across multiple channels, including telephone, email, digital platforms, referrals, and strategic partnerships.
• Monitor market trends and competitor activity to identify growth opportunities.

Sales Pipeline Development

• Drive the generation of qualified leads through outbound prospecting and inbound lead management.
• Establish and maintain a sustainable pipeline of opportunities for the sales team.
• Define lead qualification criteria and ensure consistent application across the business.
• Monitor lead conversion metrics and optimise performance throughout the sales funnel.

Customer Engagement

• Understand customer needs and business challenges to identify suitable solutions.
• Conduct professional product and service presentations via telephone, online meetings, and digital platforms.
• Build strong relationships with prospective clients and key stakeholders.
• Ensure a seamless customer experience during the lead qualification and handover process.

Sales Support & Administration

• Oversee quotation preparation, costing, and proposal development.
• Ensure accurate CRM management and reporting.
• Manage sales order initiation and handover processes where applicable.
• Ensure all activities comply with company policies, procedures, and service standards.

Stakeholder Management

• Collaborate closely with external sales teams, key account managers, marketing, and operational departments.
• Work with marketing teams to improve lead quality and campaign effectiveness.
• Support strategic projects and business initiatives aimed at increasing market share and customer retention.

Reporting & Analytics

• Track and report on lead generation performance, pipeline health, conversion rates, and revenue contribution.
• Analyse sales data and trends to identify areas for improvement.
• Prepare weekly and monthly management reports.
• Present recommendations to senior management to improve sales effectiveness and efficiency.

Key Performance Indicators (KPIs)

• Qualified leads generated
• Sales opportunities created
• Pipeline value generated
• Conversion rates
• Revenue contribution
• Customer acquisition numbers
• Customer retention and satisfaction metrics
• Team productivity and performance against targets

Minimum Qualifications & Experience

Essential

• Grade 12 (Matric)
• Minimum 3 years' experience in B2B sales, business development, lead generation, or internal sales
• Proven track record of achieving and exceeding sales targets
• Strong CRM and pipeline management experience
• Excellent verbal and written communication skills
• Advanced computer literacy, including Microsoft Office Suite

Advantageous

• Diploma or Degree in Business Management, Sales, Marketing, or related field
• Experience within the Telematics, Fleet Management, Vehicle Tracking, Technology, SaaS, or Telecommunications sectors
• Experience working with SME, Corporate, and Enterprise clients

Competencies & Attributes

Leadership Competencies

• Leadership and coaching ability
• Performance management
• Decision making
• Strategic thinking
• Business acumen

Personal Attributes

• Results-driven
• Self-motivated and proactive
• Strong negotiation skills
• Excellent interpersonal and relationship-building skills
• Analytical and data-driven
• High attention to detail
• Effective problem solver
• Resilient under pressure
• Strong planning and organisational skills
• Professional and customer-focused