Business Development Consultant at Adcorp Holdings Limited

Job Description

• The Business Development Consultant is responsible for the acquisition and development of new business within identified clients and industry sectors. This position will act as the brand ambassador of the well known, established brand to target clients. This person will be responsible for hunting net new opportunities and strategically selling our ICT Resourcing and Talent value proposition across South Africa and into Africa.   The target audience is large and medium Enterprise clients and the BDC is expected to build long-lasting, profitable relationships with clients, always striving to find the solutions which best fit the specific needs of individual clients.

Business Development Consultant Responsibilities

•  A highly motivated, resilient and experienced sales professional with the passion and conviction to take on a new challenge
• Identify and drive new business opportunities with new organizations across South Africa targeting Large Enterprise decision-makers and key stakeholders.
• Convert viable prospects into active clients owning the full sales conversation and negotiation, through to the transition of new clients to the Paracon account management team
• Act as focal point for drafting relationship strategies, account and sales planning, reviewing contracts and conducting negotiations.
• Having a deep understanding of their client’s priorities, strategies and organizations to ensure the well-known established brands add value across their broader organization
• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organization.
• Understand customer business strategy and business case and drive alignment between customer objectives and company capabilities.
• Build targeted acquisition strategies with comprehensive account plans
• Continually build an encouraging pipeline of relevant opportunities to deliver against your sales metrics ensuring KPI’s are met
• Manage complex high-revenue sales across matrix and diverse business environments.
• Exercise forecast accuracy on a monthly/quarterly/annual basis
• Able to demonstrate integrity, conviction and natural curiosity
•  An excellent written and verbal communicator with a high level of business acumen
• Able to overachieve in a fast-paced, quota-driven environment
• Process-driven and follows proven best practices to achieve success

Account Growth Responsibilities

• Identify new sales opportunities within new areas and geographics of existing client base and focus on providing consultative support by building a value proposition for solutions into the account.
• Drive sales campaign and strategic initiatives, plan for account growth, identify opportunities for solution expansion and drive action plans around accounts that are at risk of non-renewal.
• Developing and implementing effective account strategies including relationship mapping, management of opportunity pipeline.
• Understand, manage and grow relationships between our company and the client to deliver opportunities and profitable growth
• The Business Development Consultant must be creative, upbeat and innovative and be able to effectively communicate key business messages to a diverse audience.
• Strong knowledge of pursuit or another relationship/ sales methodology and proven experience of driving opportunities through to revenue.
   

Qualifications

• A proven track record in business development and client relationship management in a highly competitive, Business to Business environment.
• 3-5 years’ B2B sales experience, preferably within Technology services or a consultative environment
• Experience selling to and/or influencing C-level executives 
• Proven ability to precisely manage and forecast a complex sales process
• Engage only with C-level executives within the large and medium enterprise marketplace to navigate through how IT Resourcing and Talent solutions can assist them in achieving their mission-critical ICT priorities
• Manage the full sales cycle, from finding prospects through to closure, and eventually transition new accounts across to the account management team within one month of closing the deal
• Drive consistently high levels of activity to ensure a strong pipeline of potential deals week over week

Technical Skills

• Good PC skills; including use of the CRM software, pipeline management, contact management database programs, sales management and reporting system, internet, and Microsoft Office tools
• Experience in Salesforce to track and forecast account activities
• Selling in a long sales cycle with complex financial data and a strong understanding of financials, profitability and cash flow
• An analytical mindset to uncover mechanisms of customer/vendor relationship
• Sales forecasting and goal-setting techniques and software
• General business planning and financial planning skills
• Understanding of high-value models of selling