Business Development Manager at Belgotex Floors

PURPOSE

• The Business Development Manager (BDM) is responsible for prosecuting major sales opportunities. The greater proportion of your time will be spent in the field with existing or potential accounts. WIP meetings will also be required to attend weekly
• These involve winning projects, corporates, and new business opportunity by selling materially different services to new and existing stakeholders
• You may also provide sales assistance (in the form of field appointments) to inside sales.
• Your singular responsibility is to grow the client base via the addition of new annuities.

SPAN OF CONTROL

• This position will form part of the Commercial Sales team and will report to the Head of National Specifications. 

QUALIFICATIONS

• Grade 12 / Matric with a pass mark for mathematic or math’s literacy and English
• Proficient in MS Office applications
• Valid Driver’s License is essential
• Bachelors/Honors Degree in Economies or Marketing Management or a relevant qualification is essential.
• At least 3-5 years relevant sales experience in a similar role within a relevant industry is essential.

Requirements

KEY ACCOUNTABILITIES & OUTPUTS

Areas in which you must exercise control – Curiosity
You must ensure that:

• You do not pursue short-term sales results at the expense of longer-term client relationships
• Where your schedule is concerned, you subordinate willingly to the Inside project sales and the campaign Co-Ordinator

You work hard to create and maintain a productive working relationship with your Inside project sales team by, in particular:

• Providing prompt and exhaustive phone updates immediately after all appointments
• Ensuring that your Project sales retains full ownership of all opportunities (even if this means taking the time to explain things that, from your perspective, appear to be self-evident)
• Avoiding the tenancy to disparage the quality of meetings that have been scheduled (and objective feedback for sales meetings)
• Your relationships with other team members are productive and free from conflict
• You engage in no behavior that is damaging to — or in competition with — our company policies
• You are responsible for making your own appointments and managing your own diaries with the help of the opportunity / project pipeline supplied by Internal project sales

Stakeholder Base (Professionals and Corporates)

• Grow revenue by identifying new opportunities and developing new customers and business channels in unexplored markets in the region – new markets and new stakeholders in existing markets
• Through fact to face contact, understand the current Market and Professional space (trends, product groupings, location, region etc) and identify opportunities to grow B_ market share through them
• Identify ways to assist all Stakeholders for business growth in their markets
• Understand and keep abreast of direct and indirect competitor activities in the region and identify new counter opportunities.
• Work with the Campaign Co-ordinator to identify and implement ways to educate Stakeholders on the Professional Value adds B_ has to offer the professional space.

Key industry and market stakeholders’ relationships

• Form relationships with key regional industry stakeholders in the markets (existing or untapped) to understand customer demand, market trends and industry development with the purpose of driving projects and brand growth in the region ie. Industry related Organisations / Professional Institutes / Regional Business bodies.
• Negotiate and put contracts in place with key developers and customers as part of implementing the sales strategy (ABC customers).
  Project Marketing activities to pull sales
• Work with Commercial and Marketing teams to ensure that enough Project Marketing activities are in place to support the sales strategy
• Give input into marketing, new product development and design projects as required sharing the Stakeholder / professional knowledge for the benefit of Belgotex.

Reporting and Documentation

• Report against agreed KPI goals to reflect performance.
• Work with the Commercial team to develop clear short- and long-term action plans to address variances to achieve growth by using leading indicators.
• Develop and implement your continuous improvement (IGP) processes to improve output, reduce variability and manage constraints 

Safety, Health, Environment – We Tread Softy

• Direct activities that ensure compliance with applicable safety, health and environment legislation and audit requirements

People Management – Better Together

• Stay abreast and relevant of current industry best practices to ensure processes are aligned to industry trends, legislature, and strategic business goals to ensure sustainability of Belgotex.

REQUIREMENTS

Knowledge and skill

• Sales System knowledge e.g. CRM or ERP is essential
• The incumbent required knowledge and experience (minimum 3 - 5 years) in Specification environment is essential.
• Must have a proven track record of working with external customers and staekholders.

COMPETENCIES: INDIVIDUAL CONTRIBUTOR LEVEL

• Valuing Differences - Working effectively with individuals of diverse cultures, interpersonal styles, abilities, motivations, or backgrounds; seeks out and uses unique abilities, insights, and ideas from diverse individuals.
• Work standards - Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
• Earning Trust - Gaining others’ confidence by acting with integrity and following through on commitments while disclosing own positions; treating others and their ideas with respect and supporting them in the face of challenges.
• Initiating Action - Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive.
• Customer Orientation - Placing a high priority on the internal or external customer’s perspective when making decisions and acting; implementing service practices that meet the customers’ and own organization’s needs.
• Quality Orientation - Accomplishing tasks by considering all areas involved, no matter how detailed; showing concern for all aspects of the job; accurately checking processes and tasks; being watchful over a period of time.
• Safety Focus - Identifying and improving conditions that affect own and others’ safety; upholding safety standards.
• Planning and Organising - Establishing an action plan for self and others to complete work efficiently and on time by setting priorities, establishing timelines, and leveraging resources.
• Continuous Learning - Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
• Influencing - Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.
• Technology Savvy - Leveraging one’s practical knowledge and understanding of recent technology tools, solutions, and trends to improve work results, solve work problems, and take advantage of new business opportunities.