Business Development Manager at DFA

Main purpose

Seek out new large-scale and transformational revenue opportunities for the company while keeping the overall business strategy in mind.

Key performance areas and tasks

• Maintain presence in public sector and other defined non-telco sectors where DFA recognized and acknowledged as key role player and connectivity provider.
• Work closely with DFA partners and customers to create opportunities in public sector and newly defined sectors that can be fulfilled using existing fibre network infrastructure.
• Conduct consultative engagements with customers by assisting and developing business cases to influence purchasing decisions.
• Undertake and manage multi-year revenue opportunities with customers.
• Work independently in seeking out new and large-scale opportunities.
• Incubate opportunities into reaching tangible revenue generating pursuits.
• Manage geographical expansion opportunities jointly with the Executive Business Manager
• Build and nurture long-term and sustainable relationships with customers and partners.
• Establish view of long-term spending profiles of key customers within chosen sectors to influence where DFA should be investing time and effort.
• Build and package customers into revenue-generating pursuits that can be handed over to sales account management for on-going management and maintenance.
• Work closely with customers in large-scale tender-based opportunities and confidently engage with Government at all levels.
• Orchestrate and manage internal team deliverables in development of bid documents and proposals.
• Actively build value proposition for customers through development of detailed solution proposals leveraging DFA customers and partners.
• Manage Sales pipeline and measure and track individual pipelines.
• Monitor order intake velocity and forecast sales accurately.
• Work closely with cross-functional teams to ensure hurdle-free execution of large-scale projects.
• Track overall customer deliverables through lifecycle of order intake through to delivery and management of customer solution.
• Assist refinement of internal and external customer processes.
• Ensure capacity in virtual team and ensure that internal departments understand customer requirements gathered.
• Identify and research potential new opportunities for the MNO customer by developing a growth strategy focused on boosting sales and forging strong customer relationships. 
• Conduct research to identify new opportunities within the customer base that align to the customer needs consultative engagement with customers by assisting and developing the necessary business cases to influence the customer's purchasing decisions.
• Undertake and manage multi-year revenue opportunities with customers to ensure that DFA is well positioned as the connectivity partner of choice.
• Incubate opportunities into reaching tangible revenue generating pursuits.
• Provide trustworthy feedback to after-sales support to the customer.
• Promote DFA’s products/services by addressing or predicting customers objectives.
• Conducting market research to identify customer trends within the MNO segment.
• Build and nurture long term sustainable relationships with customers that can be leveraged for mutual benefit. 
• Establish a view of the long-term spending profiles of key customers within the chosen sectors to influence where DFA should be investing its time and effort.
• Negotiate contract terms with customers and communicate with key internal and customer stakeholders.
• Monitor project teams to ensure that contracts are executed as agreed.
• Work with the pricing team to create proposals internal approvals and customer presentation.
• Orchestrate and manage the internal virtual teams' deliverables in the development of proposals.
• Actively build the value proposition for customers through the development of detailed solution proposals leveraging DFA customers and partners
• Conducting market research, whilst gathering key customer and competitor data.
• Monitor customer revenue and order intake.
• Track and report on the status of proposal components.
• Work closely with DFA cross-functional/virtual teams to ensure hurdle free execution of large-scale projects.
• Track the overall customer deliverables through the lifecycle of order intake through to delivery.
• Monitor project teams to ensure that contracts are executed as agreed.
• Assist in optimization of internal and external customer processes.
•  Ensure capacity in virtual team internal department understand customer requirements.
• Ensure internal department understand customer requirements.
• Create a platform for DFA customer collaboration.
• Perform any other work-related duties and responsibilities that may be assigned from time-to-time by management.

Working conditions

• Office based.
• Some travel may be required.
• Extended working hours may be required.

Knowledge, experience, and qualifications

• 3-year bachelor's degree/ relevant
• A minimum of 8 years' business development experience in the telecommunications/ICT industry and particularly in the MNO space
• Demonstrated ability/capability and track record in business-to-business (B2B) sales and business development environment.
• Problem solving skills to propose mutually beneficial solutions.
• Familiarity with project management methodologies
• Market research experience to identify customer trends.
• Ability and willingness to travel for meetings to customers.
• A proven existing network of relationships within the MNO segment
• Excellent organizational and administration skills
• Excellent verbal and written communication skills
• Broad knowledge of telecommunications technology or information technology industries
• Strategic networks in the government or public sector environments
• Proven existing network of relationships within public sector ecosystem.
• Experience and proven track record of business development capability with public sector