Business Development Manager(Public Sector - Inland) at Altron Managed Solutions

JOB PURPOSE

• At Netstar we wouldn’t be the industry leader we are without our successful sales team. We’re seeking a qualified sales specialist to help us sell the services that help improve the lives of people around the world. Our ideal salesperson has a strong understanding of the sales process, and excels at generating leads, building relationships, and closing deals. We’re seeking a quick learner with strong listening and negotiating skills, and someone with presence who can showcase our offerings in a compelling way. Often tasked with giving presentations, attending networking events, and participating in trade shows, it’s essential that our salesperson be approachable and professional. His or her efforts will help us extend our global reach and impact.
• The Business Development Manager (BDM) finds quality leads and convert them into successful product, service or solutions deals. To achieve consistent growth in the Netstar customer base and sales figures by: (i) achievement of sales/revenue target so that business growth is achieved and ultimately success of the company and the achievement of its strategic objectives.
• Business Development Managers manage their ‘Territory’ like a market-place, which indeed it is, constantly finding and closing new deals, becoming more intrenched and dominant in their territory, maximizing their penetration.

Key Responsibilities
Sales Management

BDMs can financially justify the value of their solutions in sophisticated TCO/TCV financial justification models. Also, BDMs can manage the ‘power base’ within the ‘Buying Centre’. They are both already accomplished in the fundamental attributes of Solution Selling, which are typically:

• Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG)
• They are good listeners who ‘listen to understand’ rather than just ‘listen to respond’
• They explore the consequence of each alternative, including doing nothing, in order to establish the ‘explicit’ compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
• They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs’). They can link their solution to the customer’s specific need, pain or gain
• They produce effective ‘Executive Summaries’, summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
• Customer care, ethics, integrity and delivering against promises are their way of life
• BDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals. The BDM is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a ‘buying centre’ comprising many individuals, all influencing, recommending and contributing to the decision-making process.
• BDMs are able to articulate the client’s ‘compelling business need’, and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the ‘power base’ from the top down. They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct. They understand the intricacies of the job and the need to maintain a healthy sales pipeline.
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the Netstar is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.
• Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.
• Compilation of tenders and fulfilling tender requirements
• Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance.
• Represent our company, with a comprehensive understanding of our offerings
• Maximize the sales performance by establishing strong relationships and gaining insight to the needs and lifestyle of the client
• Meet weekly, monthly, and annual sales and activity quotas
• Generate leads and commit to customer service by building relationships
• Adjust sales techniques based on interactions and results in the field
• Perform incisive and insightful market and competitive research

Core Responsibilities
Sales Management

• Achievement of the annual revenue/sales target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
• Source and distribute relevant thought leadership and marketing material to customers.
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
• Attract new relationships with new customers by supporting collaborative sales efforts.
• Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.
• Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
• Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
• Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.
• Identify and assess market opportunities and new ideas within Netstar and for collaboration with other business units.
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
• Qualify, develop, and maintain thorough company and product knowledge, research consumer needs, and identify how our solutions can meet them
• Generate leads and grow existing relationships, maintaining an accurate, detailed client book, and developing an active, repeat customer base
• Make cold calls or perform warm outreach, putting outside-the-box thinking to work to develop new and unique sales tactics
• Work with the Account Executive team to design industry-specific outbound efforts
• Utilize Salesforce.com tool to ensure standard processes during all sales stages
• Conduct month-end and year-end close processes

Governance, Risk and Business Continuity Management

• Stay up-to-date of new trends and innovations in operations.
• Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
• Lead and guide improvement projects that will increase profits or protect against risks in the function.
• Establish and maintain the highest ethical standards in operations practices.

External Parties and Relationship Management

• Oversee relationship with service providers and ensure all the services are delivered properly.

ACCOUNTABILITY

• Revenue target to be discussed - for Limpopo, Mpumalanga, North West, Gauteng, Free State and Northern Cape

Educational Qualifications
QUALIFICATIONS, EXPERIENCE, & SKILLS:

• Business Management degree or equivalent qualification

Years Of Experience

• At least 5 years or more sales experience with a documented successful track record in selling high end services, rich and complex Telematics solutions in the relevant industry
• 3-5 years in commercial and/or public sector sales within the Transport and logistics sector
• Excellent communication, interpersonal, telephone, and organizational skills
• Experience working with Salesforce.com or other CRM platforms
• Experience closing enterprise level deals
• Ability to analyze business opportunities and read situations well
• Ability to travel at least 50% of the time
• Sales experience in the public sector will be an added advantage