Business Growth Manager at Signa Advisors (PTY) Ltd

DUTIES & RESPONSIBILITIES

The duties include but are not limited to the following:

Sales

• Identify, research and developing new markets and improving sales.
• Research organizations and individuals to find new opportunities and contribute to lead database.
• Network and engage with various industry players/forums to establish/forge and nurture relationships towards growing contacts and leads.
• Manage an effective lead and sales pipeline that has a healthy mix of clients.
• Determine the needs of a customer and offer solutions to those needs through the company’s products or services.
• Increase the revenue value of current clients/up sales.
• Prepare and conduct effective sales presentations /winning pitches.
• Negotiate and close business deals that promote sustained revenue.
• Develop quotes and draft professional proposals for clients.
• Introduce/sign on new clients for business growth through new accounts/revenue.
• Manage the sales process and make improvements to ensure ever-improving conversion rates.
• Fosters beneficial relationships with business partners, potential clients, and business contacts to attract new business and enhance the organization’s reputation.
• Ensure effective Sales to Operations handover process with effective communication and documentation.

Client Relationship

• Understand the company’s services and products, SLA requirements as per contract and proposals, company’s third-party suppliers and service providers.
• Manage relationships with own clients and ensure client engagement (escalating queries, providing professional and regular feedback, etc.)
• Develop and foster a customer-centric culture, with a collaborative and effective feedback loop between Account management and operational colleagues.
• Ensure client retention to improve the customer lifetime value (CLV)
• Manage renewal of client contracts
• Oversee that clients and members have full knowledge and access to the selected range of available services.
• Be available as a business contact for post-deal management including resolving contractual issues, managing, and negotiating any amendments, and preparing post-deal reporting to the executive team.
• Working closely with other departments and entities to find opportunities to cross-sell.
• Market Research
• Perform competitor analysis toward obtaining an increased market share.
• Analyse market trends and competitor behaviour and take appropriate action.
• Provide market feedback to the company leadership regarding competitive offerings, prospect (potential client’s) needs.
• Collate, interpret, and present information that can assist develop new products for clients or develop new markets for SOY.
• Manage all marketing campaigns to the clients including briefing the marketing team, obtaining feedback from the clients as to the feedback from any marketing campaigns.
• Client Risk Management
• Ensure that all obligations are correctly contracted to ensure correct financial recovery and that all agreements fit the reasonable risk profile of the business.
• Ensure all obligations are correctly and clearly captured and contracted with clients.
• Keep CRM updated daily, weekly, and monthly on contact with client or leads.
• Keep Sales database/CRM up to date on a daily, weekly, and monthly basis.
• Attend internal meetings to provide feedback and updates on pipeline business.
• Reporting and Sales Admin
• Prepare and present timeous reports for the management and track activity against target and business objectives (sales and retention, etc)
• Highlight risks and opportunities to management and relevant team and recommend and implement mitigation as proactively as possible.
• Provide weekly/monthly/quarterly activity / flash reports to management.
• Prepare and maintain a prospect pipeline and retention/renewal management record monthly and report on the status of each client and provide information to the management.
• Ensure pipeline information is current, meaningful and is credible/consistent with probabilities and likelihoods to enable proper business and operational planning.
• Ensure relevant sales data (including contacts and leads right up to deal closure is uploaded in the company’s CRM and is as per the company’s records and document management system/stands and conventions (RDMS) and handled in a POPIA-compliant manner.
• Ensure reports admin and communication are compliant with company branding communication frameworks.

COMPETENCIES & SKILLS

• Excellent and professional selling skills
• Ability / skilled in Sales and Retention
• Excellent verbal and writing skills and fluent in English.
• Excellent relationship management skills
• Excellent interpersonal skills
• Proven ability to develop strong customer relationships.
• Innovative thinking and ability to follow process,Good marketing, networking ability
• Strong and effective negotiation skills
• Ability to make solid considered decisions.
• Demonstrable Time management skills
• Able to balance admin and reporting while not compromising client engagement requirements.
• Effective handling of product sales while protecting IP
• Professional attitude and capability and personal initiative
• Proficient in excel, PowerPoint and word.
• Effective engagement with systems such as CRM

QUALIFICATIONS & EXPERIENCE

• Bachelor’s Degree or Diploma in Sales/Marketing or equivalent
• A sound understanding of Y.E.S. and 5 – 8 year’s sales experience.
• Advanced skills in Microsoft Office applications, with focus on Excel
• Advanced knowledge of business development, marketing strategies, and brand expansion
• Experience engaging at all levels within organizations – managers, directors, executives.
• Proven track record of working with rapidly changing deadlines and having an ability to move in a fast-paced environment.
• At least 5 years of experience successfully sales initiative or project
• Combination of private small business and corporate sales experience a plus
• 5 – 8 years related experience in business development or Sales in the BBBEE / Recruitment / Training Industry
• At least 2 years in Transformation/BBBEE preferred.
• Experience /track record in selling YES is preferred (although not an elimination criteria)
• Proven track record in effective presentations to closing for a consistently high conversion rate.
• Track record in consistently meeting and preferably exceeding targets.
• Essential Requirements Current Driver’s license and Mobile Phone and Own Reliable motor vehicle
• Professional business attire and professional etiquette
• Works beyond the gazetted business hours to ensure the growth of a business enterprise that delivers shareholder value.
• Independent, self-driven worker with ability to also follow direction