Client and Business Development Associate at Malander

A Clients and Business Development Associate role at Malander Advisory focuses on expanding the firm’s client base, strengthening existing relationships, and driving revenue growth through strategic initiatives. The position is integral to the company’s mission of providing tailored advisory and staffing solutions, particularly in the field of finance and accounting.

Prospecting

• Market Research and Analysis
• Identify target industries, market trends, and potential client needs.
• Research companies and key decision-makers within target organisations.
• Stay updated on competitors’ offerings and market positioning.

Lead Generation

• Use platforms like LinkedIn, industry directories, and CRM tools to identify prospective clients.
• Develop and maintain a pipeline of high-quality leads.
• Leverage referrals and networking to uncover potential opportunities.

Reach-out

• Outreach and Engagement
• Initiate contact with prospects through emails, cold calls, or personalised messages.
• Craft compelling proposals and pitch decks tailored to each prospect.
• Schedule and conduct discovery meetings or calls to understand client needs.

Qualification of Prospects

• Assess the potential fit of prospects based on their needs, budgets, and timelines.
• Use lead-scoring techniques to prioritise high-value opportunities.
• Build a thorough understanding of a prospect’s business challenges.

Database Management

• Keep ReruitCRM updated with contact details, interactions, and notes from prospecting efforts.
• Segment prospects for targeted follow-ups and marketing campaigns.

Arrange meetings and develop relationships

• Arrange and set-up new client meetings
• Through reach-out, endeavour to set up meetings with potential clients in line with monthly meeting targets.
• Arrange meetings in calendars of relevant internal stakeholders and clients, with a drive to in-person meetings and introductions.

Relationship Building

• Develop strong relationships with new and existing clients to foster trust.
• Attend industry events, trade shows, and networking sessions to meet potential clients.
• Maintain regular communication with prospects to stay top of mind.

Business Development and marketing strategy / input
Collaboration with Marketing

• Align prospecting efforts with marketing campaigns for consistent messaging.
• Provide input on the development of white papers, case studies, and thought leadership content.
• Use feedback from prospects to suggest improvements to marketing materials.

Marketing Strategy Input

• Develop and implement comprehensive marketing strategies to align with business goals.

Business Development Strategy

• Contribute to the firm’s overall growth strategy by identifying emerging opportunities.
• Develop and execute business development plans aligned with organizational goals.
• Stay informed about industry regulations, trends, and innovations
• Collaborate with teams to monitor performance and adjust strategies accordingly.

Deals Board Management

• Deals Board Capturing
• Ensure that all potential revenue generating deals are logged onto the deals board in the CRM, and potential revenue estimations completed accordingly.

Deal Board maintenance

• Ensure that the deals board in the CRM is consistently up to date.
• Maintain and manage the organisation’s deals board, ensuring up-to-date entries.
• Track and report progress on leads and opportunities.
• Coordinate with teams to ensure accurate and timely updates on deal statuses.

Deal Board allocation

• Allocate deals on the job board to the necessary Pod Leader, for their input and assessment
• Brief allocated Pod leader on deal requirements and resources required

Deal Board Reporting

• Prepare monthly reports on deal board performance for own deals
• Provide reasons for variances between expected (KPI) performance and actual performance

Monthly targets and forecasting

• Market and Industry Analysis
• Market Trends: Assess industry trends, competitor benchmarks, and customer behavior to set realistic targets.
• Economic Factors: Consider economic conditions, market growth rates, and external risks affecting customer demand.
• Geographical Variations: Account for regional or market-specific opportunities and challenges.

Meeting Targets

• Meet sales goals based on experience, territory, and past performance.
• Assess and strive to meeeting Stretch Goals

Monitoring and Adjusting Targets

• Progress Tracking: Regularly review own performance against targets using sales reports and KPIs.
• Feedback Integration: Provide input to management to understand challenges and refine targets if necessary.
• Marketing Support: Align marketing campaigns to generate leads and support sales efforts.

Requirements and Qualifications:

• Qualifications: Chartered Accountant (CA(SA)); 
• Experience: 3-5 years post-articles experience in a business development or consulting environment role