Sales and Business Development Lead at CLS Human Capital Specialists

Job Purpose:

• Leads the sales and business development team with responsibility for all B2B sales, new business development, existing client growth and relationship management.   
• Directs the company's identification, development and conversion of B2B prospects and leads into customers.  Supervises a direct team of sales executives and business development managers both in South Africa and the United States.
• Defines sales development strategies and objectives, for both new and existing customers, with a strong concentration on the United States market and large global opportunities.
• Initiates business development opportunities, new alliances and drives the B2B sales team to meet stated sales performance objectives.
• Ultimately, growthe company's customer base, revenue and market share through successful business development in the global hearing test  market. 

Minimum applicable experience (years):

• 8-10 years

Required nature of experience:

• Sales team management
• Sales, new business development and client management experience working with large US and International businesses
• Proven network and existing relationships working within health and safety,  industrial or pharmaceutical companies
• Sales of complex product and service solutions to large and small businesses, preferably medical devices
• Business to Business sales, prospecting, lead nurturing and client management
• Strategic intent and business initiative within an underdeveloped hearing test market

Skills and Knowledge (essential):

• Excellent selling, communication and interpersonal skills, including written, verbal and presentation
• Business development, sales and revenue stream expansion
• Initiative to assess and initiate new business independently and through connections
• Working with early stage business ventures and achievement of revenue growth
• Proven ability to negotiate and work with high level executives
• Ability to navigate large organizations and build meaningful connections.
• Proven contract negotiation experience
• Excellent customer, patient and product understanding
• Team leadership, management and supervisory skills

Team Management 20%

• Ensure scalability by building team and organizational capacity and capabilities. 
• Increase team’s efficiency and output on an ongoing basis.
• Ensure the team meets timelines and produces content of the highest quality, always maintaining the professional image of the company, both internally and externally.
• Ensure that the team has the support and resources it needs to thrive and develop professionally. 
• Foster an environment to encourage innovation and ensure that marketing practices are aligned with industry trends and best practices. 
• Maintain strict management confidentiality in terms of knowledge of HR details and Executive decisions and information.

Sales and New Business Development 50%

• Define and optimize the company's sales and business development strategies, goals, objectives for the hearing test market.
• Analyze market trends and competitor strategies to identify opportunities for meaningful growth.
• Deeply understand the US and International hearing test market, including users, buyers, regulations, requirements, products and protocols.
• Drive sales and revenue development by researching and identifying new customers/ partners to be engaged and pursued in terms of potential business and partner relationships.
• Research and keep abreast of current and future industry, customer, competitive and regulatory trends.
• Understand the current and future product portfolio, technologies and details of the product roadmap.
• Identify new opportunities for growth for both new and existing product lines and services.
• Identify and implement areas of process creation and improvement for sales development, operational improvements, business reporting and analysis.
• Ensure cohesion and efficient collaboration with sales, marketing and product development efforts . 
• Generate new business and new accounts against annual targets. 
• Develop and deliver presentations, proposals and documentation aligned with customer and business needs.

Existing Client Growth (Recurring Revenue Generation, Retention) 25%

• Advance strategic relationships with existing clients, especially companies that have a large need for recurring hearing testing.
• Onboard and setup large new customers including being on-point for all sales, operational and marketing initiatives.
• Achieve revenue generation and business optimization targets for existing partners. 
• Increase recurring revenue with additional products, services and upsell opportunities.
• Conduct regular customer business reviews to ensure strong performance, satisfaction and insight to their current performance and future needs.  
• Identify new opportunities to grow established partnerships and unlock additional value to us and the end customer.
• Ensure strong relationships between the company's headquarters team and partners to execute on existing and future plans. 
• Achieve stated recurring revenue/ existing client sales.

Quality Management and Data Security 5%

• Manage compliance to customer confidentiality and protection of personal information.

Manage compliance to quality management system processes, including, but not limited to:

• Corrective Action and Preventative Action process
• Sales and Marketing Processes and SOPs
• Update Customer Communications Log.