Sales and Business Development Specialist at Altron Bytes Systems Integration

JOB PURPOSE

Responsible for acquiring new target accounts and the maintenance growth of revenue, and relationship management with respect to assigned and newly obtained Enterprise Accounts. This position is pivotal to the growth of the enterprise accounts, requiring interface with Enterprise account counterparts as required.

KEY RESPONSIBILITIES:  

Sales Management 

• Strong ability to target & hunt for new enterprise business and to on-board new customers by selling a diverse range of products & complex solutions, including Managed Print Services and Telecoms with long sales cycles. Having a strong contact base of clients will be advantageous.
• Growth of the assigned Enterprise accounts and delivery of revenue and profit in line with agreed targets.
• Successful mapping & market planning, business development and implementation of Enterprise opportunities, from initial opportunity creation to establishment of new South African Enterprise accounts.
• Development of market capabilities, including analysis of business opportunities for assigned accounts.
• Establishment of solutions to match current and future customer needs.

CORE RESPONSIBILITIES:

Sales & Account Management

• Responsible for new account acquisitions, account growth, account penetration, customer relationship management and business improvement initiatives.
• Grow a strong pipeline to secure future revenue to create a steady monthly revenue and provide an accurate forecast for deals closing in each month and quarter.
• Partner with other sales professionals to orchestrate account sales strategies and achieve growth
• Manage overall account relationships to ensure excellent customer service during implementation, transition to operation and ongoing maintenance of the account.
• To be the primary point of contact with the customer on all business-related matters pertaining to overall business processes and implementation, including new potential business, commercial issues, scope agreement, business improvements and ongoing performance.
• Maintain an overview of account status at all times and report as required.
• Interface and liaise with other department Managers to ensure appropriate customer relationship management.
• Partner with other OpCo’s to ensure continual, consistent service and growth.
• Internal communication to key personnel to enhance sales and profit goals.
• Lead demand-generating marketing and sales activities in the assigned market for the assigned solution.
• Convert sales opportunities to wins and invoice.
• 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.
• Develop and maintain revenue forecast waterfalls.
• Collaboration with Pre-Sales & Post-Sales and Service Delivery Management.
• 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 strategic & approved Companies to leverage opportunities in our chosen industries & Verticals.
• 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.
• Direct and participate in acquisition and growth activities to support overall business objectives and plans. Build and maintain collaborative and cohesive relationships with the management team across the business.
• Play a consultative role in review and development of MAPS to ensure that plans are realistic and stretching but capitalise upon commercial/operational opportunities. 
• Construct detailed customer business plans.
• Stay abreast with the latest product offerings and continuously participate in L&D and training activities in order to have a broad enough knowledge to identify all cross-sell opportunities for each client.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal:

• Head of Sales
• Senior Managers
• SME’s

Reasons for Interaction:

• Reporting and overall profitability
• Commercial frameworks
• Solution design and architecture

External:

• Strategic Clients and Partners

Reasons for Interaction:

• Achieving strategic Sales objectives
• Provide thought leadership 

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Grade 12 essential
• Management/Leadership program 

Professional Qualifications

• N/A 

Years of Experience

• Experience working in Sales for a minimum period of 7 years
• Minimum 5 years’ experience in the Office Automation, complex software solutions sales or similar industry
• Minimum 5 years in a senior sales environment
• Thorough understanding of corporate structures, processes and governance
• Previous experience in Multinational corporate environment an advantage

Other requirements

• Good Business Acumen 
• Corporate Governance 
• Solution Sales Methodologies 
• Relevant Industry/Domain knowledge 
• Entrepreneurial 
• Assertiveness 
• Leadership 
• Attention to detail 
• Professionalism 
• Presentation 
• Entrepreneurial 
• Customer relationship management 

Competencies

Customer Focus

• Customer focus is the ability to consistently work together with customers to build long-term relationships based on the delivery of a service, product or value;  
• Make customers and their needs a primary focus of one’s actions;  
• Develops and sustains productive customer relationships.

Behaviours Required:

• Collaborate with Customers: Engage the collective intelligence to achieve results across organisational boundaries.

Get Things Done

• Carries out organizational strategy with a clear understanding of the industry trends, economic sectors and market dynamics that drive Altron’s strategic imperatives and position the commercial viability of its research within the business community.
• Demonstrates business foresight along with the ability to integrate diverse perspectives. Thinking conceptually about the “big picture” and in which direction the organization is/should be headed, developing long-term plans to achieve the desired outcomes and linking daily work to long-term vision.

Behaviours Required:

• Prioritization & Orchestration (across business areas): Displays the quality of insight – being able to visualize what should be done to achieve particular goals and create a successful future. Always keep in mind consequences of a choice for all the effected parties.
• Collaboration with others: Work with others to exercise judgement around opportunities that represent the most potential for innovation and return on investment for Altron and its stakeholders

Lead and Manage People

• Demonstrates qualities that others can learn from and that command leadership respect. The ability to take a role as leader of a team or other group. It implies a commitment to lead others and help to develop and motivate the performance of others individually, or in a team capacity. 
• Creating and maintaining an environment that naturally enables and includes all employees to contribute to their full potential in pursuit of organisational objectives. Working to build capacity and foster individual, team and organizational development. At the highest levels this involves building capability for the future.
• Demonstrating self-awareness of own strengths and development needs as well as the impact of own behaviour on others.  Demonstrates a willingness to reflect upon own development and growth continuously and seeks to understand blind spots in own behaviour.  The ability to manage one’s emotions and restrain negative actions when provoked, when faced with opposition or hostility from others, or when working under conditions of stress.

Behaviours Required:

• Collaboration with others: The willingness and ability to work cooperatively and supportively with others, developing positive, open working relationships in order to solve problems and to achieve business goals.
• Be fully inclusive of others: Builds good working relationships with people of all other cultures and backgrounds – continually examining own biases and behaviours to avoid stereotypical responses.
• Build a winning culture: Creation of an open and supportive environment in which use of personal initiative and individual enthusiasm and responsibility for learning are encouraged.

Behaviours Required:

• The ability to bring humour and fun to their work and their environment and display high levels of commitment, enthusiasm and maintaining a positive attitude.
• Demonstrates honesty; keeps commitments; behaves in a consistent manner.
• Shares thoughts, feelings, and rationale so that others understand personal positions

Education

• Bachelor's Degree: Business Management (Required), National Certificate Level 4 (N4) / Grade 12: Grade 12 (Required)