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Aerobotics' main focus is on providing farmers, surveyors and insurers with actionable data, through a complete solution that includes data processing, analysis software and support.
We offer our clients a drone solution, where all of our drones are fully autonomous and extremely simple to operate. We have also developed a network of service providers acro...
We are looking for an experienced and dynamic Senior Business Development Manager to join our team in South Africa.
Context of the role
The Senior Business Development Manager is responsible for growing our current customer book with the focus on citrus, pome fruit, and nuts. Also to identify new customers, develop & implement effective customer strategy to win new customers, generate revenue growth & profitability, and to align Aerobotics cross-functional teams & other departments to deliver incremental value for Aerobotics customers.
How we work
We build software to help farmers better understand, improve and protect their yields. Our tools help tree crop growers identify both macro and micro limiting factors in their orchards, guide them where to take action and assist them in collecting fruit data using our yield management software.
With one of our core values being ‘Remote First’, we are very flexible and are comfortable for our A-Team to work from wherever they are comfortable. We are about output and trust that the job will get done from the location deemed fit. With this being said, we do believe that some ‘in person’ facetime with the team is also important, specifically for morale and team collaboration. We have an awesome office space that is designed to be a shared working space and we encourage that the teams come in, if possible, a minimum of twice a week.
Key Responsibilities
Strategic:
- Develop an effective customer strategy that optimizes for revenue growth & profitability
- Develop and negotiate an optimal business model for customers to improve the predictability of purchases & repurchases
- Track & analyze industry opportunities and protect from competitor activity
- Work with the marketing team to develop an effective customer marketing strategy aligned with other customer segments
- Develop, implement and achieve revenue & profitability targets aligned with Aerobotics forecasts
- Manage and do not exceed customer and marketing budget/s
- Actively optimize cost of customer acquisition (CAC), lifetime value of customers (LTV) & unit economics
- Understand and optimize the customer decision journey so as to minimize spend & resources and maximize purchases & repurchases
- Implement an effective customer & marketing strategy to trigger and guide customers through engagement, initial-consideration & active evaluation of Aerobotics
- Maintain customer enjoyment of the post-purchase experience at all times
- Provide customers with required material to advocate for Aerobotics internally and in the industry
- Bond with customers and develop customer empathy
- Manage and negotiate revenue growth and increasing profitability of customer repurchases
- Implement optimal customer organisational structure and implement appropriate sales and marketing processes for citrus customers to achieve revenue growth & profitability
- Proactively practice and consistently demonstrate Aerobotics’ core values in all aspects of the role
Relationships:
- Build trusted relationships with key customers
- Partner with the product team to uncover new customer needs and to maintain customer satisfaction so as to co-develop products with customers to serve the wider industry
- Actively develop relationships with the cross-functional team
Customer service:
- Customer service: maintain a high level of service to customers (internal and external) according to the service standards as set by the company
- Technical advice and other assistance over and above the normal duties. Manage and personally resolve queries and complaints
Required Qualifications
- Degree
- At least 5 years experience in sales and marketing, with minimum of 3 years managerial experience
- Experience in agriculture. Tree crop experience particularly beneficial
Required Knowledge, Skills & Competencies
Knowledge
- Proven experience in customer relations
- Understanding of a sales cycle and process in a customer purchase journey
- Setting personal goals and targets
- Developing strategy best aligned to a customer region
- Agricultural knowledge
Skills
- Strategic planning and business development
- Decision making and problem solving
- Excellent communication, internal and external. Ability to present to individual customers and to audiences
- Ability to interact, communicate and execute at an executive level
Competencies
- Management
- Communicating and implementing a vision that influences others to focus on organisational strategy and values
- Decision-making
- Analytically evaluating information in a systematic manner to solve problems and make effective decisions
- Interpersonal impact
- Build trusting relationships between individuals and teams through open and honest communication
- Team work
- Co-operate and work well with others in the pursuit of team goals; share information; support others
- Internal Client orientation
- Display passion in actively building and maintaining exceptional client relationships and providing superior service