Business Development Manager

SUMMARY:
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POSITION INFO:

Our client, a global leader in business process outsourcing (BPO), specializes in providing omnichannel solutions that span the entire customer experience and credit lifecycle, including customer acquisition, debt collection, and rehabilitation. Our client is searching for a dynamic Business Development Manager a "true hunter" to join their team in Sandton.

The “New Business Hunter” is positioned to drive the acquisition of new clients and businesses in support of our market share and revenue growth objectives. This is by positioning our B2B payments platform to solve or optimise our client's EFT payment, EFT collections and/or consumer risk vetting requirements. The role requires an effective solution approach to achieve sales success. The BDM will work closely with the product and implementation teams to assist in solving client needs and deal with closure objectives.

Required Minimum Education / Training

• BCom or similar qualification.
• An MBA or Post-graduate degree is advantageous.
• Recognised payment industry certification is advantageous.
• National Payments System experience or knowledge is essential.

Required Minimum Work Experience

• Our solutions are B2B payment solutions aimed at multi-banked Business clients i.e. Medium and Large Corporate companies across all industries who integrate via H2H connectivity to our platform to leverage our payment technology for the facilitation of payments and/or collection processing on their behalf via their sponsoring bank/s to their respective debtors and
• Prior experience in selling H2H and to a lesser extent online payment solutions to companies will be a distinct advantage within this
• 5 years or more payments industry experience is a requirement, specifically B2C and B2B EFT payments, B2C collections (Debit Orders, Debi-check, RMS, AVS )
• 5 years or more experience in selling H2H EFT Payments and EFT Collections platforms/solutions is a requirement for this
• 5 years or more sales experience as a “Hunter” with a proven performance track record is a key (Track record to be verified).
• Experience in solutions and consulting-based sales approaches with an ability to advise clients on payments, receipting and cashflow risk optimisation using our solutions will be an essential skill, once product training has been provided.

Competencies Required

Technical Skills

• National payments system
• Selling H2H / B2B payment solutions
• New business canvassing / “hunting”
• Sales pipeline development
• Sales budgeting & forecasting
• Negotiation and deal closure
• Presentation preparation & delivery
• Proposals and report writing
• Out-of-the-box thinking
• Analytical problem solver
• Articulate with good social skills
• Commercial business acumen
• Client & competitor research
• Solutions & Strategic Selling
• Computer literacy (High Proficiency):
  • Microsoft Word
  • Microsoft Excel
  • Microsoft PowerPoint

Behavioural Skills

• Customer-centric & service-orientated
• Target and results-orientated
• Quality orientated
• Confident
• Reliable
• Positive, self-starter
• Organised
• Accountable
• Reliable and trustworthy
• Curious and eager to learn & develop
• Able to handle and work under pressure
• Persuasive and Influencing
• Emotionally intelligent and sociable
• Natural collaborator & team player
• Independent, not requiring supervision
• Intuitive, proactive and action-orientated
• Ethical with strong values

Key Performance Areas

Sales Execution

• Drive the acquisition of new business (new-to-new clients and new-to-existing clients) in the achievement of annual revenue targets across the portfolio of services provided by the
• Without reliance on external leads being provided, proactively solicit new business through own networks, client research, prospecting and canvasing activities i.e. “Hunter”
• Invest sufficient time and energy in developing and growing your own sales pipeline with sufficient depth and quality to ensure the achievement of annual sales growth targets. (A good indicator is 5 to 3 times pipeline cover vs target)
• Manage and maintain own pipeline using the company’s pipeline management and reporting tool (Pipedrive – training will be provided).
• Keep Pipedrive up to date with all deals in flight and related deal status information to ensure accurate pipeline forecasting vs target and for monthly sales progress.
• To drive sales through a process of consultative solutions by first gaining a deep understanding of the client’s business needs, processes, challenges and requirements and then proposing suitably tailored solutions. (Sometimes this might be with input from the product or implementation teams to support the sale)
• Responsible for taking charge of self-development and obtaining all the necessary knowledge and training needed to enable the effective pitching and positioning of our services to target
• Responsible for keeping up to date with changes within the National Payment System and their applicability when providing solutions to clients via our
• Responsible for remaining up to date with our evolving solutions suite, functionality and services and formulating appropriate solutions pitches to
• Providing input to our product enhancement forum based on client, competitor and market observations needed to enhance our competitive posture through direct client engagements and (Helping to drive innovation)
• Work with our strategic partner networks in soliciting warm leads and driving channel partners.
• Conduct client needs analysis, work with support teams in defining client solutions, collate all relevant information, consolidate pricing and prepare personalised business proposals for clients.

Stakeholder Management

• Leads and directs the development of strong relationships with key
• Ensures that stakeholders are always kept well informed and establishes a free flow of information as
• Ensures that Pipedrive is up to date and presents monthly reports to line management and finance for progress reporting and accurate sales forecasting.
• Ensures clients have been fully onboarded by implementation and that all services as per the quotation have been billed with revenue
• Ensures that relationships are appropriately maintained and fulfils a strategic relationship role for accounts in the relevant portfolio until it gets handed to support at the appropriate
• Provides input relating to business development activities and strategies at relevant planning forums.

Project Management

• Works with relevant support functions to build a long-term project
• Ensures quick, accurate responses to pre-qualifications and tenders from customers.
• Leverages pipeline data to identify ways to grow new and existing
• In collaboration with relevant support functions, drives the development, maintenance and execution of professional sales presentation decks, business proposal packs, pricing templates and onboarding documentation to ensure a professional client
• Ensures that revenues are accounted for and that good relationships are
• Reviews own performance data to monitor and measure productivity, goal progress and activity levels.
• Ensures effective and efficient utilisation of resources in achieving plans and
• Proactively identifies problems or challenges hampering progress, and comes up with recommendations in consultation with line management and relevant support teams to achieve required outcomes.

Business Development, Reporting and General Management

• Compiles, analyses, forecasts and reports on short, medium and long-term business prospects and
• Ensures on-time and accurate submission of all required reports.
• Ensures compliance with formalised processes, policies and procedures for audit and regulatory
• Provides feedback to line management regarding services provided to clients.