Business Development Manager

SUMMARY:
Channel and Enterprise Business Development Manager in ICT

POSITION INFO:

• Build a prospect list and identify niche markets to target
  
• Reach out to prospects via the repetitive marketing strategy
  
• Create a pipeline document weekly which includes all client meetings/ engagements and travel either in Outlook Calendar or CRM
  
• Connect with at least 5 - 10 new clients per week through customer referrals, prospecting and/or networking
  
• Understanding own company and its offerings, the client’s business challenges and the characteristics of the market and industry in which it operates to participate in client conversions productively.
  
• Develop action plans: Identify large tasks and action steps, set overall schedule to complete tasks and activities
  
• Seek assistance, support, and resources from manager when needed
  
• Achieve consistently the key performance indicators (KPIs) determined by the company
  
• Build prospect lists from existing identified sources, e.g., existing, and past client lists and referrals
  
• Conduct customer needs analysis for various sales opportunities related to specific products or services
  

• Execute at least 5 - 10 sales meetings with relevant clients in prospective and existing customer companies per week to:
  
• Identify business objectives and associated challenges
  
• Obtain consensus on business objective priorities
  
• Identify value at risk and priorities
  
• Align solutions and outcomes to the diagnosed problems
  
• Develop a specific solution with the client in mind, e.g., specific requests or constraints, budget requirements, alignment with goals and objectives
  
• Schedule demo with client
  
• Consult with Technical Pre-Sales to offer the corrective solution
  
• Obtain signed documentation
  
• Identify under penetrated or cross selling opportunities in existing customer accounts
  
• Populate and provide business case documents to prospective and existing customers
  
• Act as an advisor to all appropriate stakeholders within a customer account by engaging in continued research and detailed analysis to understand and anticipate future customer needs as well as to provide new perspectives and insights
  
• Build network and reach out to leverage relationships, to create new connections and a referral network
  
• Handle customer queries and act as the escalation point of contact (related to the system/solution that were installed)
  

Administrative Duties

• Document research conducted in preparation for all meetings on CRM or in the Business Case
  
• Consistently update and maintain accurate records on CRM of all client interactions
  
• Forecast and submit sales pipelines
  
• Attend weekly Pipeline Review meetings with Sales Manager to review the various stages of the pipeline
  
• Attend daily Win/Loss review meetings with Sales Manager to review deals won and lost to inform performance improvement or to potentially win back a lost deal
  
• Attend bi-monthly account planning meetings to map out which stakeholders to engage, information on past business with ICTGlobe and specific opportunities
  
• Attend daily and weekly sales team meetings
  
• Attend annual meetings with Sales Manager to determine and/or review the following:
  
• Budgets and targets
  
• Key performance indicators
  

Research & Learning

• Engage in consistent research to build a comprehensive understanding of current industry, market and competitor trends and developments
  
• Monitor and research development and changes in customer industries, competitors, and operations
  

• Engage in continuous learning to obtain a comprehensive understanding of product offerings through self-study on ICTGlobe academy and through bi-weekly product training via suppliers
  
• Maintain current functional and technical knowledge of the entire products & service offering of the company and improved sales techniques
  
• Prepare sales presentations and demonstrations to give to prospective clients
  
• Take part in marketing events held
  
• Attend workshop niche-specific solutions
  

• Complete Individual Development Plan
  
• Attend individual coaching and mentoring sessions with reporting Sales Manager
  
• Attend learning and development courses
  

• 5 years prior sales experience in similar role
  
• Highly organized and efficient
  
• Customer service orientated
  
• Knowledge and experience of working on a CRM system
  
• Knowledge and experience of working with MS Office (Word, Excel, PowerPoint, Outlook)
  
• Ability to work under pressurized environment and meet monthly targets
  
• Good negotiation skills
  
• Self-starter and able to work independently
  
• Committed, positive and hardworking
  
• Excellent interpersonal and communication skills (written & verbal)
  

• Pension
  
• Medical Insurance
  
• CTC Negotiable on Experience
  
• Basic, Commission, Petrol, Target Bonus