Group Business Development Manager

Centurion, South Africa | Posted on 30/04/2024
Business DevelopmentStrategy Development: Collaborate with leadership team to define andrefine the company's business development strategy in alignment withoverall business objectives.
Conduct comprehensive market analysis to identifyemerging trends, opportunities, and competitive threats within the Africanmarket.
Develop strategic plans and initiatives topenetrate new markets, expand market share, and capitalize on growthopportunities.
Gather and analyse market data, includingindustry reports, customer demographics, and competitor activities, toidentify market gaps and opportunities.
Monitor and evaluate key market indicators, suchas market size, growth projections, and customer preferences, to informstrategic decision-making.
Conduct SWOT analysis and competitivebenchmarking to assess the company's positioning in the market andidentify areas for improvement.
Stay abreast of regulatory changes, economictrends, and industry developments that may impact the company's businessoperations.
Develop actionable strategies and recommendationsbased on market analysis findings to drive revenue growth and enhance the ZiyanaGroup's competitive advantage.
Collaborate with cross-functional teams todevelop and implement marketing campaigns, product/service enhancements,and pricing strategies tailored to the South African market.
Track and measure the effectiveness of businessdevelopment initiatives, utilizing KPIs and performance metrics to assessROI and drive continuous improvement.
Analyze sales-related information, market trends,and client feedback to identify areas for growth and improvement.
Translate data into actionable insights andstrategies to enhance sales performance and achieve revenue targets.
Provide regular reports and updates on salesactivities, pipeline status, and key metrics to management and relevantstakeholders.
Qualify leads to ensure alignment with ZiyanaGroup's product offerings and target market.
Engage with leads through effective communicationand solution-oriented discussions.
Conduct product demonstrations and presentationstailored to the specific needs and challenges of each client.
Overcome objections and negotiate terms tofacilitate the closing of deals in a timely manner.
Customer RelationshipManagement: Act as the primary point of contact for customerinquiries, feedback, and requests, ensuring timely and effectiveresolution of issues.
Regularly communicate with customers to keep theminformed about product updates, promotions, and relevant company news.
Develop and maintain a deep understanding of eachcustomer's business objectives, challenges, and priorities.
Create and execute personalized accountmanagement plans tailored to each customer's needs and goals.
Identify upsell and cross-sell opportunitiesbased on customer usage patterns, preferences, and expansion potential.
Monitor customer satisfaction levels throughsurveys, feedback mechanisms, and other tools.
Proactively address any issues or concerns raisedby customers to ensure high levels of satisfaction and retention.
Develop strategies and initiatives to enhancecustomer loyalty and reduce churn rates.
Build strong, long-lasting relationships with keydecision-makers and stakeholders within customer organizations.
Foster a collaborative and trust-basedrelationship with customers, acting as a strategic partner rather than justa vendor.
Identify opportunities for strategic partnershipsand alliances with key customers to drive mutual growth and success.
Utilize CRM software and other analytical toolsto track customer interactions, preferences, and behaviour.
Analyse customer data to identify trends, patterns,and opportunities for improvement in the customer experience.
Provide actionable insights and recommendationsto internal teams based on customer feedback and data analysis.
Monitor tender portals, government procurementwebsites, and other relevant sources to identify potential tenderopportunities in Africa.
Assess the suitability and strategic fit of eachtender opportunity based on the company's capabilities, resources, andbusiness objectives.
Manage the preparation and compilation of tenderdocuments, including Request for Proposals (RFPs), Request for Quotations(RFQs), and Request for Tenders (RFTs).
Ensure that all tender documents are completedaccurately, comply with tender requirements, and align with the company'squality standards and branding guidelines.
Coordinate with internal stakeholders, such as operations,finance, and technology teams, to gather necessary information and inputsfor tender submissions.
Ensure compliance with all legal and regulatoryrequirements governing tendering processes in South Africa, includingBroad-Based Black Economic Empowerment (B-BBEE) regulations, preferencepoint systems, and tender eligibility criteria.
Review tender documents carefully to identify andaddress any specific compliance requirements or conditions.
Develop effective bid strategies tailored to eachtender opportunity, considering factors such as pricing, valueproposition, competitive positioning, and risk assessment.
Work closely with the finance team to developcompetitive pricing proposals that maximize the company's chances ofsuccess while ensuring profitability.
Coordinate the timely submission of tenderdocuments, ensuring adherence to deadlines and submission requirements.
Prepare and deliver presentations or pitches totender evaluation committees or stakeholders, highlighting the company'scapabilities, strengths, and value proposition.
Engage in negotiations with tendering authoritiesor procurement officers to address any queries or concerns and clarify thecompany's proposals.
Collaborate with finance and contract managementteam to review and negotiate contract terms and conditions upon successfultender award.
Monitor the performance of awarded tenders,ensuring compliance with contract terms, delivery schedules, and qualitystandards.
Evaluate the effectiveness of tender strategiesand outcomes, identifying lessons learned and areas for improvement forfuture tender opportunities.
Perform apost-mortem evaluation and analysis of tenders that were not awarded to enhancethe company's likelihood of securing the same tender in future opportunities.
Product/ ServiceKnowledge: Acquire comprehensive knowledge of the company'sproducts or services, including features, benefits, specifications, andapplications.
Stay updated on new product releases, updates, andenhancements, as well as changes to existing offerings.
Develop training materials and conduct trainingsessions to educate employees on product/service features, value proposition,and positioning.
Provide ongoing support and guidance to ensurethat employees have a thorough understanding of the products/services andcan effectively communicate their value to customers.
Serve as a central point of contact forproduct/service-related inquiries and information within the company.
Collaborate with leadership team acrossdepartments to ensure consistent messaging and alignment of product/serviceknowledge across the company.
Create and maintain documentation such asproduct/service manuals, FAQs, and troubleshooting guides to support bothinternal teams and customers.
Develop sales collateral, includingproduct/service presentations, datasheets, and case studies, to aid in salesand marketing efforts.
Ensure that employees adhere to quality standardsand compliance requirements related to product/service knowledge,including industry regulations and company policies.
Conduct audits or assessments to measure andverify employees' product/service knowledge levels and identify areas forimprovement.
Sales and Marketing: Develop and execute comprehensive sales andmarketing strategies to achieve revenue targets and business objectives.
Identify and pursue new business opportunitiesthrough market research, lead generation, and networking.
Build and maintain strong relationships with keyclients and strategic partners to drive sales growth and customersatisfaction.
Lead and mentor a team of sales and marketingprofessionals to maximize their performance and professional development.
Analyze market trends, competitor activities, andcustomer feedback to identify opportunities for product or serviceenhancements and market expansion.
Collaborate with cross-functional teams,including product development, finance, and operations, to ensurealignment and support for sales and marketing initiatives.
Implement effective sales and marketingcampaigns, promotions, and pricing strategies to drive customeracquisition and retention.
Monitor and report on sales performance, markettrends, and KPIs to senior management, providing insights andrecommendations for continuous improvement.
Stay updated on industry developments, emergingtechnologies, and best practices in sales and marketing to maintain acompetitive edge.
Ensure compliance with regulatory requirementsand ethical standards in all sales and marketing activities.
Team Leadershipand Development: Establishing specific, measurable, achievable,relevant, and time-bound (SMART) goals for the business development teamaligned with the company's overall objectives.
Clearly communicating these goals and objectivesto team members to ensure understanding and alignment.
Creating individual development plans for eachteam member to identify areas for improvement, skill gaps, and careeraspirations.
Providing opportunities for training, mentorship,and professional development to support the growth and progression of teammembers.
Conducting regular performance reviews andone-on-one meetings with team members to provide feedback, recognize achievements,and address areas for improvement.
Setting performance targets and KPIs for teammembers and monitoring progress towards goals.
Fostering a positive and collaborative teamenvironment based on trust, respect, and open communication.
Encouraging teamwork, sharing of best practices,and mutual support among team members.
Facilitating regular team meetings to discussprogress, challenges, and opportunities.
Ensuring that team members are kept informedabout company updates, changes in strategy, and relevant industrydevelopments.
Empowering team members to take ownership oftheir responsibilities and make decisions within their areas of expertise.
Delegating tasks and projects appropriately,while providing guidance and support as needed.
Addressing conflicts and resolving issues withinthe team in a timely and constructive manner.
Encouraging a problem-solving mindset andfacilitating collaborative solutions to overcome challenges.
Implementing strategies and initiatives to enhanceteam productivity, efficiency, and effectiveness.
Requirements Matric
Relevant Degreein related fields such as Sales, Business Management, Marketing.
Minimum of 8years senior sales experience at a leadership level essential;
Must haveformulated and documented New Business Development solutions at asophisticated content and presentation level;
Commercialacumen is advantageous.
Sound trackrecord of strong results and performance management;
Managementof total suite of business metrics essential.
Excellentunderstanding of trends and developments within workplace solutionsinclusive of labour legislation and workplace trends both locally andinternationally with a particular focus on Managed Services (HumanResources Outsourcing; Recruitment Process Outsourcing; Total TalentManagement; Learning and Development, ICT.
Bestpractice within a sales related environment is essential.
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