ROLE DESCRIPTION:
To increase the Companys profits through effective Business Development and delivering the Companys wide range of Facilities services to prospective Clients. The ideal candidate will have established relationships within various sectors, strong technical FM expertise, and a deep understanding of the FM industry supply dynamics. This role focuses on prospecting new clients and working closely with the solutions design team to grow sales and revenue from new clients and secure profit contribution by accomplishing business objectives, acquiring blue chip accounts, and delivering targeted Contracted Revenue and margin growth.
1 Strategic sales
Continuously grow profit levels through innovative ideas, new business and client spend enhancement.
Understand the customer''s business and the associated strategies, plans, competitive position and trading methods in order to create a partnering concept to build solutions Formulate and execute segment plans to generating resources and/or revenue for the company
Actively search, pursue and engage potential clients within the FM Services
Draft, review and submit high quality proposals for FM Services
Engage with strategic suppliers to partner with Facilities Management when solution proposals
Analyse and negotiate commercial models with strategic partners to ensure the optimum commercial and operational solution for Facilities Management
Actively identify new opportunities/new ways to do business
Execute strategic initiatives to accelerate growth in business development and increase market share
Recommend creative, unique and effective selling techniques based on researched market propensities
Developing negotiation strategies and positions by studying integration within Company strategies and operations
2 Sourcing new business
Identify leads, new markets business opportunities and trendsetting ideas through a holistic research of the Facilities Management industry.
Provide accurate and timely forecasts through utilising appropriate outsourcing tools and processes, and maintaining relevant information on prospect Clients
Develop accurate, rapid cost calculations and provide prospect Clients with favourable market related quotations
Provide Executive level representation at high level meetings with potential Clients
Negotiating the terms of the Business Development Agreement and closing dealsSourcing new growth opportunities in industries
Representing the Company at trade exhibitions, events and demonstrations
3 Client relationship management
Develop, manage, maintain and grow sound business relations with current and potential Clients through all phases of the business development/sales cycle with internal and external Clients
Responsible for effective communication between Clients and the Company.
Consistently touch base and visit prospect Clients for new business.
Co-ordinate Client site visits and deliver informative presentations in conjunctions with
4. Operations management.
Engage with internal Clients to ensure that business is transacted accurately and within pricing guidelines, to the highest ethical standards.
5. Reporting
Provide monthly reports on pipeline (current & potential) business
Qualifications and experience:
Bachelors Degree/National Diploma in Sales, Business Development, Project Management, Supply Chain preferable.
Minimum 4-6yrs relevant experience
Solid knowledge of Business Development, market trends and best practices within the Marketing/Sales environment
Solid commercial awareness and Change Management process
Solid knowledge of Facilities Management, CRM, Property Management & Financial Management processes, systems, standards & acceptable practices
Solid understanding of organisational business processes and procedures
Business Development experience/exposure
Excellent Project Management & Time Management skills
Excellent Negotiation skills
Excellent interpersonal skills
Excellent administration skills
Excellent communication (both oral and written) and presentation skills
Salary range from R500k to R550k per annum + commission (quarterly)
Location: Centurion
