Role Description
To increase the Company’s profits through effective Business Development promoting and selling the Company’s wide range of Facilities Management with specific focus on technical and engineering services to prospective clients.
Key Performance Areas
Strategic Sales
- Develop target client list aligned to company’s targeted industries, target clients, sectors and services that meets Sales Department targets and objectives. Specifically target technical, engineering and business support services opportunities.
- Establish relationships, meetings, presentations with targeted clients for continuous development of sales pipeline.
- Actively manage target list through sales cycle to meet sales targets within specific sales cycle timelines.
- Write and submit quality proposals based on thorough needs analysis performed on the client, detailing service offering and solution to meet the clients operational or strategic objectives.
- Prepare commercial offering for standardised services based on standard company commercial models to be reviewed with Solutions Manager and signed off by the CSMO.
- Complex or multi-disciplined commercial proposals to be prepared by Commercial Manager. Provide Input into services, resources, client expectations, site specific information etc. Presentation to be made to Exco for review and sign off.
- Prepare highly effective presentations to client demonstrating understanding of the client’s service needs and objectives, solution proposed and value proposition.
- Complete assigned RFP’s to Solutions and Implementations Executives requirements and in line with bid requirements.
- Contribute to strategic initiatives and sales targeting by researching and recommending new trends, new strategies and industry developments for accelerated business development and market share.
- Actively search, pursue and engage targeted potential clients within the Facilities Management Services and specifically for technical service bundles within scope of our services and seek opportunities for maintenance services offered within Bidvest Facilities Management.
- Actively search, engage, prepare presentations and meet sales objectives aligned to agreed industries, target clients and services to meet sales targets.
- Write and submit high quality proposals for Facilities Management Services and/or Technical Services.
- Negotiate services and commercials within specified company guidelines and sales targets for successful conclusion of sales with clients.
- Meet sales targets on monthly, quarterly and annual basis.
- Consistently improve on product and service knowledge through regular engagement with internal Subject Matter experts, research and other learning platforms to present knowledgeable and factual information to clients.
Engineering and Technical Solutions
- Develop PPM’s and resource requirements based on clients technical / engineering scope of services.
- Develop corrective / adhoc maintenance resource availability to adhere to client services and response times.
- Ensure compliance to client stipulated SLA’s and KPI’s provided by planning appropriate technical maintenance plan/s, inspections, certifications and resources.
- Develop technical and operational plan to provide services based on client scope of services as well as contractual obligations.
- Map client sites to business operational sites to plan work in the most economical way.
- Ensure pricing of all technical plan and contractual obligation elements has been included and prepared to clients provided pricing model.
- Ensure compliance to statutory and legislative requirements required in order to provide services and therefore plan and price necessary OHASA resources or approach.
- Highlight risks associated with proposed solutions and recommended or included mitigating actions.
- Understand the latest market trends, technology and practices to ensure solutions provided is current and forward looking.
Technical Services
- Prepare technical presentation to client based on proposed solution demonstrating approach, compliances, resource structure and qualification, capability matching and capacity planning.
- Assist and present technical presentations for RFP’s, general presentations and proposals to new and existing clients.
- Provide Executive level representation at high level meetings with potential Clients.
- Support the negotiation of the terms of the Business Development Agreement and closing deals.
- Support the sourcing of new growth opportunities in relevant industries.
- Assist the Marketing department with technical input for marketing strategies to promote Brand, Services and Operations.
Service and Support
- Develop and maintain interdepartmental relationships that supports departmental objectives to ensure service compliance, pricing competitiveness and contract execution on award.
- Keep records of all supplier engagements specifically around service agreements, pricing, solution support to ensure smooth execution of contract on award.
Education
- Matric (Senior Certificate)
- Electrical or Mechanical Engineering degree
- Valid SA Drivers’ License
Professional Registration/Trade
- Certified Engineer
Experience
- Minimum 10 - 15yrs relevant experience.
Skills and Competencies
- Telecommunications network operations.
- Engineering maintenance and operations management of relevant infrastructure and equipment within the Facilities Management industry and its clients.
- Electrical and/or mechanical consultancy experience.
- Statutory and legislative requirements for site compliance.
- 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.
Computer Literacy
- MS Word, MS Excel, MS PPT & MS Outlook (Advanced skill level).
Statutory Requirements
- OHS Act, ISO 9001 Quality Management & Risk Management Systems.
Fundamental Competencies
- Strong Engineering background and experience.
- Telecommunication network experience.
- Mechanical / electrical expertise.
- Customer Focus.
- Negotiation Skills.
- Analytical Skills.
- Planning/Scheduling/Objective Setting.
- Attention to detail.
- Able to work under pressure.
- Creative & innovative.
- Action orientation.
- Ability and desire to sell.
- Able to work independently and as part of a team.
- Initiative/Proactivity.
- Deadline Driven & Highly Motivated.
- Stress Tolerant.
- Excellent Written Communication.
- Assertiveness.
- Well organised and detail orientated.
- Teamwork & Partnering.
- Relationship Building.
- Interactive Reasoning.
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