Job Overview: The CE is largely responsible for supporting the Chief Business Development Officer (CBDO) with respect to securing and retaining Clients, defining campaign requirements, ongoing monitoring and course correction of campaigns, and managing Clients’ operational expectations. The CBDO and CE are both responsible for and are measured on driving profitability for the Intermediary.
It is important that the CE takes over all non-commercial Client engagements early in the sales cycle to free up the CBDO to focus outwardly and concentrate on driving growth. The CE manages and channels all client communications of a technical/operational nature. The CE would liaise with the relevant Directors in Rewardsco Sales (as the operating entity) to solve operational problems, set and enforce SLAs, receive performance metrics, and manage change in campaign/s.
Key Responsibilities:
- Support Business Development in client interactions where technical knowledge is required to progress a deal (pre-sales support).
- Support Business Development with the following:
Planning and Strategy:
- Developing campaign strategies and plans.
- Setting goals and objectives.
- Creating timelines and budgets.
Market Research and Marketing:
- Conducting market analysis on sectors and specific clients.
- Identifying target clients.
- Analysing competitors and industry trends.
- Executing marketing campaigns across different platforms (social media, email, etc.).
- Creating engaging content with Marketing.
- Conducting due diligence on potential and current clients.
Business Development Pipeline and Campaign Management:
- Managing the identified CRM tool for business development.
- Operational/CRM/Sales administration.
Performance Optimisation:
Work with the Operational teams and will be responsible for reporting on all elements of the campaigns including continuous improvement of:
- Sales volume.
- Revenue per sale.
- Cross selling.
- Upselling.
- Activations.
- Collections.
Onboarding and Ongoing Campaign Requirements:
Work with the relevant Operational teams for supporting the Campaign Executive with the following:
- Performance reporting: Collation of data to inform operational decisions and provide the executive team with key performance metrics.
- Product enhancements: Ongoing product enhancement to improve the customer value proposition and ultimately drive increased sales volumes and revenue per sale.
- Recruitment and training: Articulate agent requirements and ensure that agents are adequately skilled to serve on the campaigns.
- Data quality and quantum: Monitor and source data that represents the optimal balance between cost and supporting sales performance. Ensures that data supply does not become a bottleneck or single point of failure that could undermine campaign viability.
- Sales performance and sales team optimization: Ongoing improvement of the sales environment to promote high aggregate performance through effective management of attrition, incentives, motivation and skill enhancement.
- Logistics: Where logistics are relevant to a campaign the Campaign Executive is responsible for ensuring that stock, deliveries and returns are managed effectively.
- Quality assurance: Ensuring a world class customer experience that exceeds the client’s expectations.
- Collections: Monitoring and continually improving collection rates.
- Compliance: Ensuring all systems, processes and customer interactions are compliant with respect to the law and client’s requirements.
- Technology Infrastructure: Ensuring that the technology infrastructure is effectively supporting the campaign’s requirements.
Recruitment and Training:
Articulate agent requirements and ensure that agents are adequately skilled to serve on the campaigns.
Analytics and Reporting:
- Monitoring campaign performance.
- Analysing data to optimise strategies.
- Reporting on campaign effectiveness to stakeholders.
- Commercial modelling of campaigns for viability and ongoing campaign enhancements.
Collaboration:
- Working with cross-functional teams (Sales, Marketing, Compliance, Financial Operations).
- Managing relationships with internal and external partners and suppliers/vendors.
Customer Engagement:
- Interacting with Clients and addressing their needs according to the CBDO’s guidance and direction.
- Gathering feedback to improve future campaigns.
- Engage with Clients to understand campaign requirements once deal is secured.
- Structure campaigns such that Clients' needs are dovetailed with campaign execution capabilities.
- Monitor campaign performance and constantly align Clients' expectations with operational delivery.
- Engage with Rewardsco Sales to alter course as required.
- Engage with Rewardsco Sales to solve problems ahead of it being an issue for the Client.
- Engage with Rewardsco Sales to develop systems and processes to meet Client and market needs.
- Take responsibility for campaigns from pilot onwards.
Traits:
- Strong technical and operational knowledge.
- Deep understanding of Rewardsco’s competencies and operational delivery opportunities.
- Analytical / Data driven.
- Personable.
- Highly organized.
- Sufficient EQ to engage with clients on a regular basis without undermining Business Development’s approach to a given client.
The Campaign Executive will follow guidance and direction from the CBDO and draw from the relevant Group Services to meet their obligations and continuously improve campaign performance.
Technical Knowledge:
- Matric.
- Bachelor’s degree preferred.
- Sales experience for at least 5 -8 years.
- Previous experience in International Business development and/or campaigns will be advantageous.
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