Role Description
To increase the Company’s profits through effective Business Development and delivering the Company’s wide range of Integrated Facilities Management 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.
Responsibilities
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 generate resources and/or revenue for the company.
- Actively search, pursue and engage potential clients within the Facilities Management Services arena.
- Draft, review and submit high quality proposals for Facilities Management Services and Bundled Services.
- Engage with strategic suppliers to partner with Facilities Management when proposing Facilities Management Services and Bundled Services.
- 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.
- Develop negotiation strategies and positions by studying integration within Company strategies and operations.
Sourcing New Clients
- Identify leads, new markets, business opportunities, and trendsetting ideas through holistic research of the Facilities Management industry.
- Provide accurate and timely forecasts through utilizing appropriate outsourcing tools and processes, and maintaining relevant information on prospect Clients.
- Develop accurate, rapid cost calculations and provide prospect Clients with favorable market-related quotations.
- Provide Executive level representation at high level meetings with potential Clients.
- Negotiate the terms of the Business Development Agreement and close deals sourcing new growth opportunities in industries.
- Represent the Company at trade exhibitions, events, and demonstrations.
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.
- 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 conjunction with Operations management.
- Engage with internal Clients to ensure that business is transacted accurately and within pricing guidelines, to the highest ethical standards.
Reporting
- Provide monthly reports on pipeline (current & potential) business.
Education
- Matric (Senior Certificate).
- Bachelor’s Degree/National Diploma in Sales, Business Development, Project Management, Supply Chain preferable.
- Valid SA Drivers’ License.
Experience
- 4-6 years relevant experience.
- Computer Literacy: MS Word, MS Excel & MS Outlook (Advanced skill level).
- 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 organizational 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.
- OHS Act, ISO 9001 Quality Management & Risk Management Systems.
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