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Business Development Executive - Gauteng, Sandton
ROLE: HEAD OF Public Sector/Private Sector (Business Developer)
DEPARTMENT: Group Sales
CLIENTS: Public/Private
PURPOSE:
Reporting to the Group Sales Director, you will lead the go-to-market strategy across industries, overseeing client account management for existing contracts and driving new logo sales growth within the organization. Supported by the Marketing team, you will conduct relevant market research at the customer and industry levels to identify specific transformational solutions. You will collaborate with the relevant business units to optimize support for your initiatives through solutions and pre-sales activities.
Accountable for industry growth, you will have both personal and consolidated targets, leading account managers and the new logos sales team to explore new revenue opportunities by establishing trusted relationships with clients. You will act as an advisor to both staff and clients regarding industry trends, which includes participating in industry-focused events, seminars, and hosting round tables.
You will manage a qualified pipeline of opportunities, oversee staff performance, provide weekly forecasts, and ensure that all relevant customer and sales information is up to date in the appropriate CRM. Key responsibilities will include developing account plans, briefing executives on the latest trends, and focusing on revenue protection, growth, and renewals.
FORMAL EDUCATION:
Grade 12
Four-year university degree or college diploma in computer science or 6-8 years of equivalent work experience
An MS, MBA, or related advanced degree is advantageous.
EXPERIENCE:
Minimum of 7 years of senior sales leadership experience, with at least 5 years focused on industry (ICT industry experience)
Must have business development experience, with a strong track record of closing deals over R200 million
Strong knowledge of industry trends, developments, and technologies
Established relationships with industry leaders and C-level clients
Extensive knowledge of sales principles and practices, with a capability to coach others
Proven track record of exceeding team and personal targets
Ability to maintain strategic relationships with relevant industry partners and customer C-level executives to facilitate growth
Proven ability to influence cross-functional teams.
COMPETENCIES:
Strong analytical and quantitative skills, utilizing data to support assumptions and recommendations
Leadership and management skills
Excellent communication and presentation skills, effectively engaging customers and stakeholders at all levels
Strong negotiation skills with a focus on closing deals
Experienced in both hunting and account management
Financial literacy and excellent organizational skills
Strong business acumen, sound judgment, and application of industry and business trends
Relationship-building capabilities at a senior level
Ability to navigate complex opportunities and develop customer solutions.
RESPONSIBILITIES:
Establish trusted customer relationships
Craft innovative solutions tailored to customers' business needs
Partner with business units to ensure optimal service delivery and develop go-to-market opportunities
Collaborate with industry leaders to stay updated on relevant trends
Attend industry seminars, round tables, and conferences
Build a qualified pipeline to optimize revenue both in-year and long-term
Develop industry strategy and go-to-market plans in conjunction with the team and Group Sales Director
Equip the team with consultative sales skills
Manage team performance and ensure relevant account plans are in place for existing and new customer targets
Collaborate with marketing to facilitate industry research and development
Partner with the CTO to ensure technology transformation aligns with industry trends and strategy
Work with business units to ensure optimal service delivery as per contractual obligations and obtain relevant pre-support
Identify customer innovation opportunities
Retain, grow, and renew current customer relationships
Identify, qualify, and develop new annuity-based revenue streams
Coach clients, staff, and colleagues
Set sales targets and objectives for the industry team, developing strategies to achieve them
Identify and qualify potential customers, build relationships with decision-makers, and deliver compelling sales presentations
Collaborate with other departments, including product development, marketing, and customer service, to align sales efforts with business goals
Forecast and achieve sales targets while maintaining accurate sales records and customer information
Identify new business opportunities and create sales plans to leverage them
Provide guidance and mentorship to the sales team, ensuring they have the necessary resources and support
Motivate the team to commit to sales targets and strive for extraordinary achievements
Monitor industry trends and competitor activities, adjusting sales strategies accordingly
Represent the company at industry events, trade shows, and conferences to promote products and services
Continuously improve sales practices and techniques to enhance efficiency and effectiveness
Ensure the implementation of relevant corporate strategies, policies, and standards within your area of responsibility
Lead the team in managing all aspects of people management, supporting them in achieving targets and company aspirations.
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