Our client, a global leader in business process outsourcing (BPO), specializes in providing omnichannel solutions that span the entire customer experience and credit lifecycle, including customer acquisition, debt collection, and rehabilitation.
Our client is searching for a dynamic Business Development Manager, a "true hunter," to join their team in Sandton. The "New Business Hunter" is positioned to drive the acquisition of new clients and businesses in support of our market share and revenue growth objectives.
This is by positioning our B2B payments platform to solve or optimize our client's EFT payment, EFT collections, and/or consumer risk vetting requirements.
The role requires an effective solution approach to achieve sales success.
The BDM will work closely with the product and implementation teams to assist in solving client needs and deal with closure objectives.
Required Minimum Education / Training
- BCom or similar qualification.
- An MBA or Post-graduate degree is advantageous.
- Recognized payment industry certification is advantageous.
- National Payments System experience or knowledge is essential.
Required Minimum Work Experience
- 5 years or more payments industry experience is a requirement, specifically B2C and B2B EFT payments, B2C collections (Debit Orders, Debi-check, RMS, AVS).
- 5 years or more experience in selling H2H EFT Payments and EFT Collections platforms/solutions is a requirement.
- 5 years or more sales experience as a "Hunter" with a proven performance track record (track record to be verified).
- Experience in solutions and consulting-based sales approaches with an ability to advise clients on payments, receipting, and cashflow risk optimization using our solutions will be an essential skill, once product training has been provided.
Competencies Required
- Technical Skills
- National payments system
- Selling H2H / B2B payment solutions
- New business canvassing / "hunting"
- Sales pipeline development
- Sales budgeting & forecasting
- Negotiation and deal closure
- Presentation preparation & delivery
- Proposals and report writing
- Out-of-the-box thinking
- Analytical problem solver
- Articulate with good social skills
- Commercial business acumen
- Client & competitor research
- Solutions & Strategic Selling
- Computer literacy (High Proficiency): Microsoft Word, Microsoft Excel, Microsoft PowerPoint
Behavioural Skills
- Customer-centric & service-orientated
- Target and results-orientated
- Quality orientated
- Confident
- Reliable
- Positive, self-starter
- Organised
- Accountable
- Reliable and trustworthy
- Curious and eager to learn & develop
- Able to handle and work under pressure
- Persuasive and Influencing
- Emotionally intelligent and sociable
- Natural collaborator & team player
- Independent, not requiring supervision
- Intuitive, proactive and action-orientated
- Ethical with strong values
Key Performance Areas
- Sales Execution
- Drive the acquisition of new business (new-to-new clients and new-to-existing clients) in the achievement of annual revenue targets across the portfolio of services provided.
- Without reliance on external leads being provided, proactively solicit new business through own networks, client research, prospecting, and canvasing activities.
- Invest sufficient time and energy in developing and growing your own sales pipeline with sufficient depth and quality to ensure the achievement of annual sales growth targets.
- Manage and maintain own pipeline using the company's pipeline management and reporting tool (Pipedrive – training will be provided).
- Keep Pipedrive up to date with all deals in flight and related deal status information to ensure accurate pipeline forecasting vs target and for monthly sales progress.
- Drive sales through a process of consultative solutions by first gaining a deep understanding of the client's business needs, processes, challenges, and requirements and then proposing suitably tailored solutions.
- Responsible for taking charge of self-development and obtaining all the necessary knowledge and training needed to enable the effective pitching and positioning of our services to target clients.
- Responsible for keeping up to date with changes within the National Payment System and their applicability when providing solutions to clients.
- Responsible for remaining up to date with our evolving solutions suite, functionality, and services and formulating appropriate solutions pitches.
- Providing input to our product enhancement forum based on client, competitor, and market observations needed to enhance our competitive posture through direct client engagements.
- Work with our strategic partner networks in soliciting warm leads and driving channel partners.
- Conduct client needs analysis, work with support teams in defining client solutions, collate all relevant information, consolidate pricing, and prepare personalized business proposals for clients.
Stakeholder Management
- Lead and direct the development of strong relationships with key stakeholders.
- Ensure that stakeholders are always kept well informed and establish a free flow of information.
- Ensure that Pipedrive is up to date and presents monthly reports to line management and finance for progress reporting and accurate sales forecasting.
- Ensure clients have been fully onboarded by implementation and that all services as per the quotation have been billed with revenue recognized.
- Ensure that relationships are appropriately maintained and fulfill a strategic relationship role for accounts in the relevant portfolio until it gets handed to support at the appropriate time.
Project Management
- Work with relevant support functions to build a long-term project plan.
- Ensure quick, accurate responses to pre-qualifications and tenders from customers.
- Leverage pipeline data to identify ways to grow new and existing business.
- In collaboration with relevant support functions, drive the development, maintenance, and execution of professional sales presentation decks, business proposal packs, pricing templates, and onboarding documentation to ensure a professional client experience.
- Ensure that revenues are accounted for and that good relationships are maintained.
- Review own performance data to monitor and measure productivity, goal progress, and activity levels.
- Ensure effective and efficient utilization of resources in achieving plans and objectives.
- Proactively identify problems or challenges hampering progress, and come up with recommendations in consultation with line management and relevant support teams to achieve required outcomes.
Business Development, Reporting and General Management
- Compile, analyze, forecast, and report on short, medium, and long-term business prospects.
- Ensure on-time and accurate submission of all required reports.
- Ensure compliance with formalized processes, policies, and procedures for audit and regulatory purposes.
- Provide feedback to line management regarding services provided to clients.
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