Minimum Experience:
- A proven track record in business development and client relationship management in a highly competitive, Business to Business environment.
- 3-5 years B2B sales experience, preferably within Technology services or a consultative environment
- Experience selling to and/or influencing C-level executives
- Proven ability to precisely manage and forecast a complex sales process
- Engage only with C-level executives within the large and medium enterprise marketplace to navigate through how IT Resourcing and Talent solutions can assist them in achieving their mission-critical ICT priorities
- Manage the full sales cycle, from finding prospects through to closure, and eventually transition new accounts across to the account management team within one month of closing the deal
- Drive consistently high levels of activity to ensure a strong pipeline of potential deals week over week
- The Business Development Consultant must be creative, upbeat and innovative and be able to effectively communicate key business messages to a diverse audience.
- Strong knowledge of pursuit or another relationship/ sales methodology and proven experience of driving opportunities through to revenue.
- Experience in the use of CRM software, pipeline management, contact management database programs, sales management and reporting system, internet, and Microsoft Office tools
- Experience in Salesforce to track and forecast account activities
- Experience in selling in a long sales cycle with complex financial data and a strong understanding of financials, profitability and cash flow
- Sales forecasting and goal-setting techniques and software
- Understanding of high-value models of selling
- Grade 12 or Equivalent NQF Level 4 Qualification
- Identify and drive new business opportunities across South Africa targeting relevant decision-makers and key stakeholders
- Convert viable prospects into active clients owning the full sales conversation and negotiation, through to the transition of new clients
- Act as focal point for drafting relationship strategies, account and sales planning, reviewing contracts and conducting negotiations
- Build targeted acquisition strategies with comprehensive account plans
- Continually build an encouraging pipeline of relevant opportunities to deliver against your sales metrics ensuring KPIs are met
- Account Growth Responsibilities
- Identify new sales opportunities within new areas and geographies of existing client base and focus on providing consultative support by building a value proposition for solutions into the account
- Drive sales campaign and strategic initiatives, plan for account growth, identify opportunities for solution expansion and drive action plans around accounts that are at risk of non-renewal.
- Developing and implementing effective account strategies including relationship mapping, management of opportunity pipeline
- Understand, manage and grow relationships between our company and the client to deliver opportunities and profitable growth
- Acquire a deep understanding of client priorities, strategies and organizations to ensure the business adds value across their broader organisation
- Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organization
- Understand customer business strategy and business case and drive alignment between customer objectives and company capabilities
- Manage complex high-revenue sales across matrix and diverse business environments.
- Exercise forecast accuracy on a monthly/quarterly/annual basis
- Creates individual and team ownership for decisions, plans and strategies by collaborating with team members and empowering them to accept responsibility and demonstrates initiative
- Work closely with the internal sourcing team and onsite teams to ensure headcount is managed effectively and to ensure optimal growth
