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Business Development Manager

Bytes System Integration | Posted 21-10-2019

Johannesburg (Telecommunications)


JOB PURPOSE The BDM role is a key member of the Altron Bytes Systems Integration team.

The individual will be responsible for account management, sales, program management, communication and administration on the account/s. The individual will create and maintain relationships within client account teams and serve as the central point of contact for all information on accounts. Will ideally come from an Insurance / Financial sector background.

The Business Development Manager will be responsible for growing a portfolio of clients, developing a healthy pipeline of new prospects and driving the profitable growth of cross border business within the following segments: Financial and Business Services, Insurance Industry, Consulting, Telecom Media and Technology.


Job Requirements:

The BDM role is a key member of the Altron Bytes Systems Integration team.

The individual will be responsible for account management, sales, program management, communication and administration on the account/s. The individual will create and maintain relationships within client account teams and serve as the central point of contact for all information on accounts. Will ideally come from an Insurance / Financial sector background.

The Business Development Manager will be responsible for growing a portfolio of clients, developing a healthy pipeline of new prospects and driving the profitable growth of cross border business within the following segments: Financial and Business Services, Insurance Industry, Consulting, Telecom Media and Technology.

KEY OBJECTIVES FOR THE POSITION

• Identify, develop and establish new business opportunities in relevant market segments as may be agreed with the key aim being to secure profitable revenue and achieve specific sales targets and related business objectives. • Develop cross-border sales opportunities with other sales managers and/or regions as appropriate. • Generation of proposals, pricing and contract negotiations across the complete range of services offered by Altron Bytes Systems Integration, as part of an appropriate client solution that satisfies and exceeds clients’ needs and expectations. • Develop new business for both new and existing clients, as well as managing renewal of existing accounts. • Maximise every business opportunity in the relevant market segment(s) and cross selling / up selling the entire range of products and services. • Acquire, develop and demonstrate a thorough knowledge and in-depth understanding of target markets within the Insurance and Financial sectors, with a view to identify key clients and to promote / sell part or whole ranges of services.


KEY PERFORMANCE AREAS:

• To achieve Monthly, Quarterly and Annual Sales Targets as set/provided to you annually. • To correctly identify the customers needs, through engagements at all levels, workshops and road mapping. • To coordinate meetings with technical subject experts within the customers organization. • To build good relationships with customers and manage accounts, with the aim of growing the business, being the key support in the link between the company and the customer. • To manage the Existing customer (Accounts/Key accounts) relationships are maintained and that they are satisfied with our offerings and service thereby ensuring that they are active customers of the company. • Maintain the Channel Partners/Insurance Partners / Dealers relationship with the company by communicating with them telephonically, via email and personally with visits regularly (at least 1 x a month). • Improving Sales from customers (New business/Existing Accounts/Key Accounts/Channel Partners/Dealers) by upselling and cross selling products. • To entertain customers when required • To assist customers with projects and technical queries. • To compile and submit weekly visitation planned reviews for previous month. • To ensure that you manage the client’s expectation and requirements needs by consistent communication regarding the deliverables with all stakeholders from the beginning. • To identify target markets per product and to make new business developments • To participate in company and group exhibitions, conferences and events. • To Prepare and submit tenders as and when they are issued and consolidate tender results providing department with market prices. • To regular follow up on order status/ production delivery status. • To scrutinize requests for quotations in order to assess whether the product required is within portfolio parameters. • To maintain the monthly CRM database and update and maintain competitor’s information database, record all visit reports by Friday every week. • To determine ABSI and competitors market share per product category for this market 6-monthly. • To comply with the ISO and OSH Standards • To determine market size for each product category for this market sector per quarter. • To ensure that all allocated and agreed development activities are successfully completed according to the Altron performance management policy and procedure. • To develop, implement and evaluate the personal development plans for all direct reports according to the Altron performance management policy and procedures. • To mentor or coach learners as and when required CORE RESPONSIBILITIES: Governance and Risk Management • Input into business operations risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs. • Establish and maintain the highest ethical standard in employment practices, including compliance with all statutory requirements. External Parties and Relationship Management • Manage relationships within the ABSI environment and with external partners and clients

COMMUNICATIONS & WORKING RELATIONSHIPS: Internal: • Heads of Operations • Business Unit and Line Managers • All stakeholders within the operation • Peers within the Group • Human Capital team Reasons for Interaction: • Ensure effectiveness of the Financial Services Department • Establish the needs of the business • Collaborate across the business • Ensure Compliance • Building the Altron Brand External: • Existing and new clients

QUALIFICATIONS, EXPERIENCE, & SKILLS: Educational Qualifications: • Diploma and / or Bcomm degree • Sales Certification/Qualification Professional Qualifications • Insurance Industry Years of Experience • 5 - 7 years of progressive, professional experience within the Insurance and BDM environment Other requirements • Insurance Industry Knowledge essential • Marketing and Sales Principles • Strong technical skills • Able to build and maintain strategic collaborative relationships with customers • Business Acumen (Understand the economic environment & identify viable financial opportunities) • Computer Literate- Fully conversant in MS Office Suit • Good communication skills in English (verbal & written) • Analytical Ability • Negotiation skills • Presentation Skills • Time Management • Decision Making

Behavioural Competencies The incumbent is required to have demonstrated the following competencies:

  • Delivery: Supports the translation of business objectives into practical, prioritised and organised action plans; ensures plans are quickly and successfully implemented. Makes effective use of resources when executing; ensures processes are in place to achieve outcomes aligned to operational excellence standards.
  • Teaming: Communicates ideas, information and business objectives effectively and persuasively, resulting in desired actions/outcomes. Promotes, collaboration information sharing and learning within and across team member’s boundaries. Focuses on ensuring stakeholder satisfaction by building mutually beneficial relationships with stakeholders.