Position Code: BDE
Department: Business Development Executive
Reports To: Head of Business Development and Marketing
KEY ROLES & RESPONSIBILITIES.
Your duties and responsibilities include but are not limited to the following Key Result Areas:
Revenue Generation
Achieve sales targets by continuously developing new business/closing opportunities ob- tained from Marketing team
Sell company products and services at reasonable profit
Cross-selling company products to existing clients to augment the company’s revenue
Market Intelligence
Market research and analysis
Gather customer intelligence information and act on it accordingly in a way that gives the company an edge over competitors
Obtain knowledge of competitors’ products, activities/strategies, clients and market in- sight to adjust sales strategies and tactics
Research and understand COSEKE’s portfolio of products, solutions and services so as to be able to pitch them well to clients and prospects
Market Segmentation, Targeting and Positioning of Company products to target markets
Use knowledge of the market and competitors to identify and develop the company’s unique selling propositions and differentiators
Actively monitor market trends through personal contact with clients and industry associ- ated meetings/events and seminars; and provide feedback to Country Manager
Identify, do due diligence and establish partnerships with manufacturers of products that are in the company’s line of business
Regularly promote business to optimise its market profile and growth prospects, includ- ing regular attendance at all relevant professional and industry events and activities
Develop and launch products that meet the market needs
Attend industry functions, such as association events and conferences, and provide feed- back/ information on market trends
Strategy, Planning and Reporting
Provide strategic leadership, support, coordination and advice to the supervisor and man- agement on Business Development priorities and Initiatives
Develop and implement business development plans in order to win business in the mar- ket
Set departmental Business Development Goals and Objectives
Create and implement a structured plan to achieve set targets and develop a budget to im- plement the plan
Identify business opportunities, craft and implement a sales strategy to exploit them
Assist the Head of Business Development and Marketing in development and execution of strategy and determining the Company’s strategic direction
Report on business opportunities, sales revenue, activity and performance on a daily, weekly, monthly, quarterly, annually or as required by Supervisor
Report on progress of strategy implementation based on KPIs and recommend strategic and tactical interventions required to achieve set objectives
Develop the Company’s SWOT Analysis and submit to supervisor for review and ap- proval
Liaise with Marketing and Public Relations Manager to design and develop Marketing and Promotional content and tools such as brochures, banners, website content, fliers, newsletters, etc
Introduce procedures and processes that improve operational efficiency and effective of Business Development Efforts and Initiatives
Contribute to development of business cases for recruitment of more staff in the depart- ment
Plan, direct and manage all Business Development activities to achieve the departments sales goals
Use professional networks in strategic activities to achieve better Marketing outcomes
Plan persuasive approaches and pitches that will convince potential clients to do business with the company
Product Development and Management
Understand all company products and their features and create awareness position them to the company’s selected markets
Recommend necessary improvements to products and/or develop new ones based on the market demand and customer requirements
Liaise with other departmental teams to develop new initiatives, ideas and plans for new product opportunities
Manage/conduct launch of new and existing products, upgrades to new ones and product information/awareness events to different private-sector Organisations and Agencies
Present to and consult with management on business/market trends so as to develop new products, solutions, services and business models
Learn as much as possible about products, services and solutions of the firm and be able to pitch them clearly to clients
Organise business development events like Breakfast Launch, Training, etc to educate prospects about company products and use gathered contacts to follow up and close deals
Prospecting for New Business
Generate New Leads/Opportunities and develop, manage and maintain an up-to-ate data- base/pipeline
Promote company products and services and persuade new customers to buy and existing ones to buy more through different channels of communication and customer engagement
Raise the Company’s Profile in the Market to increase visibility and Market Share
Collaborate with Marketing and Public Relations to provide input to development of marketing content for different market sectors through print material, website, newslet- ters, concept papers, proposals, social media etc
Solicit for referrals from existing clients, staff members and personal contacts and ac- quaintances
Prospect for new clients by networking, cold calling, advertising or other means of gener- ating interest from potential clients and turn them into buying and loyal customers
Identify potential clients, and the decision makers within the client organizations
Research and build relationships with new clients
Set up meetings between client decision makers and company’s practice leaders/Princi- pals.
Plan approaches and pitches. Work with team to develop proposals that speak to the client’s needs, concerns, and objectives
Participate in pricing the solution/service
Handle objections by clarifying, emphasizing agreements and working through differ- ences to a positive conclusion. Use a variety of styles to persuade or negotiate appropri- ately.
Lead Nurturing and Engagement
Identify and analyse needs of prospects and work closely with technical team to deter- mine suitable solutions
Develop customer value propositions for company’s products, services and solutions
Prepare and deliver sales presentations on Company products, services and solutions to new and existing clients and answer their questions to help them make an informed buy- ing decision. This is to be done in coordination with Technical, Projects and Customer Care team members
Requirements gathering, analysis and documentation
Participate in product demonstrations and proof of concepts
Meetings with customers to identify and exploit business opportunities
Create and deliver persuasive business presentations
Negotiate profitable deals with prospects and handle objections
Develop a rapport with new clients and set targets for sales and provide support that will continually improve the relationship
Grow and retain existing accounts by presenting new solutions and services to clients
Proposal Development
Proposal Development―Pre-qualifications, Targeted/customized Sales Proposals, Bids, RFPs, RFQs, Quotations, Proofs of Concept (POC)
Key Account Management and Building Client Relationships
Develop new, positive and lasting business relationships and maintain existing ones based on mutual trust and confidence
Schedule and attend client meetings, ensuring that number of meetings meets targets as set by supervisor/management
Discuss and agree with clients on terms of dealing on all opportunities
Lobby, negotiate and close deals
Analyse the needs of clients, help them scope their work and conceptualize ideal solu- tions
Constantly or regularly follow up with clients on available opportunities
Understand needs of clients and recommending suitable products or solutions
Devise strategies for repeat purchases, client retention and referrals
Actively engage or get involved in providing customer service to retain clients once a sale is achieved. This is to be done in close coordination with Client Relations team
Contacting lapsed customers and re-establishing them as an existing customer
Present new products and services and enhance existing relationships
Arrange and participate in internal and external client debriefs
Team Support/Collaboration
Build & maintain effective working relationships with peers, team members & members from other departments
Work closely with marketing team, sharing knowledge, discussing ideas and helping the team to achieve targets
Develop strong and effective working relationships with the account management teams
Timely and effective communication with other team members including those from other departments
Supervise and manage performance of Business Development Executives
Mentor and coach Business Development Executives and setting sales targets for them
Assign work to Business Development Executives while encouraging them to take per- sonal initiative
Conduct performance appraisal for self and subordinates and provide regular, construc- tive feedback and reinforcement regarding performance
Manage team performance, promoting cohesiveness and taking corrective action where necessary
Follow up on leads provided by Marketing team, staff in other departments, referrals and convert them into sales
Work with technical team and other staff to meet customer needs
Professional and Personal Development
Acquire necessary knowledge and skills to enable better execution of duties either through self-sponsorship or requesting for training facilitation from the Company in con- sultation with the supervisor
Attend industry and partner events like courses, seminars, webinars, conferences, etc to improve on product knowledge and be able to position them better
Identify the skill gaps that need to be filled both by you and your subordinates and make recommendations to Management with a plan for training or coaching
Support, coach and mentor subordinates or new team members
Work with staff to create individual development plans addressing employee and business needs, encouraging employees to seek or participate in learning opportunities
Compliance with Organizational Policies
Execute your roles and responsibilities in accordance with the Company’s ISO 9001:2015 Quality Management System by implementing existing procedures or coming up with new ones that are deemed to contribute to continuous performance improvement
Ensure all internal and external publications and marketing materials are consistent with Company corporate branding and culture
Practice and maintain a professional/company dress code and neat personal appearance at all times during working hours
Education / Knowledge / Experience Needed:
Bachelor’s degree in Marketing or related field
At least 2 years’ experience in marketing with demonstrated ability to deliver consistently strong measurable results through lead generation and qualification
Experience with database, digital/content, and direct-response marketing
Prefer experience with Business-to-Business (B2B) Marketing
Experience with Google Analytics or other web and digital analytics tools a plus
Skills Required:
Good analytical skills, including using data and reports to review performance results, extract insights, and make recommendations for action
Business and financial acumen to recognize and quantify strategic opportunities; data analysis capabilities, building detailed business cases
Proficiency Microsoft Office suite especially Microsoft Word, PowerPoint and Excel
Kindly send your cv and cover letter to wendy.chauri@coseke.com
Apply via :
wendy.chauri@coseke.com
