JOB SUMMARY
The Business Development Manager(BDM) will be responsible for growing business products and services revenue streams in Country through achievement of set sales targets. S/he will build and maintain strong professional relationships with clients, ensuring visibility and delivery of high quality customer service to existing and potential clients. The BDM will be responsible for identifying business opportunities, researching and analyzing sales options, selling products by establishing contacts and developing relationships with prospects and recommending solutions. S/he will cross sell, upsell, cold call and market new products and service offerings while identifying areas of continual improvement and remaining current with industry trends, market activities, and business competition.
DUTIES & RESPONSIBILITIES
Business Development & Sales
Develop and execute business development and sales strategies and plans that promote delivery of pre-agreed set individual and assigned team sales targets
Evaluating business processes, assess risks, and recommend improvements to achieve sales targets
Identify, profile and follow up on all new business prospects and leads for conversion
Put in place targeted cross selling, upselling, cold calling and physical visits targets and strategies to drive client retention and business growth
Lead and Coordinate the end to end sales process which involves proposal writing, contract agreements, recording of orders, invoicing and ensuring payment for products and services rendered
Participate as a strategic partner in country driven marketing campaigns to support achievement of set objectives
Customer Service
Evaluate customer needs and provide value added services while identify unique customer segments for potential business
Build and maintain productive customer relationships and ensure that customer complaints are investigated and resolved in a timely manner
Maintain and expand the customer database within the country and grow revenues as assigned
Liaise with the relevant internal departments to ensure client requests are handled and resolved while adhering to quality service delivery standards and agreed upon service level agreements
Integrate suitable technology solutions to optimize logistical services and communication channels with customers
Evaluating customer processes for efficiency, assess risks, and recommend improvements to achieve set targets
Monitor customer satisfaction levels by establishing various customer service index CSS/NPS etc. to establish and baseline and retain or better this baseline going forward.
Reporting & Analysis
Provide regular reporting and analyze the performance of key accounts weekly, monthly and periodically as may be required
Monitor team reports and engage in regular catch up meetings to analyze team and individual performance against set targets and operations
Provide reports aligned to notable risks identified with targeted steps for mitigation to assure business of continuous growth and revenues.
Market Insights
Scan the country environment and provide regular business relevant updates regarding the market trends and emerging activities aligned to country and industry practices and changes
Provide feedback to the Country Manager on insightful market intelligence and research relating to the market environment and on opportunities available and approaches to adopt in efforts to maintain a competitive edge and use your research insights to inform and identify new markets and customer needs.
Attend client meetings, sales events and trainings to keep abreast with the latest industry developments as well as gathering market intelligence and providing feedback on trends and forecasts
Team Leadership Growth & Development
Provide excellent team leadership and manage performance and development of your team
Maintain professional and technical knowledge of yourself and your team by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking best and effective practices for the operating market and in country; participating in professional societies
Support team managed through coaching and mentorship on the job to enhance their sales, business development and customer service skills and competencies and drive succession
Manage disciplinary and grievance issues and monitor adherence to set policies and practices within the country office.
Operational Excellence
Maintain quality service by establishing and enforcing organization standards
Document the sales processes, and prepare executive sales reports
Support excellence in delivering by inculcating a culture of ownership accountability and excellence within the team managed
Allow team to remain agile and creative in their way of delivery to support achievement of set targets
Drive efficiency in budgeting and operational expenditure ensuring cost saving and consciousness
Any other duties as required.
SKILS & COMPETENCIES REQUIRED
An Undergraduate Degree preferably in Business Management, Business Administration, Operations Management, Logistics or Supply Chain Management, Warehouse Management from a recognized institution of learning
A Post Graduate Diploma in Marketing/Commercial focus will be an added advantage
At least five (5) years of proven sales and business development track record in a senior executive or management role within a highly commercial environment
Experience working within the Logistics Industry
Strong leadership ability with experience managing teams and the business development process in the logistics space
A focus on organization, and enhanced multitasking abilities
Experienced in B2B sales, marketing and strategic analysis
Exceptional negotiation skills and the ability to close deals
Experience researching market trends, targeting relationships and using proven methods to develop business strategy while retaining marketing partners
Excellent organizational skills, with emphasis on priorities and goal setting
Strong proficiency in Microsoft Word, Excel, PowerPoint and statistical analysis software
Superior presentation and communication skills, both written and verbal
Technical skills required to understand and propose products or solutions by focusing on client requirements
Ability to communicate information, whether technical or non-technical to staff members and customers, in a clear and concise manner
Highly influential with the ability to bring together stakeholders
Proficiency in English and Kiswahili is a must have.
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