Job Description
SUMMARY
The Business Development Manager will work to improve the organization’s market position and achieve financial growth. S/he shall define the long–term organizational strategic goals, build key customer relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market trends and conditions.
S/he will work with the internal team, technical sales assistant, and other managers to increase sales opportunities and thereby maximize revenue for the organization.
The Business Development Manager will also help manage existing clients and ensure they stay satisfied.
Job Profile
The primary role of the Business Development Manager is to prospect for new clients by networking, cold calling or use of other means of generating interest from potential clients. S/he must plan persuasive approaches and pitches that will convince potential clients to do business with the company.
S/he will develop a rapport with new clients, and set targets for sales and provide support that will continually see to the growth of the company. S/he will also be required to grow and retain existing accounts by liaising with the technical and operations heads and presenting new solutions and services to clients.
S/he shall manage the activities of others responsible for developing business for the company, as well as strategically plan and develop the pipeline of new business coming into the company through a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
Main duties of the Business Development Manager include:
New Business Development
Prospect for potential new clients across the branches and turn this into increased business.
Cold call as appropriate within the market to ensure a robust pipeline of opportunities as well as meet potential clients by growing, maintaining, and leveraging your network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and the company’s management.
Plan approaches and pitches.
Work with the 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 differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Client Retention
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.
Have a robust customer care unit to undertake surveys and assure the clients of top notch service delivery at all times.
Business Development Planning
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and market penetration ideas.
Identify opportunities that will lead to increased sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research
Submit weekly progress reports and ensure data is accurate.
Ensure that relevant marketing and sales data is accurately entered and maintained within the company.
Forecast sales targets and ensure they are met by the team.
Track and record activities on prospect accounts and help to close deals to meet these targets.
Work with relevant staff to ensure that prerequisites (like prequalification requirements or getting on a vendor list) are fulfilled within the set timeframes.
Ensure all team members represent the company in the best light.
Present business development training and mentoring to internal staff.
Research and develop a thorough understanding of the company’s staff and capabilities.
Understand the company’s goal and purpose to continue to enhance the company’s performance.
Education & Experience
Bachelor’s degree in any relevant field.
Over 5 years of sales or marketing experience.
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
Working experience in the private security industry and ISO Standards knowledge will be an added advantage.
Job Location: Kisumu, though the officer will be required to frequently travel to other cities and towns.
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