This is a key position in the firm charged with the responsibility of leading and overseeing the development and growth of profitable new business and to develop and maintain effective relationships with existing customers. The position holder also ensures business growth through managing business development activities that are deliverable in accordance to the firm’s strategy.
Key Responsibilities
Strategic responsibilities :
Ensure all activities are well coordinated and supportive of the firms ‘go to market’ strategy
Work alongside the partners and staff in Kenya, in interacting with existing and potential clients, acting as an enabler of market best practice, and instilling sound principles of business development, brand building and reporting excellence.
Drive Account centricity for Kenya
Business development strategy implementation for Kenya including pursuit pipeline growth and strategy tailored to grow current client base.
Understand Kenya economy/market, current dynamics for business and growth opportunities.
Trend analysis to identify opportunities for expanding current client base and to create a pursuit strategy.
Network with business association and communities
Operational responsibilities:
Participation in the identification and targeting of Priority Accounts
Priority Account Sales Measurement, analysis and holistic reporting
Priority Account revenue measurement, analysis and reporting
Priority Client care measurement, analysis and reporting
Directing and mentoring Business Development Coordinators in region – includes building capability and structure
Managing the BD team performance effectively, dealing with poor performance issues providing opportunities for individual growth and development in line with career aspirations, and promoting mobility to provide staff with access to new experiences.
Coaching Priority Account Managers
Management and/or direct involvement in the execution of local brand and relationship building campaigns that reinforce the firm’s positioning through:
Advertising
Sponsorships
Exhibitions and conferences
Events and hospitality
Mail-shots and newsletters
Thought leadership
Marketing collateral
Media relations
Recruitment marketing
Alumni interventions
Management of onsite, outsourced event managers.
Management of client relationships at a system and process level ensuring:
Data quality on all firm’s clients in CRM system
Support from account leaders
Financial management and planning including preparing of annual budgets and quarterly forecasts
Qualifications:
A Degree with Economics/Social Science subjects/MBA desirable
CPA/ACCA/CPS (K) qualification & Membership to ICPAK/ACCA/ICPSK
Experience:
Proven 5 years’ experience in Business Development/Marketing
2 years in managerial positions
Proven ability to grow the business portfolio and understand/apply concepts of cross selling
In addition, the role requires a good understanding of the services offered by the firm and the revenue generating priorities to ensure that Regional Marketing & Business Development supports the business units in achieving their objectives.
Competencies:
Confident negotiator with ability to ‘close the deal’
Strong organisational and project management skills
Ability to delight and understand customer needs
Ability to create strong networks with market players
Strong communication skills in all forms; written/spoken, email, telephone and presentation.
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