About the job
Reporting to the Head of Sales, the Business Development Manager, will lead, manage and guide all commercial activities in the division to achieve both the individual and company set targets, set self-stretch targets within clearly identified segments, manage the pipeline and drive organic growth and retention on accounts assigned.
Responsibilities
Identification and acquisition of major opportunities within the service line and develop a strategy on competitor major accounts and new frontiers for the division
Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin
Support bidding team during the tendering process by providing any relevant supporting information during bidding and re –bidding, provide proposals, quotations and presentations to customers, ensure risk and commercial contracts terms are appropriately applied by business when entering into an Integrated Security Solutions contracts
Manage and develop accounts within the allocated portfolio by maintaining professional relationships with key contacts and potential contacts
Conduct Market surveys and develop appropriate solutions to meet customer needs; Identify opportunities by translating G4S products and services into value for customers
Maintains regular customer contact and communication by utilizing daily planned call cycles and scheduling daily meetings with existing and potential clients, Implement account organic growth strategies and ensure achievement of revenue set targets
Ensure customer satisfaction measures and KPIs are developed, achieved and maintained; Liaise with Divisions Head of Operations and Managers to ensure timely delivery of service and product
Liaison Manager on contract, service level agreement management for the top 30 accounts within the division ensuring speedy dissemination and redress of customer complaints and queries, in collaboration with the relevant operations service line manager in charge
Monitors and evaluates all service excellence activities for the division in collaboration with the operation team by use of Contracts, SLA agreements, NPS data and customer engagements programs.
Develop and implement a Customer retention strategy, provide detailed feedback on customer issues and risks to the operations team and leadership team for strategic decision-making
Formulating right KPIs by contract and by service and building SOPs as per the service being offered and ensure there is continuous improvement on operations ,procedures, processes and control that deliver solutions to customers
Manage allocation of resources appropriately to ensure operational demands are met and ensure that events/activities taking place within the division and outside the division lines are effectively communicated within the all stakeholders/teams
Manage the Sales team and effectively makes use of Salesforce, Rainmaker and other systems to enhance delivery. Ensure the Team Daily Sales Activity Tracker is done, preparation and submission of the Sales Team performance report – Daily/Weekly/monthly and submitted to the Head of Sales
Ensure statutory and company guidelines are enforced in relation to Health, Safety and Environment (HSE) and Human Resource
Ideal candidate:
Knowledge and Qualifications
Degree from a recognized university or equivalent
Advanced diploma Sales and Marketing will be an added advantage
Knowledge of the Kenyan market.
Experience
5 years in a Service or FMCG Industry.
2 years in a Senior Management role.
Technical Skills
Financial Acumen
Advanced selling skills
Planning and Management Skills
People Management skills
Conflict Management
Negotiation Skills
Microsoft Word – Intermediate level
Microsoft Excel – Intermediate level (Advance level are advantageous)
Microsoft PowerPoint – Advanced level
ERP system(s)
Google suite of products
Behavioural Skills – Management
Awareness of the marketing environment
Delivering strategy
Driving change
Leading people
Delivering performance
Working with complexity
Managing professionally
Customer thinking
Collaborating and Co-operating
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