Business Development Manager

Offer advice, solutions, and proposals to the customers while increasing customer satisfaction and providing client productivity and business continuity.

• Build a prospect list and identify niche markets to target
• Reach out to prospects via the repetitive marketing strategy
• Create a pipeline document weekly which includes all client meetings/ engagements and travel either in Outlook Calendar or CRM
• Connect with at least 5 - 10 new clients per week through customer referrals, prospecting and/or networking
• Understanding own company and its offerings, the clients business challenges and the characteristics of the market and industry in which it operates to participate in client conversions productively.
• Develop action plans: Identify large tasks and action steps, set overall schedule to complete tasks and activities
• Seek assistance, support, and resources from manager when needed
• Achieve consistently the key performance indicators (KPIs) determined by the company
• Build prospect lists from existing identified sources, e.g., existing, and past client lists and referrals
• Conduct customer needs analysis for various sales opportunities related to specific products or services

• Execute at least 5 - 10 sales meetings with relevant clients in prospective and existing customer companies per week to:
• Identify business objectives and associated challenges
• Obtain consensus on business objective priorities
• Identify value at risk and priorities
• Align solutions and outcomes to the diagnosed problems
• Develop a specific solution with the client in mind, e.g., specific requests or constraints, budget requirements, alignment with goals and objectives
• Schedule demo with client
• Consult with Technical Pre-Sales to offer the corrective solution
• Obtain signed documentation
• Identify under penetrated or cross selling opportunities in existing customer accounts
• Populate and provide business case documents to prospective and existing customers
• Act as an advisor to all appropriate stakeholders within a customer account by engaging in continued research and detailed analysis to understand and anticipate future customer needs as well as to provide new perspectives and insights
• Build network and reach out to leverage relationships, to create new connections and a referral network
• Handle customer queries and act as the escalation point of contact (related to the system/solution that were installed)

• Document research conducted in preparation for all meetings on CRM or in the Business Case
• Consistently update and maintain accurate records on CRM of all client interactions
• Forecast and submit sales pipelines
• Attend weekly Pipeline Review meetings with Sales Manager to review the various stages of the pipeline
• Attend daily Win/Loss review meetings with Sales Manager to review deals won and lost to inform performance improvement or to potentially win back a lost deal
• Attend bi-monthly account planning meetings to map out which stakeholders to engage, information on past business with ICTGlobe and specific opportunities
• Attend daily and weekly sales team meetings
• Attend annual meetings with Sales Manager to determine and/or review the following:
• Budgets and targets
• Key performance indicators

• Engage in consistent research to build a comprehensive understanding of current industry, market and competitor trends and developments
• Monitor and research development and changes in customer industries, competitors, and operations

• Engage in continuous learning to obtain a comprehensive understanding of product offerings through self-study on ICTGlobe academy and through bi-weekly product training via suppliers
• Maintain current functional and technical knowledge of the entire products & service offering of the company and improved sales techniques
• Prepare sales presentations and demonstrations to give to prospective clients
• Take part in marketing events held
• Attend workshop niche-specific solutions

• Complete Individual Development Plan
• Attend individual coaching and mentoring sessions with reporting Sales Manager
• Attend learning and development courses

• 5 years prior sales experience in similar role
• Highly organized and efficient
• Customer service orientated
• Knowledge and experience of working on a CRM system
• Knowledge and experience of working with MS Office (Word, Excel, PowerPoint, Outlook)
• Ability to work under pressurized environment and meet monthly targets
• Good negotiation skills
• Self-starter and able to work independently
• Committed, positive and hardworking
• Excellent interpersonal and communication skills (written & verbal)

• Pension
• Medical Insurance
• CTC Negotiable on Experience
• Basic, Commission, Petrol, Target Bonus