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Senior Business Development Manager Job in Nairobi Kenya

Job Title: Senior Business Development Manager

Reports To: CEO

Location: Nairobi

Closing Date: Open Till Filled

Summary

Our client is a Human Resource Company with a difference. They have done work on East Africa training 250 local and multinational companies and 7000 participants. The requirements of the individual are as weighted below.

The purpose of the role is to enable sales expansion of our client through acquisition of new business from new clients as well as add on business from existing businesses.

The Senior Business Development Manager will have ongoing relationships with our client’s functional managers.

You will interact with the following departments and people:
• Finance: for pricing, invoicing & procurement of required resources
• Administration: planning for equipment & other required resources
• Training: training needs assessments, scheduling & logistics
• Directors: customer service strategies & direction
Main Responsibilities

Business Development/Sales:

You will contact customers to do direct selling of our client’s Training Solutions.

The position holder will be expected to be engaged in business development in the following ways:
• Through cross-selling - acquiring business from our existing business relationships by selling them our other range of programs that they have not yet purchased.
• Through referrals - acquiring business from referrals that we get from our existing customers.
• Deep dive selling – getting additional business from the same programs from existing businesses.
• Networking – Getting involved in events where training decision makers are involved and through their contracts we can get more business.
The holder of this position will be given sales targets with which to work with and will be expected to fulfill them on a monthly basis.

Customer Relationship Management

You will oversee and will be in charge of customer relationships with our current and potential customers, always working to tap into their anticipated needs and making us their preferred training solutions provider.

You will use our proven methods to assist you in this task. You will drive the customer service process after clients sign up and ensure that all customers get maximum value from our training and consultancy work as follows:

Long Term Leadership Programs (Bullet Proof Manager)
• Conduct program overview meetings and management skills workshops.
• Doing a Return on Investment/Orientation meetings
• Meet and greet participants during first session
• Conduct Monthly Management briefing sessions
• Ensuring 360 degree evaluations are filled up and tallied quarterly and results communicated to clients
• Evaluating Personal Action Plans and Evaluations and phoning clients when we have a fair or poor rating on any of the components
• Supporting client’s internal training sessions when they request
• Quarterly or periodic visits with the decision maker
• Graduation;
1. Ensure all Graduation Questionnaires are sent out 1 month in advance
2. Send graduation invites to key decision makers 1 month in advance and follow up 1 week prior to graduation
3. Create inspiring graduation grandeur
• Agree and implement some “Nice to do” services as per the Crestcom manual.
Short Term Programs ([our client], Insights® and Clarity 4 D ®)
• Be able to present Raiser Capability presentation to potential clients.
• Put together proposals using our existing templates based on client requirement.
• Sending and follow through of proposals.
• Customer documentation process (Training agreement, proformas sent and LPO, invoicing and final payments).
• Work with clients on logistical issues such as training dates and venues and communicating to the Training Department.
• Together with facilitators follow up on training reports.
• Presentation of training report to client.
• Staying in touch with customers at least quarterly to ensure that we retain top-of-mind awareness resulting in repeat business & referrals.
Client Visits

You will visit the client individually or with the help of the training manager to understand the training needs at hand and be the customer contact after the sale has been made. You will be required to make a presentation that shows how we plan to support the client once they come on board.

Customer Service Process
• You will be the custodian of the business development and customer service manual and you will ensure consistency across all customers and review the process half annually to ensure it is updated.
• Keep a data base of existing customers showing progress on our Customer Relationship Management process as well as outcomes.
Job Dimensions:
• Bachelor’s degree in Commerce or Business Studies.
• Masters Degree will be an added advantage
• 4 years working experience in a managerial capacity.
• Experience in business development in corporate environment would be an added advantage
• Knowledge of basic working IT applications
• Selling Skills
• Presentation Skills
• Negotiation Skills
Personal Attributes/Desired Behavior:
• Very confident (Can represent the CEO in functions).
• Driven by results
• Has a strong presence
• Communicates well – able to articulate and communicate well
• At ease with customers
• Creative and solutions driven
• Achieving business performance
• Open minded and happy to learn
• Adapts quickly to change
• Manages & develops self (independent and self driven)
• Protects and enhances the Company’s reputation
Key success indicators
• Achievement of Financial Performance & Growth Targets through exceptional customer service delivery.
• Product cross selling success by ensuring thorough product understanding.
• High repeat business and referrals from clients
• Application of our business and customer processes
How to Apply

Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with a detailed CV, names and contacts of 3 referees, current telephone number and email address by:

Sending CV to: recruiter@personnelresource.com

Kindly quote the job title on the subject line of your application.

Only short listed candidates will be contacted.

“Personnel Resource is an equal opportunity employer”


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