Industry: IT
Region: Africa
Gross Salary: Competitive
Our
client is seeking a motivated and experienced Business Development Manager to
join their team. The successful candidate will be responsible for driving
revenue growth, developing new business opportunities, and managing
relationships with key clients within the technology sector.
Responsibilities:
- Support and drive sales activities and
grow the direct business as a Business Development Manager.
- Create and drive a Demand Generation
Strategy for the retail industry
- Capable of managing direct sales
processes for strategic opportunities in new markets
- In charge of developing close
relationships with key target customers.
- This person will interact with other
departments such as Marketing, Professional Services, Global Support, and
Product Management.
- Meet and exceed revenue and profit
targets for the region and channel partners
- Work with regional management to develop
a partner network strategy to open and grow new vertical markets, expand
existing vertical markets beyond current growth rates and exceed targets.
- Proactively assess, clarify, and validate
channel partner needs on an ongoing basis
- Provides basic technical and commercial
support to indirect partners
- Support the implementation of the
regional commercial and marketing plan, including tactics to accomplish
growth targets.
- Works closely with the Regional Head and
Executive Management team to execute tactics to achieve business
objectives.
- Provides feedback, information, market
intelligence and recommendations to improve market penetration.
- Manages weekly forecasting routines for
all direct and channel partner leads and opportunities.
- Populate and update Salesforce CRM with
projects, forecasts and strategic data of customers from the target
region.
- Works in partnership with marketing and
product management, providing input on both marketing and technical
resources needed to ensure the highest quality training for our partners.
- Highly effective in a matrix
organizational environment
- Clear and engaging communication and
presentation style
- Builds rapport and robust relationships
as well as influencing at all levels including C-Level.
- Resilience and resourcefulness to make
change happen, no matter how challenging
- Maintain and expand the Channel Partner
Network to maximize indirect revenue generated from partners, ensuring
channel account plans
- Support and drive sales activities and
grow the indirect business through the partner network.
Additional Responsibilities:
- Organizes time to cover ongoing
priorities and will make arrangements to cover whenever absence is
unavoidable; understands that rewards are commensurate with effort and
invests the time to get the job done; uses time efficiently during
regularly scheduled hours so that extra hours are not inevitable, but is
responsive to additional requirements or demands when necessary
- Increases sales with existing customers
by stimulating the demand for currently purchased products and services;
makes a proactive effort to build volume within established accounts by
expanding the breadth of products purchased; monitors the potential for
growth in volume by regularly tracking the purchasing history and spotting
trends or problems in need of a solution; sees herself as responsible for
facilitating the customer’s reorder and replenishment process
- Focuses on sharing information in an
exciting and memorable manner; prefers group presentations; focuses
equally on preparing delivery and content; stages a formal presentation to
promote a more intangible product or service; responds to audience cues and
reactions by altering a prepared presentation as it progresses
- Uses strong personal identification with
the product to influence others to promote and sell the product line;
keeps the distributor fired up and committed to buying into a program or
plan; works with other salespeople to help them close the large or elusive
deal; breaks up the selling cycle into small increments and sets goals for
each step; maintains the pressure to move forward through each step
without becoming too pushy or overbearing; proactively reinforces the
purchase decision, recognizing the risk that a product or program can be
supplanted by the competition.
- Demonstrates a commitment to the
continuous education and training of others as a means of increasing their
overall competency and productivity; prepares more structured sessions to
cover the most critical areas of learning for the audience; stays on top
of information needed by colleagues and customers in an effort to serve as
a resource; takes responsibility for motivating others to learn and retain
key information; reinforces what is being taught through periodic
repetition; regularly assesses individual and group competencies and
routinely addresses them by adjusting the training
- Understands the critical role joint calls
play in the ongoing development of salespeople; commits to using joint
sales calls as opportunities to share expertise; demonstrates effective
techniques; observes progress and judges the effectiveness of assigned
salespeople; is dedicated to providing backup and expertise to help
salespeople secure a close; accepts a supporting role in the sales process
and sets level of involvement in accordance with what the primary
salesperson needs
- Develops comprehensive knowledge of
products and potential applications; understands that up-to-date knowledge
is required to maintain credibility as a subject matter expert with
distributors and end-users; acquires knowledge through sources of
published information supplemented with personal internal and industry
contacts; keeps current on product/service developments through more
formal learning opportunities; assumes the role of resident expert and
develops product knowledge for the purpose of serving as a resource to
others
Qualifications:
- 15+ years of corporate sales experience working in Direct
Sales, Channels / Resellers / Partner environments.
- Experience in selling Retail Software
- Degree qualified or professional
qualification preferred
- Fluent English
- Substantial experience in sales
- Experience in partner and channel
management a plus
- Ability to manage the life-cycle for
direct or channel engagements, from scouting and alignment, negotiations
to close agreements, successful onboarding, and hands-on operational help.
- Residence and available to work in Kenya.
- Availability to travel inside the country
and near countries with the possibility to spend nights outside and
weekends
How to Apply
Gross Salary: Competitive
If
you are up to the challenge and possess the necessary qualifications and
experience; please send your CV only quoting the job title on the email subject
(Business
Development Manager – Africa) to jobs@corporatestaffing.co.ke
before 31st
May 2024