Job Title: Business Development Manager
Hiring Organization: Corporate
Staffing
Location – Locality: Nairobi
Location – Region: Kenya
Industry: IT
Job Type: Full
Time
Salary: KES
Date Posted: 05/15/2024
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