REPORTING TO THE GENERAL MANAGER
Travel: African intensive
Job Summary:
The role is responsible for identifying new business opportunities, building relationships with potential clients, driving sales growth including developing sales & marketing strategies to achieve the company's new business sales goals. This role is fully responsible for achieving the company's new business generation objectives & outcomes. The role requires a proactive approach to market research, lead generation, & closing deals to expand the company's customer base & enhance the company's market presence.
Key Responsibilities:
Business Development:
Responsible for identifying & pursuing new supply chain business opportunities in the various industrial sectors including mining, agriculture, construction, oil, gas, etc.
Analyse customer & potential clients needs & tailor solutions to meet their specific supply chain requirements.
Build a strong customer pipeline through cross selling in the mining industry & across all other industrial sectors.
Develop & sustain robust relationships with key decision-makers in prospective client organizations. Stay informed about their activities to seize opportunities as they arise.
Develop & implement robust business growth strategies/plans to attract new clients, expand the customer base & deliver the required growth margins.
Lead the sales process from initial prospecting to finalizing & closing deals.
Implement a business intelligence system targeting potential clients (input & output pricing, materials, industry trends & market conditions & customer base).
Submit accurate & timely forecasts for new business generation & for annual budgets.
Provide monthly reports comparing actual progress to forecasted targets.
Accurately assess the financial viability & conduct risk analysis of potential clients.
Consistently achieve both individual & departmental business sales targets on a monthly basis.
Client Relationship Management:
Conduct regular follow-ups & account reviews with clients to ensure the successful delivery of the company's services, customer satisfaction & identify opportunities for further sales or upselling.
Cultivate long-term relationships with new clients to ensure repeat business & client satisfaction.
Serve as the primary point of contact for new clients during the onboarding phase.
Cross-functional Collaboration:
Collaborate with internal departments such as the contracts & marketing teams to develop & improve strategic business plans.
Work closely with the Contracts team to negotiate contracts & manage customer agreements to ensure favourable terms & conditions & revenue growth.
Effectively collaborate with legal services to ensure compliance with legal requirements in the development of new contracts.
Ensure that the central repository of existing clients, potential clients, proposals & related documents are in place & maintained ensuring all data is accurate & current.
Support the development of the annual departmental budget & oversee the management of all personnel expenses
Market Intelligence, Reporting & Analytics:
Conduct market research to analyse & understand industry trends, competitor activities & to identify new markets, new customer segments & their needs.
Stay updated on supply chain industry trends, competitors, & market conditions to effectively position the company's offerings.
Participate in industry conferences, networking events, & trade shows to build company brand awareness, increase industry knowledge & generate new leads.
Proactively promote the company's comprehensive supply chain solutions to potential clients.
Track sales performance & report on key metrics (e.g., revenue, client acquisition, lead conversion rates).
Provide insights & recommendations based on market data & feedback from prospects & clients.
Proposal & Presentation Preparation:
Prepare detailed business plans, proposals, & presentations for potential clients.
Prepare & present regular reports on the status of new business generated, return on effort/investment (ROE), performance metrics, & any issues or concerns to Exco.
Develop sales reports & gather analytical data to be share with the broader team.
Team Leadership & Management:
Ensure clear communication & cooperation across the departments to resolve any operational bottlenecks & challenges.
Foster a collaborative environment across the various departments ensuring the BU achieves its financial goals & operates in compliance with applicable laws, regulations, & corporate policies.
Health, Safety & QMS:
Ensure QMS requirements are integrated into the HR department's business processes.
Ensure that all SHE policies & procedures are implemented, complied to & corrective action is taken in cases of non-compliance
Drive continuous improvement of business processes, QMS, Health & Safety.
Key Performance Indicators:
- Revenue Growth (realised revenue)
- Client Acquisition Rate (number of new clients acquired within a quarter)
- Client Retention Rate
- Lead Conversion Rate (leads converted into actual sales or contracts)
- Cost of Customer Acquisition - CAC (the total cost involved in acquiring a new customer)
- Market Penetration
- Sales Pipeline Velocity (speed at which leads move through the sales pipeline)
- Average Deal Size (in terms of revenue)
- Proposal Success Rate (% proposals that result in successful deals)
- Client satisfaction rate
- Zero workplace safety incidents reported
- Number of One-on-Ones held with General Manager