Description:
MAIN PURPOSE OF ROLE:
To drive new business acquisition as well as consistent growth and development of existing customers, fostering long-term client relationships, tailoring high-value security solution proposals and presentations. Responsible for consistently achieving gross profit targets, increasing gross margin and decisively growing market share within your corporate channel portfolio.
MAIN DUTIES AND RESPONSIBILITIES:
• Consistently achieve and exceed gross profit targets.
• Identify and acquire large corporate clients across all key sectors such as banking, retail, logistics, manufacturing, commercial real estate and the like.
• Work closely with Product and Technical teams to develop bespoke customer solutions.
• Collaborate with internal project managers to ensure solution delivery aligns with client expectations.
• Drive the entire sales cycle from lead generation to closing the deal.
• Develop and maintain a consistent high-quality pipeline of corporate customers.
• Develop and present tailored security solutions using the company’s key product suit (CCTV, access control, Alarm systems etc.)
• Maintain an active RFP and presentations Register.
• Establish, maintain and develop material relationships at multiple key levels of influence and decision making.
• Conduct professional and well thought out quarterly customer reviews to drive organic growth and maintain consistent revenue streams across entire product range.
• Customer service excellence, “Going out of our way to help our customers succeed”
Requirements:
- Strategic Thinking: 4 to 5 years
- Relationship Building: 4 to 5 years
SALES PRODUCTIVITY AND STARTEGIC FOCUS
• One of the key responsibilities is to significantly increase the market share of the sales territory by achieving and exceeding gross profit targets.
• In order to meet these objectives, it is imperative that the minimum sales activities are met, without exception, as set out below:
• Minimum of 88 calls per month equating to 4 calls per day to existing clients
• Minimum of 45 calls per month equating to 2 calls per day to new clients
• Minimum of 44 quotes per month equally 2 per day
• The BDM is expected to visit clients regularly as per the set customer call cycles to promote our products and build solid customer relationships to keep all competitors at bay.
• The BDM is required to maintain a high quality and accurate database of customers which will be consistently monitored and audited.
• Report regularly to management with regards to progress made and in accordance with the required format.
• Generate, update and constantly meet all administrative deadlines and requirements.
MARKET AWARENESS
• The BDM is also required to assist management with ideas on promotional literature and provide an informed view on types and frequency of tactical marketing methods.
• Advise management if discounting becomes necessary.
• Monitor competitor pricing, product offerings, day to day market activities as well as specific customer feedback regarding competitor IP.
GENERAL COMMUNICATIONS
• Ensure professional business communications with customers which are proactive as opposed to reactive.
• Ensure timeous responses to emails and telephonic queries.
• Offer additional products and specials after the order has been placed, in addition offer alternate products when the exact product is not in stock.
• Advise management on product needs including monthly product projections and reporting on projects.
KEY COMPETENCIES
· Self-driven, Hungry to succeed, strategic thinker and target achiever.
· Strong Knowledge of security solutions and technical product integration.
· Excellent B2B sales and business acumen, with consultative selling style.
· Proven ability to maintain and growth material customer relationships at multiple levels of influence and decision making.