Overview
Job Title: Sales/ Business Development Executive/Engineer
Preferred Location: Dar Es Salam, Tanzania
Reporting into: Area Sales Manager – East Africa and SADC
Job Description:
The primary role of the Business Development Manager is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.
They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Business Development Manager works with mid and senior level management, marketing, and technical staff.
He/she may manage the activities of others responsible for developing business for the company such as agents. Strategic planning is a key part of this job description since it is the BDM’s responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
Primary Duties:
The main duties of the Business Development Manager will be as follows:
New Business Development
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients, and the decision makers within the client organization.
- Research and build relationships with new clients.
- Set up meetings between client decision makers and company’s practice leaders/Principals.
- Plan approaches and pitches.
- Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately.
Client Retention:
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
Business Development Planning:
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research:
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
- Forecast sales targets and ensure they are met by the team.
- Track and record activity on accounts and help to close deals to meet these targets.
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
- Research and develop a thorough understanding of the company’s people and capabilities.
- Understand the company’s goal and purpose to continue to enhance the company’s performance.
Education:
This position requires a Bachelor’s degree in Engineering (Electrical preferred). Candidates with an MBA will be preferred
Work Experience:
Minimum of 5-7 years of Sales or Marketing experience is required preferably selling engineered electrical goods in a B2B environment. Previous experience interacting working with local Electrical utility company, especially handling tenders and preparing competitive bids will be a huge positive.
Other Relevant Skills and Qualifications:
Networking, Persuasion, Prospecting, Public Speaking/Presentation, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
