Business Development Consultant

Position:

Business Development Consultant

Job Description:

To ensure that Business Development Plans are in place to seek and generate sufficient Sales Leads, which convert into the necessary opportunities. To raise such opportunities to the attention of Regional and National Ops Management Teams and to jointly construct and present solutions to such clients.

Location:

Johannesburg - Adcorp Place

Contract Type:

Permanent

Minimum Requirements:

Experience:

• 3 – 5 years sales experience in the Hospitality Sector and with an Existing Established Network of current/Former Hospitality clients.
• Proven ability to generate Leads and drive new business growth
• Strong understanding of client and market dynamics and requirements
• Sound Operations knowledge and experience in the hospitality environment and the ability to roll out and deliver against solutions which have been sold to customers

Qualifications:

• Grade 12
• Business & Management Studies or Sales & Marketing

Additional Requirements:

• Continuous sourcing of opportunities to ensure that there is a healthy number of potential clients in the sales funnel at any given time. Volumes to be determined in junction with the Business Development Executive and measured via Salesforce;
• Network to generate leads and business contacts;
• Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;
• Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;
• Accurately capture Opportunities and Customer Accounts and manage on Salesforce;
• Achieve predetermined revenue and pipeline targets;
• Accurately document all sales activities on Salesforce;
• Market research and keeping up to breast with industry developments;
• Align with the national sales strategy and ensure that it is implemented in the various sectors;
• Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;
• Strategize with the Sales Manager/Executive on the Strengths, Weaknesses, Opportunities and Threats (SWOT) and on Political, Environmental, Social, Technology, Economic and Legislative (PESTEL) analysis within the region;
• Review and track competitor activity;
• Identify and qualify potential business whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.;
• Engage these Potential Clients with the assistance of your relevant colleagues, assess their requirements and ensure suitable Solutions are positioned with the customer in order to successfully secure their business;
• Maintain Professional business level communication with clients at all times;
• Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities;

Roles and Responsibilities:

Finance:

• Develop and maintain a Hospitality Focused Sales Plan and ensure achievement of Company sales targets and profitability;
• Manage a regional sales growth budget and agreed target as per the financial year budget; this to be agreed with Business Development Executive
• Accurately Cost opportunities in conjunction with Operations in order to assist with Group Margin upliftment requirements

New Business Development:

• Continuous sourcing of opportunities to ensure that there is a healthy number of potential clients in the sales funnel at any given time. Volumes to be determined in junction with the Business Development Executive and measured via Salesforce.
• Network to generate leads and business contacts
• Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;
• Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;
• Accurately capture Opportunities and Customer Accounts and manage on Salesforce
• Achieve predetermined revenue and pipeline targets
• Accurately document all sales activities on Salesforce
• Market research and keeping up to breast with industry developments
• Align with the national sales strategy and ensure that it is implemented in the hospitality sector
• Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;
• Strategize with the Sales Manager/Executive on the Strengths, Weaknesses, Opportunities and Threats (SWOT) and on Political, Environmental, Social, Technology, Economic and Legislative (PESTEL) analysis within the region;
• Review and track competitor activity;
• Identify and qualify potential business  whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.
• Engage these Potential Clients with the assistance of your relevant colleagues, assess their requirements and ensure suitable Solutions are positioned with the customer in order to successfully secure their business.
• Protect organization's value by keeping information confidential;
• Maintain Professional business level communication with clients at all times
• Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities.
• Creatively develop on-going Sales Scripting whether for phone calls, emails, presentations, testimonials,
• Meet potential key clients at their locations or where necessary through Teams/Zoom to accurately qualify the prospect and establish needs;
• Drive inter-company lead developments (between Adcorp companies and between BLU Ops and Sales);
• Active participation in all tenders related to new opportunities you have generated;
• To support the retention of existing business at re-tender times and to pursue leads to expand existing business
• To work with and support operations on large accounts
• To support mobilisation of new business with agreed handover to Operations and where required to be on the ground with operations for critical large events to ensure successful implementation.
• To actively target and build prospect client relationships in your geographic area.
• Maintain and develop close client relationships of new contracts.
• To support operators in designated retenders
• Develop and actively engage in client relationship building
• Identify and target influential people inside the client, customer and third party organisations and build relationships with them
• Share knowledge, experience and expertise with key clients, customers and third parties
• To maintain effective relationships with sales research and sales colleagues across all lines of Adcorp’ s business
• Work in conjunction with the Bid Team and operations team to construct winning bids which meet the needs of the client
• Mobilise all new business gains in liaison with operational colleagues until agreed handover date
• Manage effectively the sales process through prospect development / tender receipt, proposal, presentation and closing negotiations
• To upsell existing contracts wherever possible and to farm the maximum share of wallet from each customer
• To ensure contract profitability through a commercial evaluation, and a full understanding of risks and liabilities, prior to presenting written sales proposals

Learning and Growth:

• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations;
• Network and actively participate in User Groups, Associations and Trade Shows;
• Identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments;

People:

• Consolidate and leverage relationship networks and value adding partnerships to gain influence and support for initiatives;
• Demonstrate personal commitment to business partners by fulfilling responsibilities and following partnership agreements;
• Manage internal and external relationships.