JOB PURPOSE
To execute business development strategy according to plan and detailed activities, and with reference to Interswitch overall development strategic direction. To report findings and obtain approval from respective heads on business development strategy execution and operations as well as complying with sales regulatory requirements.
RESPONSIBILITIES
Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.
Attend meetings led by respective Head, along with relevant stakeholders and acquire client needs on sales and business development processes and requirements.
Execute mitigation activities in line with communicated requirements. Use strategic planning systems and protocols to support others.
Evaluate and suggest sales strategies improvements and support new customers’ identification.
Implement efficient customer communication and feedback channels. Identify and negotiate sales deals that promote sustained income.
Analyse business operations and strategies to identify new opportunities. Identify cost reductions to increase sales revenue.
Set clear objectives for each sales call or meeting; use standard materials to
make a presentation to the customer and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.
Analyse consumer behaviour to meet product demand and preferences. Perform competitor analysis towards an increased market share.
Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price / terms and conditions of sale.
Delegate writing proposals to interns and liaising with other departments to align strategies.
Review developed deliverables before submitting to respective Head.
Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.
Build and maintain long-term relationships with contractors, clients, and consultants in business development ecosystem.
Collate and analyse data using pre-set tools, methods and formats (involves working independently).
Contribute to the preparation of various data and analytics reports.
Report findings and obtain approval from respective heads on business development strategy execution and operations.
Develop weekly progress reports which include activities progress against set timelines, key risk and control indicators, and overall improvements on current processes and procedures that minimise relevant risks and submit reports to respective Head.
Provide expert input on all aspects of pipeline maintenance, construction and operation.
Could involve performing expert-level tasks or supervising others to do the same.
Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns.
Act as first point of contact for routine customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.
BEHAVIORAL COMPETENCIES
Builds strong customer relationships and delivers customer-centric solutions. For example, keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas.
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, listens attentively and takes an interest. Keeps others well informed; conveys information clearly, concisely, and professionally when speaking or writing.
Relates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people and from a range of backgrounds.
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, quickly determines the most critical data and focuses analysis there; recognizes even subtle symptoms that indicate problems; probes deeply for root causes; uses systematic problem-solving methods. well.
Uses compelling arguments to gain the support and commitment of others. For example, gives many insightful suggestions and offers thoughtful positions, once informed about the issues. Thinks carefully and solicits insight into how to build a compelling argument that resonates with others' interests.
Creates a climate where people are motivated to do their best to help the organization achieve its objectives. For example, shares insight into the purpose of the work, involves others appropriately and gives them credit for their contributions. Praises the successes of others.
Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, consistently adheres to organizational policies and practices, even when they are unpopular or inconvenient. Builds trust by honouring commitments and by being open and honest at work.
Applies knowledge of business and the marketplace to advance the organization's goals. For example, shows considerable business insight, beyond the fundamentals. Asks probing questions and draws on a variety of sources to gain insight and to explore business drivers or industry trends.
Plans and prioritizes work to meet commitments aligned with organizational goals. For example, adopts a sequence of activities that allows for optimal efficiency and effective coordination with others. Makes skillful use of resources and support to deliver efficient, high-quality work.
Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. For example, takes timely action on important or difficult issues. Identifies and pursues new opportunities that benefit the organization.
SKILLS
Works without supervision and provides technical guidance when required to orient the seller's organisation around delivering to the key needs of their customers.
Keeps customer at centre of sale, collaborates with customers, elevates partner insights, Uses common terminology
Works with guidance (but not constant supervision) to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
Provides context for conversations, proposes mutually valuable agenda, leverages pre-call prep for partnerships, confirms client understanding, leverages pre-call prep, Adds value through perspective
Works with guidance (but not constant supervision) to accurately identify and understand the key buying influences pertaining to an opportunity.
Identifies all buyers and their level of influence, assesses each buyer's sense of urgency and readiness, seeks to understand each buyer's desired business results and concerns, assesses buyer feelings about the proposed solution, secures a coach within the buyer organisation to facilitate introductions and access, leverages a strategic coach to support the partner relationship
Works with guidance (but not constant supervision) to quickly and accurately define the needs of the key buying influencers.
Seeks to understand buyer needs, determines the root of buyer needs, uncovers buyer's goals, seeks buyer need priorities, assesses channel relationship needs and expectations
Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centres in the client's organisation.
Shows interest in buyer needs, shows empathy with buyer's circumstances, respects the client's time, incorporates client's point of view, provides relevant context, confirms understanding, reinforces professional capability
Works at an intermediate level to navigate conversations in which the customer is frustrated or unhappy with the organisation.
Listens non-defensively to angry / upset customers, defuses customer tension, explains and addresses customer issues, offers appropriate goodwill gestures, keeps promises made to the customer.
Works without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.
Understands customer context, uncovers customer key performance indicators, articulates customer objectives, adds value to partnerships
Works with guidance (but not constant supervision) to arrive at mutually beneficial commitments that help move the sales / client relationship forward.
Pre-plans for commitment, closes calls with mutually beneficial commitments, Focuses toward mutual profitability
Conducts research and analyses data without supervision while providing
technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
Works with guidance (but not constant supervision) to clearly present solutions that link directly to the key objectives and challenges important to the client.
Communicates offerings in a compelling way, conveys initiatives to partners, Offers solutions at the optimal time, Compels clients to a desire to act, Invests appropriate time to understand core needs, Aligns stated needs with solution benefits, Explains how the solution aligns with needs
Works without supervision and provides technical guidance when required on reviewing and creating relevant, lucid, and effective reports
Works without supervision to understand, effectively operate and provide technical guidance as required on all customer / call management systems.
Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions, and formulating plans or policies.
EDUCATION
General Education
University First Degree in Business Administration, Sales and Marketing or Finance-related field.
EXPERIENCE
General Experience
At least 4 years' relevant experience in Business Development and client facing roles ideally within reputable financial institutions.
This will enable the job holder to deal with the majority of situations and to advise others.