alogosmall
Business Development Executive (Ref: NTBDE JHB)
Remuneration: Market Related

Position in the Sales sector in Johannesburg - Gauteng
Posted On Tuesday 9 July 2019
Job Description:

Client in the Higher Education industry is seeking the services of an experienced and dynamic BUSINESS DEVELOPMENT EXECUTIVE – SALES to join their team based in Johannesburg. To manage and grow a portfolio of customized programme clients to generate profitable revenue, thereby supporting the marketing department with B2B capability to serve the development of leading managers in Africa.

Main job function

Customized programme portfolio results (solely responsible for own portfolio and target)

Revenue

Sales target

Quarterly progress against annual sales target

profitable business / profit margin

Client

Client satisfaction (year on year portfolio growth on repeat business less clients that have not taken up business)

New client acquisition

Expansion of product offering to existing clients

Quality of designs and proposals

Cost management throughout programme implementation

Timeous client payments

Sourcing / Prospecting

Proactively leverages own and RBS Network

Identifies and successfully pursues opportunities for new business

Identifies new “client fit” organisations to pursue for business

Gains access to and establishes relationships with key stakeholders in targeted accounts

Takes opportunity of SETA funding

Engages with clients for Pivotal grants

Implement the sales process:

Number of engagements per component

Level of progression through the sales process

Volume and appropriateness of activities

Competence / quality with regard to each component – technically sound

Alignment with client needs

Timeous delivery of/within components of the process

Client understanding and alignment with client needs

Client service

Compile target plans

Qualify potential clients

Competitor analysis

Research

Prepare input into knowledge packs

ID opportunities

Establish client meetings / contact with key decision makers /client engagement (1st client meeting)

Establish scoping and discovery sessions with clients (multiple stakeholder engagement)

Design level 1 programme architecture

Prepare programme budgets

Prepare and discuss/agree the value proposition with client (quote, PAD, proposal, rates & SLA)

Facilitate level 2 design by PD's

Design delivery structure (project plan and roles) and Facilitate handover to Operations PD/PM - kick-off meeting

After-sales client relationships (follow-up meetings)

Impact assessments / Why we win, why we lose assessments

Respond to various RFQ, RFP and tenders

Portfolio budget (financial?) management

Within budget

Compliance with finance policies

Debtors Management

Collection of Revenue according to SLA’s and contracts.

Portfolio plans / schedules / objectives

Target plans

Personal work plans

Timeous availability / current

Documented

Communicated and understood

Realistic and achievable / enable achievement of business results

Aligned

Implementation – portfolio monitoring, control, corrective action

Monitor execution of plans and objectives (monitors all aspects of the

Programme delivery - (e.g. attend feedback loops and LPF functions to monitor performance)

Comprehensive - all relevant indicators and processes monitored

Variances identified timeously

Reasons for performance deviations and variances investigated, rectified and communicated / escalated

Record keeping and reporting (e.g. budget, pipeline, activity, invoicing,

Ensures that all administrative “paperwork” is complete, accurate

Qualifications:
Relevant (business related) graduate qualification – post graduate will be preferable
Experience:

At least seven to ten years’ experience in a higher education environment (e.g. consulting), preferable in the learning and development landscape and/or human capital

Engaged and worked with senior executive level internally and with external clients

A good understanding of the executive learning and development / education industry, landscape and products

Experience and a good understanding of executive development learning intervention design (curriculum / learning outcome and instructional design)

Good understanding of sales and marketing principles / processes/ methods for showing, promoting, and selling products or services

Budgeting and forecasting skills

Working knowledge of customer relations management (CRM)

Well-developed MS Office skills

Able to communicate to individuals on all levels with excellent verbal and writing abilities

Project management / project team leadership skills (multi-functional and cross-functional teams) Client liaison skills – proven track record or demonstrated potential of liaising with clients on C-level Well-developed conceptual and systems thinking skills

Ability to manage complexity 

A Consultant will be in touch if you are shortlisted for the position.  Please consider your application unsuccessful should you not have been contacted within 2 weeks.  We will keep your CV on our database and contact you should you match the criteria of any other vacancies.

Please contact Nicole Thomas