Regional Business Development Manager

Our client, a global leader in the mining industry for simulator training solutions is recruiting for a Regional Business Development Manager , to Generate new sales opportunities throughout Africa, in line with the region’s business development vision, strategies, goals, revenue objectives, if you have a high self confidence, like a challenge and like to work independently apply now!

Minimum Requirements

• Candidate must be tertiary qualified, ideally in a technical discipline.
• Sales training e.g. Miller Heiman and SPIN training
• Proficiency in the use of Microsoft Word, Excel and Power Point.
• At least 9 years managing a team of sales professionals or in a consultative selling environment in high technology / high touch or intangible “intelligent” services.
• Strong track record - must have consistently managed such a sales team to meet or exceeded targets in recent years by closing new business and further penetrating existing accounts.
• An understanding of mining operations and operator efficiency improvement is desirable but not necessary

Core Skills:

• Critical management, communication and team building skills
• Systematic and organised, process oriented
• Ability to lead
• Strong problem solver
• Technically proficient at managing salespeople
• Skilful at applying core sales tools for building and managing accounts

• Results-oriented, driven
• Caring/nurturing leadership style
• High degree of maturity, integrity
• Organised & disciplined and can function effectively in ambiguous, less structured environment
• Collaborative
• Must be able to travel (30% - 50%).

Job Specification

• Generate new sales opportunities to meet personal sales targets, in line with the region’s business development vision, strategies, goals, revenue objectives, budget constraints and within company policies and procedures.
• Manage existing accounts within assigned territory to generate further internal sales opportunities and develop close relationships to facilitate high levels of customer satisfaction.

Key Responsibilities: 

Leads

• Generate and qualify leads, new and from existing accounts, within assigned territory and effectively manage to meet required opportunity pipeline targets, with quality in alignment with sales goals.
• Minimum opportunity pipeline value of not less than 3 x Annual Planned Sales at all times comprising genuinely qualified leads. Customers
• Convert prospects into customers effectively and efficiently to meet personal sales goal and achieve win-win commercial outcomes
• Report a clear understanding of decision making process and further segmentation of opportunities into those who will buy:- Within 3 months- Between 3 and 6  months-  Beyond 6 months
• Provide prompt, relevant, accurate and complete communications, presentations, demonstrations, proposals, and customer order processing
• Demonstrate a reasonable level of expertise in the application of products in the course of understanding and solving customers’ problems and needs.

Sales Team

• Work collaboratively with other sales executives and departments to support the realisation of overall regional sales objectives.
• Ensure a smooth transition of all closed opportunities from sales to Finance, Operations and Technology, and Product Development
• Synergistic relationship with Product Support resulting in the identification of additional sales opportunities 
•  Reporting and Record Keeping

Provide complete, timely, accurate and relevant reports:

• territory sales progress against defined targets
•  forecasts of sales for the assigned territory in a timely manner
• sales activities and outcomes (Sales Call Reports)
• reports required to support executive management decisions as required (Sales Pipeline Report) 
• Maintain reliable and up-to-date records on sales activities, prospects, customers, products, and distributors, within applicable supporting systems e.g. CRM to be available for decision making within designated systems Market Information

Periodically gather and provide accurate and up to date market information to the VP/Regional Sales Manager to aid management decision making:

• State of the market within the territory
• Product
• Pricing
• Customer buyer values
• Effectiveness of marketing campaigns
• Status of competitive activities and products
• Work with Marketing to ensure strategic goals developed for region are supported