Specialist: Sales and Business Development Manager
Job Description
JOB PURPOSE
Sell and promote high-end production systems and software solutions to the printing industry within the Cape Town region.
Support, train, and manage the sales of production systems through the partner network in Cape Town to ensure consistent growth and performance.
KEY RESPONSIBILITIES:
Understand the value of Production systems and software as a tool for the Printing industry.
Transferring skills and knowledge to the Partner network to increase the sales of all PSG products, both Xerox as well as 3rd party
Manage the performance of all Partners in the Cape Town region relating to PSG sales.
Must be highly experienced Sales Professional with extremely high personal and work ethics.
Need to be able to:
Must be a good listener,
Listen and understand the “Pain Points” as expressed by customer,
Be able to use experience and knowledge to ensure these pain points are addressed, and a suitable solution is proposed to the customer.
Must be able to understand current costs and relate new proposal in the form of ROI.
Must be willing to learn about the products and solutions that will be sold to the customer and be able to demonstrate these successfully to a panel of peers, before being allowed to sell into the territory.
Must have an exceptional knowledge of features and benefits of all solutions and be able to relate these to solve the customers pain points.
Must be able to write a professional proposal, highlighting the customer's needs, pain points, and explain the benefits of implementing the solution.
Must be able to work independently while being a team player within the bigger PSG team, travel from time to time, and have a firm knowledge and understanding of latest trends in his/her territory and be able to relate these to specific solutions.
Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimize risk and ensure performance.
CORE RESPONSIBILITIES:
Governance, Risk and Business Continuity Management
Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
Source and distribute relevant thought leadership and marketing material to customers.
Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
Attract new relationships with new customers by supporting collaborative sales efforts.
Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.
Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.
Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.
Drive collaboration across industries and service lines, including collaboration, performance, cross
QUALIFICATIONS, EXPERIENCE, & SKILLS:
Educational Qualifications:
GR 12 Qualifications
Professional Qualifications
Bachelors Business Management
Years of Experience
At least 10 years selling high value solutions
Other requirements
Work as part of a team
One goal – to deliver against internal customers requirements and achieve ‘Above and Beyond’
Specialist: Sales and Business Development Manager