Business Development Manager - Hunter- Corporate
Salary: R30 – R60 000 (Negotiable) + Plus quarterly performance bonus equivalent to a 13th cheque
Company cellphone, Laptop, Travel reimbursement

The world’s leading medical & security services company operating from over 700 sites in 76 countries with 10,000 employees, led by 1,100 physicians and 200 security specialists is currently looking for a Business Development Manager – Corporate is responsible for managing a portfolio of clients, developing a healthy pipeline of new prospects and driving the profitable growth of cross border business to meet the goals and aspiration of the client and market first strategy.

Key performance areas

It is the Business Development Manager Hunter's role to fully understand the needs of the client, to fully understand the full suite of the company products and services, to recommend the right range of services to the client, to properly advise the client on product and service benefits and features so that clients entirely understand the services they are ordering.

Among other things, the Business Development Manager Hunter is responsible for:
• Identifying, developing and establishing new business opportunities in relevant market segments as may be agreed with you from time to time, with the key aim being to secure profitable revenue and achieve specific sales targets and related business objectives.
• Building and developing relationships with new client prospects on a local and often global basis through developing an understanding of our clients and the markets in which they operate, and defining and implementing solutions which meet their business needs.
• Developing cross-border sales opportunities with other sales managers and/or regions as appropriate.
• The generation of proposals, pricing and contract negotiations across the complete range of services offered by the company as part of an appropriate client solution that satisfies and exceeds clients’ needs and expectations.
• Developing new business for both new and existing clients, as well as managing renewal of existing accounts.
• Maximizing every business opportunity in the relevant market segment(s) and cross selling / up selling the entire range of company products and services from time to time.

CLIENT EXTERNAL
BUSINESS GROWTH (ACQUISITION, HUNTING)
• Develop and demonstrate a thorough knowledge and understanding of all sectors and target markets within the relevant market segment(s).
• Identify key target potential clients in all appropriate market segments and develop sales strategies and plans to develop and convert a strong new business sales pipeline into contracted sales revenue.
• Continually conduct industry and market research, including surveys, analyse findings and report to the Head of Sales and Marketing / BDD EMI on new business opportunities and on events that impact upon current client business.
• Investigate new business opportunities and secure new business in line with the sales strategies and budgets.
• Anticipate client needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within prospect clients.
• Fully understand the business requirements of prospective clients and the industries within which they operate, and identify buying influencers, decision makers and develop contacts at the highest levels within target clients.
• Build credibility with new client prospects by demonstrating a thorough understanding of their businesses and the industries that they operate in and communicating in a way that creates trust and demonstrates professionalism with clients.
• Drive the growth of cross border sales through developing close cooperation and strategic relationships with sales and marketing personnel from other regions.
• Align medical and security services with the client requirements to define a sales opportunity pipeline and forecast driving the growth of profitable revenue with the aim to exceed budgeted targets.

ACCOUNT MANAGEMENT (RENEWAL, UP-SELLING, CROSS-SELLING)
From time to time the BDM Hunter may manage an account with significant opportunity for up sell.
This will be at the discretion of the Head of Sales and Marketing and done in conjunction with the BDM Farmer.
• Support growth of profitable revenue through the use of up-selling and cross-selling within the designated client base in the relevant market segment(s)
• In conjunction with the Head of Sales and Marketing / BDD EMI, implement a client visit plan and maximise face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension
• Support the development of close relationships throughout all levels of the client base, and initiate negotiations in order to enhance profitable revenue and gross margin
• Continually evaluate progress within the client group, against pipeline, revenue and profit targets, client plans, and take action with Head of Sales and Marketing / BDD EMI as required to amend discrepancies
• Provide value added industry-specific medical and security knowledge to Clients’ within a consultative selling framework, and deliver industry-specific advantage solutions to Clients’
• In conjunction with Operations, manage the clients level of service quality in the provision of medical and security solutions to the designated client base across the region

FINANCIAL RESPONSIBILITIES
• Supervise all administrative and financial activities involving the clients including, renewals, contract review, pricing, invoicing and AR collections.
• Assist with collection of client membership figures on a monthly basis.
• Manage collection on Account Receivables, which are either problematic or over 60 days which ever come the soonest.
• Seek prior approval from RSMD for non-standard discounts, price changes and any free goods incentives.

Education, Training and Experience
• Minimum 5 years’ experience in sales with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in building relationships across all levels of the client
• Proven track record of profitable sales growth year on year and pipeline management
• A relevant Tertiary qualification
• Ability to cold call and identify business opportunities
• Direct B2B solution / consultative selling experience in complex / service industry with at least 3 years direct selling experience to large multi-national companies
• Exposure to working in a cross-border engagement sales environment including previous working experience selling to emerging markets