Manager Business Development - Partner Channels

The primary role of the Manager Business Development - Partner Channel is to assume overall responsibility on a National basis i.e. to establish the partner channel as a relevant and successful distribution channel which contributes significantly to the overall growth strategy of Business Solutions.

Key roles
1.Strategy - In conjunction with the Head of Business Solutions determine the distribution strategy within the following partner channels:
Automate Channel (Dealers and Dealer Groups, Fitment Centres and OEMs)
Insurance Channel (Insurers and Brokers)
Direct Channel (Financial institutions i.e. WesBank, Absa, FNB, Car rental, Telecommunications Coo’s etc.)
Leadership - To assume overall responsibility for the performance and wellbeing of the staff who are employed in this channel
Sales Performance - To assume overall responsibility for the channel sales performance based on the sales budget allocated to Partner Channel. Sales emanating from:
Large Corporate Business
Source new large corporate customer’s opportunities.
Secure appointments and present to key stakeholders mainly Fleet, Financial, Risk managers and Business owners
Analysis of key needs within the specific large corporate
Prepare and secure pricing from the pricing committee.
Prepare formal quotations and final offer based on specific requirements and solution both standard and complex.
Compile tender submissions relevant to private sector customers for approval by EXCO members.
Engage with Account managers with the view of them taking on responsibility for after sales service and project managing the deal through the implementation phase.
Engage and influence key senior stakeholders to develop and deliver unique and customised solutions and services to these customers relative to the needs identified
Support the account managers in existing relationships with reference to customer needs analysis and sales into this base
Networking - Attend industry functions, such as association events and conferences, and provide feedback and information market and creative trends.
2. Partner Business
Engaging with existing partners with the view of: Maximising growth in new sales
Introducing and generating sales of new products and services
Target industry associations with the view of unlocking opportunities in their subscriber basis
Putting forward proposals aimed at benefitting partners i.e. creating new value for partners, generating revenue for partners, minimising risk, creating loyally.
Networking – Attend industry functions, such as association events and conferences, and provide guidance and information on market and creative trends.
Presenting proposed solutions (standard and complex) to partners which could be either:
Standard/core solutions and services or new complex solutions and services in relation to the specific needs of the entity.
New segments/verticals
Assume responsibility of identifying and researching the viability of new verticals within the Business market
Motivate to senior managers and obtain their support of pursuing the potential new segment
Initiate the process of targeting key stakeholders in the specific verticals by setting up appointments with senior stakeholders within the specific customer segment
Analysis of key needs within the specific segment and per entity he may engage with
Engage with key senior stakeholders to develop and deliver unique and customised solutions and services to these customers relative to the needs identified.
Develop, prepare and present various commercial models relevant to each unique scenario to the pricing committee.
Optimally utilize the BDMs with the view of insuring best fit and effective distribution.
Skills requirement
Must possess the ability to be a strategic thinker
Must be able to demonstrate leadership abilities in managing smaller but higher level of staff members in an environment that calls for sales performance and entrepreneurial deal structures
Must the ability to operate independently i.e. disciplined individual that does require micro management
Superior Sales skills (Hunter) (pitching to executives and senior managers, strong ability to do needs analysis. Ability to overcome obstacles and identify new opportunities
Ability to identify needs/gap – close the gap/need and put forward a best practice solution
Able to do this in a world where many variables will exist and the ability to put forward unique solutions
High level negotiating and persuasive skills on the back of sound business cases
High level influencer – internal stakeholders

Knowledge

Basic understanding of business in general
Financial and Operations:
Commercial modelling
Total Cost of Operation
Return On Investment
Sales Turnover
Profit
Operational budget excluding Salaries
Sound knowledge of commercial modelling and profitability
Sound knowledge re tenders i.e. IP in relation the specification, process to be followed and the actual submission
Sound knowledge of Fleet management principals, and the industry and the ability to engage with key stakeholders in the industry
Excellent product knowledge specifically technical matters