Regional Business Development Manager (RBDM) is responsible for the promotion and sales of the entire SB Group Service Portfolio, in close coordination with Strategic Partners. This includes business opportunities identification, territory and key account plans, proactive sales presentations, Service opportunity scope definition, and negotiations to close orders.
Manage regional sales teams, branches and retail stores. Sales forecasting, product launches, achievement of targets.
Manage the managers at Regional Level through regular performance reviews/meetings and trade visits and implement plans to fix shortfall where necessary
Planning and achieving Sales budgets and distribution targets (weighted and numeric) by channel
Execute Account activities as per Customer plans and within time frames dictated by the company

The Regional Business Development Manager works to improve an organization’s market position and achieve financial growth. Incumbent will also help manage existing clients and ensure they stay satisfied and positive. They call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.

They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business development manager’s responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors. While the exact responsibilities will vary from company to company, the main duties of the incumbent can be summarized as follows:

Key responsibilities
Business Growth within the region
Responsible for planning and achieving Sales Targets within region
Responsible for the regional management team to drive business plans via corporate business strategy.
Responsible for achieving volume growth, distribution, profitability, realizations, market share and new business opportunities to maintain market leadership

? Growth targets meet budgeted expectation in relation with the annual and re-projected targets set.
? Deliver new account and turnover targets as per budget.
? Constant flow of New retail partners are acquired that generates turnover to the region
? Manage profitability in line with agreed expectations.
? Analyses and interrogates sales reports with management team to identify performance opportunities and develop a campaign improvement plan
? Quality sales opened in line with risk indicators
? Coordinate and implement sales incentives and promotions
? Effective utilisation of POS Machines in the branches to improve collection rates.
? Ensure brand positioning within the regions.
? Strategic reporting to retail and internal partners.
? Provide industry trends and analysis to partners.
? Report on performance and propose remedial action. (Branch Improvement Plans)
? Weekly field visitation or monthly within regions.
? Implementation of call structure and Diary management within region
? Implementation of Channel briefs within region
? Execute roll out of incentives/promotions and new sign ons to key and major accounts
? Roll out to Co-branded partners
OPERATIONS MANAGEMENT
Major Key Performance Indicators: Full sales, operations and business Management function – retail and branches including but not limited to:
? Profit & Loss, Revenue growth, additional income streams, marketing and sales management
? Budgets /monthly P&L / expense control / analyse profit etc
? Monthly Management Reports Retail Division of company.
? Manage Retail joint ventures – Operational – Financials including up to Executive level
? Ensure adherence in all departments as required by audits
? Risk management – Quality Management, Compliance Management, managing systems and assets between Hollard and SB Group businesses.
? Budgeting, Expense Control.
? Profitability of branches and retail chain stores and produce reports
? Oversee, analyse, implement and manage regional branch processes
? Advise and lead on projects re Sales Management, New Product launch /Operations development and requirements re business processes and enhancements
? Part of Exco team managing and implementing new Distribution group (amalgamation of all subsidiaries, change management)

Manage Regional Sales and Retail teams.
? General Operations Management
? HR Management – Manage department and ensure Policies and procedures implemented, Staff performance management, Balanced Scorecard.
? Manage and control salaries, new employments.
? Risk management, Inventory management, HR /IR Management, IT risk management/security
? Corporate customer interface and negotiations

HUMAN RESOURCES MANAGEMENT
Manage Sales Targets via Branch Leaders, Field Leaders and Partners.
Successful implementation of Sales Management and Marketing Activity within company expectations
Developing and identifying Training needs of a Sales Force through regular trade visits and performance reviews
Planning and Implementation of a Succession Plan
Managing Trade Relationships through regular visits and performance reviews
Overall Accountability of Regional Operations.

Team management within the region
? Coach, Train & Develop sales management, branch and field sales team – creates succession plan
? Each team member has agreed job outline & performance agreements and delivered as per
KPI’s & goal sets.
? Productivity matrixes implemented.
? Regular performance review sessions
? Field accompaniments of sales staff.

OPERATIONS & SALES MANAGEMENT
? Ensuring efficient administration, including the management of company’s assets within the specific sales area, thereby contributing to effective controls and safeguarding the Company’s interests.
? Conducting monthly variance analyses / business reviews with all stakeholders and for the sales area comparing actual against projected results (IRO the Business Plan) and taking corrective action where necessary to ensure consistent alignment to the projected targets.
? To also provide regular feedback to the Executive on their relative performance.
? Driving the company strategy towards desired results and meeting targets in a highly competitive market and in an adverse economic climate.
? Understanding the needs of customers and appreciation of the dynamics amongst environmental trends (social, political, ecological, technological, economical, and geographical).
? Planning, projecting, control and taking corrective measures in respect of available budgets and sales expectations/targets.
? Optimising the utilisation of all financial resources efficiently and effectively in order to add value to the Company.
? Effective reporting to Management regarding all aspects of work by means of exception reports, financial statements and relevant motivations, communicating efficiently in all contexts.
? Conducting feasibility studies and providing cost effective solutions and the implementation thereof.
? Setting objectives, which integrate the needs of diverse groups (Convenience and Retail).
? Co-ordinating the work of individuals/groups to ensure a smooth flow of work throughout the system.
? Monitoring and conduct inspections on the branch operations on a regular basis and direct the Branch Managers iro best practice (e.g., store layout, merchandising, profit margins, etc.,) so as to ensure increased profitability / turnover and adherence to company’s norms and standards.


STAKEHOLDER MANAGEMENT
? Develop relationships with key stakeholders to support business objectives
? Participate in enterprise projects to ensure that Operational impacts are accounted for and operational practices updated
? Provide support for Operations, allowing them to achieve targets and deliver excellent service
? Implement best practice to continually improve cost efficiencies
? Create and implement effective direct sales strategies and lead regional sales personnel toward achievement of corporate sales objectives.
? Develop competencies and processes required to create an effective and efficient sales organization.
? Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
? Provide sales management, budget control, compensation programs and incentive planning.
? Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
? Maintain competitive knowledge to create and adjust sales strategies.
? Attend clinical meetings, seminars, and conferences as appropriate
? Must be willing to travel extensively within outlined territories, in the region.

Expense control within the region
? Expenses within agreed budgeted targets – total expensed below target.
? Implement effective route planning and time management plan within sales team
New Business Development
? Prospect for potential new clients and turn this into increased business.
? Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
? Meet potential clients by growing, maintaining, and leveraging your network.
? Identify potential clients, and the decision makers within the client organization.
? Research and build relationships with new clients.
? Set up meetings between client decision makers and company’s practice leaders/Principals.
? Plan approaches and pitches. Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
? Participate in pricing the solution/service.
? Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
? Present an image that mirrors that of the client.

Strategic regional promotional campaigns
? Promotional planner and execution of accounts manager’s plans
Key leadership & interpersonal competencies
? Ability to build strong networks and strategic relationships with internal and external stakeholders
? Managerial skills include People Leadership
? Communicating;
? Influencing;
? Thought leadership;
? Rational Decision Making;
? Process Thinking
? System-wide focus and impact astute
? Strong change orientation
? Strong analytics, conceptual and problem-solving skills
? Coaching and mentoring skills at all levels within the organization
Qualifications and Experience
? Relevant Bachelor degree or equivalent
? Relationship skills
? Financial Acumen
? 6 years of sales management
? Financial Services and/or Banking experience
? Ability to build strong networks and strategic relationships with internal and external stakeholders

Other Skills and Qualifications
? Networking
? Persuasion
? Prospecting
? Public Speaking
? Research, Writing,
? Closing Skills, Motivation for Sales,
? Prospecting Skills, Sales Planning,
? Identification of Customer Needs and Challenges,
? Territory Management,
? Market Knowledge,
? Professionalism,
? CRM, and Microsoft Office.