• Attaining the required level of contact within prospect clients
• Providing professional leadership in strategic client opportunities and/or engagements aimed at effectively driving new client growth
• Providing an accurate and reliable sales pipeline and support the budgeting and forecasting processes
• Responsible for achieving individual sales targets and including related KPIs as well as annual budgeted sales margin.
• Ensure an in-depth understanding of the relevant market segments in South Africa and source new prospects and clients on an ongoing basis.
• Develop an aggressive business development strategy and sales plan to achieve monthly & annual business objectives and sales targets for new business
• Execute a sales plan for each prospective client including, amongst other factors, their market strategy, market share/competitors, growth opportunities, organisational chart, decision making process and key contacts
• Development and management of Senior Executive relationships to acquire a comprehensive understanding of clients’ business strategy and requirements and facilitate new client sales through alignment with EASA solutions
• Align EASA solutions with the client requirements to define a sales opportunity pipeline and forecast that will drive the growth of profitable revenue with the aim of exceeding budgeted targets
• Continually anticipate and research market trends, identify prospective clients and their buying influences and develop contacts at the highest levels within prospective clients to drive new business acquisition and gross profit target achievement
• Oversee the proactive and seamless handover of newly acquired clients, including, among other things, the client contract, sales plan and key client relationships, at an appropriate time to Account Management team in accordance with a defined process and in a manner that strengthens the client’s relationship with EASA
• Support Account Management team to achieve growth of profitable revenue through the use of up-selling and cross-selling within the client base across all segments.
• Maximise opportunities by way of value adding more services/identifying untapped opportunities etc.
• Work with the Marketing Manager to implement and coordinate market promotional activities for relevant market segments.
• Develop, communicate and roll-out sales stimulation initiatives to support the achievement of short-medium term goals.
• Obtain and analyse available and appropriate of market intelligence to support the identification of industry opportunities, market trends and target client segments
• Provide forecasts of expected client RFI’s/RFP’s/RFQ’s in order to assist with the allocation of support resources to effectively manage the clients expectations
• Develop and evaluate weekly and monthly new client sales and pipeline reports through effective use of CRM software ensuring the sales pipeline information is accurate and the system is updated
• Provide regular and timely feedback, including reports, relating to new business sales pipeline and performance against targets
• Provide input into reporting processes, including monthly and quarterly business reviews
• To carry out any other reasonable duties as required by the Sales, Account Management and Marketing Heads of South Africa from time to time
• Potential and/or frequent travel to visit prospective clients throughout the country.
• Ensure all written client proposals, tender documents and communication adhere to company standards of professionalism
• Adhere to company pricing procedures and support all proposal pricing and contract negotiations
• Increase awareness of EASA and position the company’s products and services through attendance at conferences and symposiums and other relevant forums
• Be a good corporate citizen, lead by example ensuring the demonstration of company values at all times.
• To represent the Company in all industries to generate new business.
• Other duties as assigned.