Snr Spec: Business Dev (Outsource)

Business unit, Department, Reporting

Core Description

Responsible for identifying and winning of new business, through the identification and evaluation of new DPS product opportunities, at new clients and existing clients where BCX’s DPS Networks, specifically DPS presence is not well established, ensuring appropriate solutions are provided in line with the organisational and client growth strategy. 

Advise Project Management teams to contributes to functional strategy. Solves unique and complex problems that have a broad impact on the DPS business. Recognised expert within and beyond own function: progression typically restricted on basis of business requirements. 

Key Deliverables / Primary Functions

• Develop an effective client strategy as per the methodology for investigation and evaluation of new product business opportunities 
• Formally review and communicate the client strategy to the relevant parties in alignment with BCX’s DPS standards. 
• Monitor progress against the client strategy on an ongoing basis 
• Determine the sales approach(es) likely to be the most effective for Outsource products and market segments, in accordance with consistent methodology and sound business commercial principles 
• Effectively manage the sales activities to meet agreed targets and corporate objectives within the agreed budgets 
• New sales leads are prospected for, with prospective clients and existing sales leads are developed by developing recognition of clients’ business needs and exploring how these can be met by own organisation’s products and/or services. 
• Negotiate with client representatives, on both technical and commercial issues, to reach mutually acceptable terms for appropriate forms of sales agreements 
• Pro-actively facilitate the Project Qualification Process (PQP) and qualify projects based on client or BCX strategy, DPS Outsource offerings and/or financial viability 
• Monitor the level of client satisfaction at regular intervals or after each significant delivery of product or service 
• Encourage clients to take part in the continuous improvement of the products and services supplied to them 
• Create, identify and respond to, opportunities for providing products and services to the client organisation  
• Recommend and encourage changes in the clients organisation’s use of the products and services supplied so as to increase the benefits the clients obtains from them and to ensure client retention 
• Execute planning and resourcing for business that one expects to achieve with the client organisation 
• Effectively build and facilitate relationships at strategic and decider level 
• Actively market in order to enhance BCX image at the client 
• Identify key staff in BCX and build long-term relationships with these key staff members 
• Compile reports in alignment with BCX’s standards  
• Continuously accountable for accurate and timeous updating clients information, client contact information, forecasting (Pipeline management) 
• Effectively forecast sales and produce forecast projection taking into account all organizational and external strategic variables 
• Accountable for managing the escalation chain within BCX in alignment with BCX’s policies and procedures 
• Ensure good communications between suppliers and users within BCX at all times 
• Continuously ensure the proper monitoring of the contracts and recommend actions required to bring contracts back into alignment as and when required or to terminate them. 
• With sole responsibility, or as leader of a team, successfully acts as a liaison between the client and contractor organisations, owning the relationship regarding the contracts on behalf of the client organisation, and enabling all communications to take place effectively and efficiently 
• Ensure regular meetings to review performance and progress take place with contractors. 

Core Functional Skills & Capabilities

Core Behavioural Competencies

Minimum Qualifications

Additional Education -Preferred /Advantage

Experience

• 7 years’ experience in Business Development experience in ICT Product Industry. With experience in Application Lifecycle management and Managed Application Services. which 2 years is at an senior level. Incumbent must have proven business acumen and a successful track record of meeting sales targets, with experience in C-suite stakeholder engagement. Specific specialisation of Digital related solution/ technical sales required. 
• Proven technical expert capabilities 
• Proven or demonstrably outstanding presentation skills 
• Proven ability of creating go-to-market solutions and delivering the value proposition of this to clients or prospective clients 
• Understanding of sales process and the ability to drive a sales cycle 
• Self-motivated and responsible in a position that grants autonomy 
• Ability to translate technical advantages into business benefits and solutions 
• Ability to articulate complex topics as business solutions to novice or technical audience 

Or

If the highest qualification is grade 12, 9 years of experience in the above of which at least 2 years at management level

Certifications

Professional Memberships in Relevant Industry

Level of Engagement & Span of Control

Special Requirements / Employment Condition

Workplace / Physical Requirements