Principal Business Development

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Role Purpose:

 

The Business Development Principal is accountable for finding new business opportunities to Vodacom across new designated client logos and/or under-indexed strategic client accounts. The role is focused on identifying new sales opportunities, ensuring the documentation and delivery of the customer business solution requirements in line with the business strategy, products and solutions capability with the focus to drive profitable and long-term revenue growth, customer experience & satisfaction and all other related business commercial objectives.

Your responsibilities will include:

 

Sales and Stakeholder Management

 

• Manage the entire sales process, including prospecting, qualifying, proposing, negotiating and closing opportunities
• Cultivate credible long-term relationships with prospects and customers to encourage repeat business
• Achieve and exceed assigned sales revenue targets
• Maintain comprehensive, accurate and timely records of contact and opportunity information
• Identify and develop new accounts while expanding business within existing accounts
• Implement comprehensive channel and partner strategy with multipoint lead generation to maximize outreach
• Leverage existing networks and alliances to uncover additional sales opportunities
• Provide accurate forecasts for business deals to be closed
• Drive new business initiatives that encompass all product and solutions service offerings.

 

Reporting

 

• Assesses customer and market trends and provides timely and accurate revenue forecasting.
• Prepare monthly/ Weekly Run Rate and Demand Management
• Perform Sales Analysis by product
• Annual Sales Strategy & Budget Planning
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
• Forecast and track key account metrics 
• Prepare reports on account status, give recommendations to maximize sales as per the identifying trends, gaps and opportunities. (Strategic Account Plan / Joint Account Planning)
• Regular Revenue Assurance to ensure all customer’s global revenues from all it’s subsidiaries are correctly reported

The ideal candidate for this role will have:

 

B Degree/Equivalent 

• A Post Graduate Degree advantageous
• A minimum of 5 years’ work experience in a Sales and Service experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
  • Portfolio management
  • Ability to increase NPS results and reduce administrative expense
  • Ability to build relationships 
  • A valid Driver’s License

Technical Competencies:

 

• Experience in solution selling within enterprise customers
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Extensive and Strong business acumen with a deep strategic perspective and ability to quickly understand business strategy 
• Successful track record of managing multi- industry and multi-tower sales and demonstrate profitable revenue growth
• Demonstrated ability to influence at c-level
• Broad understanding of telecom services / technology 
• Customer facing presentation and influencing skills

 

Behavioural Competencies:

 

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: Seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset