Business Development Manager at Alfred & Victoria Associates

Alfred & Victoria Associates is one of Nigeria’s leading ICT solution based company. Our company offers a wide range of services which are in high demand of today’s emerging market.Job Purpose

The Business Development Manager is entrusted with achieving aggressive revenue targets.
Increasing Company's competitiveness and market share while fostering robust relationships with various sector entities and the organisation clients at executive levels; expanding company’s enterprise business across designated sectors and regions.

Principal Accountabilities / Objectives

Manage allocated accounts as the primary point of contact for clients and internal stakeholders.
Grow accounts coverage by acquiring new logo client accounts for the business.
Grow Company’s share of all managed and new clients’ accounts in AM’s coverage.
Grow share of digital solutions’ portfolio relative to connectivity share of portfolio.
Maintain 100% prompt and accurate CRM records of all account in territory at all times
Develop and maintain client relationships to identify new business opportunities.
Balance focus between prospects and opportunities for continued development; ensure 4X pipeline cover of given target at all times.
Lead sales strategies and develop high level value propositions.
Analyse market trends and gather competitor intelligence.
Provide accurate and timely sales forecast monthly and quarterly and ensure Salesforce and sales database accuracy.
Complete and execute Account Plans for maximising profitability.
Manage deals through commercial governance and future revenue growth planning.
Understand the competitive market to increase margin and contract value.
Understand support 100% compliance of all legal and contractual requirements for each client and each deal.
Understand and support 100% compliance on all projects deployment requirements of completed sales.
Identify and execute opportunities for up-selling and cross-selling.
Ensure profitability within the segment P&L by meeting A&R targets.
Ensure continuous up-to-date personal development of products knowledge, sales skills and competencies required to function effectively on the job.
Ensure regular physical visits and other communication touch points with all clients within AM’s managed territory on a daily, weekly and monthly basis.
Ensure effective cross functional collaboration and productivity across the entire Company’s operating company and group of companies.
Develop customer sales strategies in collaboration with the Line Manager.
Identify winning strategies and work proposals tailored to local markets.
Evaluate account performance and revise strategies as needed to achieve targets.
Balance focus between prospects and ongoing opportunities for sustained development.
Collaborate across departments to resolve issues and ensure effective problem management.
Present new products and solutions, deliver best practices for on boarding new customers.
Collaborate with finance and support teams to ensure customer satisfaction and billing support.

Communications and Work Relationships:

Innovation and Change: Advocate for customer views to shape Company’s marketing strategies and introduce new offerings (products, services and bundles) to new markets and new product segments.
Communication: Actively participate in preparing C-level customer meetings and ensure alignment with Company’s strategy within the team.
Internal: Sales Department, Operations, Service Delivery, Solution Architects, Legal, Finance, Human Capital, Innovation & Partnerships
External: Clients, Vendors and other technical business partners, resellers, industry associations and regulators.

Requirements

Experience: Minimum 4 years of successful sales experience, preferably in enterprise solution selling within the telecoms industry.
Demonstrate capability to influence at C-level and deep expertise in telecommunications/IT sectors.

Skills:

Knowledge: Solution Selling, Products/Services/Technology know-how, Opportunity Management, Account Planning, competing to win and more. Extensive understanding of customer businesses, markets and industry dynamics.
Skills: Objection handling, negotiating, relationship building, analytical abilities, Microsoft and Google applications usage and CRM usage. Account planning and territory management skills. Understand current and future market trends with a view to positioning the organisation for sustainable market share and value share growth
Exceptional client-facing, strategic, and leadership abilities.
Strong communication (written and verbal), sales, and networking skills. Strategic negotiation skills
Advanced quantitative, analytical, and computer skills with attention to detail.
Attitude: Exceptional communication, confidence, sales-oriented mind-set, high self-motivation, and accountability. Proficient communication with strangers, high self-confidence, a sales-oriented outlook, and self-motivation.