Business Development Manager (Durban) at Mustek Limited

Purpose:

• The Business Development Manager is responsible for meeting sales targets and maximising sales of products and services with focus on new business.  The Business Development Manager is responsible for providing excellent customer service, building positive business relationships and working with Channel Sales staff to ensure delivery of sales targets.

Responsibilities:

Sales

• Sell the Company's products to all customers within set geographic boundaries.
• Identify client markets and design a sales strategy to fit each client's requirements.
• Making accurate, rapid cost calculations, and providing customers with quotations.
• Negotiate the terms of agreement and closing sales.
• Advise on forthcoming product developments and discussing special promotions.
• Record sales and order information and sending copies to the sales office.
• Provides customers with necessary product support and basic technical support and maintain the relationship between the customer and Service.
• Build relationships with customers through regular communication via e-mail, phone and visits.
• Attend product training programmes and know the relevant product range.
• Demonstrate an aptitude of selling products that are hardware and software driven.
• Provide technical specifications and accurate quotations in the shortest possible time to ensure efficiency and customer retention.
• Provide quality service to Mustek's internal and external customers in all assigned tasks, while upholding Mustek's service excellence values.
• Work closely with the internal team members and external Sales and Service teams to ensure high customer satisfaction.
• Assist customers in the shortest possible time.

 Sales Targets

• Ensure monthly sales targets, new account targets and key product targets are achieved.
• Ensure YTD target is maintained if monthly target is not achieved.
• Understand and successfully complete the sales cycle to meet monthly targets.
• Review your own sales performance, aiming to meet or exceed targets.

 Sales Opportunities

• Represent Mustek at trade exhibitions, events and demonstrations.
• Actively solicit for all Mustek product opportunities, referring leads as appropriate.
• Drive sales of all Mustek products, by developing, identifying, and securing all relevant direct sale opportunities.
• Identify new markets and business opportunities and convert dormant customers to active customers, whilst servicing existing customers.
• Maximise sales opportunities during special promotions.
• Support opportunities with point of sale material.

Sales Procedures

• Follow Company sales procedures during sales calls.
• Responds to messages received through e-mail or telephone. Take steps to ensure messages are being responded to when not available.
• Follows-up with work in progress to ensure customer satisfaction and prompt delivery of goods.
• Gather market and customer information and providing feedback on future buying trends.
• Learn and retain product specific information as it pertains to the position.
• Maintain and develop relationships with existing customers via customer visits and meetings, telephone calls and emails.
• Maintain a reliable, up-to-date customer record system as per the Sales Procedure Manual
• Maintain records of new customers, deleted of customers and changes to call cycles to ensure cost effective coverage of the territory.
• Report to Divisional Executive on matters such as: trends, meeting minutes, customer complaints, opportunity conversion ratio, competitor activity
• Attend sales meetings.
• Make reports available at the request of the Divisional Executive

 General

• Manage Skills Development of the channel sales team.
• Perform quarterly performance appraisals on the channel sales team.
• Ad hoc duties as required by the needs of the business.
• Provide support as required.

Requirements

Qualifications and Experience:

• 3 Year IT Diploma or related University Degree
• Further qualification in sales and/or marketing would be advantageous
• Driver’s license

5-10 years’ experience in:

• Managing an IT Reseller Channel for a Tier one Hardware Vendor
• Supporting and developing Channel Sales Teams in an IT hardware distribution environment
• Engagement experience with product management and regional branch management
• Engagement experience with Private Sector end user customers
• Developing vertical markets for IT hardware vendors
• A management role

Skills and Knowledge:

• Good decision-making skills
• Excellent people skills
• Good verbal and written communication skills
• Good analytical skills
• Good planning and organisational skills
• Good research skills
• IT fluency is very important
• Negotiation skills are very important to close deals
• Presentation Skills
• Socially adapt & web savvy
• Good with numbers
• Creative talents and the ability to solve tough problems
• In depth knowledge of the industry and its current events
• Ability to work under pressure
• Attention to detail
• Excellent time management and organisation
• Building customer loyalty
• Time management
• Excellent knowledge of ICT industry
• Sales and marketing principles
• Good understanding of entrepreneurial and commercial objectives
• Knowledge of sales strategies and concepts
• Good understanding of developing sales reports