Job Title: Senior Business Development Manager
Reports To: CEO
Location: Nairobi
Closing Date: Open Till Filled
Summary
Our client is a Human Resource Company with a difference. They have done work on East Africa training 250 local and multinational companies and 7000 participants. The requirements of the individual are as weighted below.
The purpose of the role is to enable sales expansion of our client through acquisition of new business from new clients as well as add on business from existing businesses.
The Senior Business Development Manager will have ongoing relationships with our client’s functional managers.
You will interact with the following departments and people:
Finance: for pricing, invoicing & procurement of required resources
Administration: planning for equipment & other required resources
Training: training needs assessments, scheduling & logistics
Directors: customer service strategies & direction
Job Details
Main Responsibilities
Business Development/Sales:
You will contact customers to do direct selling of our client’s Training Solutions.
The position holder will be expected to be engaged in business development in the following ways:
Through cross-selling - acquiring business from our existing business relationships by selling them our other range of programs that they have not yet purchased.
Through referrals - acquiring business from referrals that we get from our existing customers.
Deep dive selling – getting additional business from the same programs from existing businesses.
Networking – Getting involved in events where training decision makers are involved and through their contracts we can get more business.
The holder of this position will be given sales targets with which to work with and will be expected to fulfill them on a monthly basis.
Customer Relationship Management
You will oversee and will be in charge of customer relationships with our current and potential customers, always working to tap into their anticipated needs and making us their preferred training solutions provider.
You will use our proven methods to assist you in this task. You will drive the customer service process after clients sign up and ensure that all customers get maximum value from our training and consultancy work as follows:
Long Term Leadership Programs (Bullet Proof Manager)
Conduct program overview meetings and management skills workshops.
Doing a Return on Investment/Orientation meetings
Meet and greet participants during first session
Conduct Monthly Management briefing sessions
Ensuring 360 degree evaluations are filled up and tallied quarterly and results communicated to clients
Evaluating Personal Action Plans and Evaluations and phoning clients when we have a fair or poor rating on any of the components
Supporting client’s internal training sessions when they request
Quarterly or periodic visits with the decision maker
Graduation;
Ensure all Graduation Questionnaires are sent out 1 month in advance
Send graduation invites to key decision makers 1 month in advance and follow up 1 week prior to graduation
Create inspiring graduation grandeur
Agree and implement some “Nice to do” services as per the Crestcom manual.
Short Term Programs ([our client], Insights® and Clarity 4 D ®)
Be able to present Raiser Capability presentation to potential clients.
Put together proposals using our existing templates based on client requirement.
Sending and follow through of proposals.
Customer documentation process (Training agreement, proformas sent and LPO, invoicing and final payments).
Work with clients on logistical issues such as training dates and venues and communicating to the Training Department.
Together with facilitators follow up on training reports.
Presentation of training report to client.
Staying in touch with customers at least quarterly to ensure that we retain top-of-mind awareness resulting in repeat business & referrals.
Client Visits
You will visit the client individually or with the help of the training manager to understand the training needs at hand and be the customer contact after the sale has been made. You will be required to make a presentation that shows how we plan to support the client once they come on board.
Customer Service Process
You will be the custodian of the business development and customer service manual and you will ensure consistency across all customers and review the process half annually to ensure it is updated.
Keep a data base of existing customers showing progress on our Customer Relationship Management process as well as outcomes.
Job Dimensions:
Bachelor’s degree in Commerce or Business Studies.
Masters Degree will be an added advantage
4 years working experience in a managerial capacity.
Experience in business development in corporate environment would be an added advantage
Knowledge of basic working IT applications
Selling Skills
Presentation Skills
Negotiation Skills
Personal Attributes/Desired Behavior:
Very confident (Can represent the CEO in functions).
Driven by results
Has a strong presence
Communicates well – able to articulate and communicate well
At ease with customers
Creative and solutions driven
Achieving business performance
Open minded and happy to learn
Adapts quickly to change
Manages & develops self (independent and self driven)
Protects and enhances the Company’s reputation
Key success indicators
Achievement of Financial Performance & Growth Targets through exceptional customer service delivery.
Product cross selling success by ensuring thorough product understanding.
High repeat business and referrals from clients
Application of our business and customer processes
How to Apply
Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with a detailed CV, names and contacts of 3 referees, current telephone number and email address by:
Sending CV to: recruiter@personnelresource.com
Kindly quote the job title on the subject line of your application.
Only short listed candidates will be contacted.
“Personnel Resource is an equal opportunity employer”
You can now click on this link www.careerstom.com to visit our career centre for a more incisive advice from experts.
Reports To: CEO
Location: Nairobi
Closing Date: Open Till Filled
Summary
Our client is a Human Resource Company with a difference. They have done work on East Africa training 250 local and multinational companies and 7000 participants. The requirements of the individual are as weighted below.
The purpose of the role is to enable sales expansion of our client through acquisition of new business from new clients as well as add on business from existing businesses.
The Senior Business Development Manager will have ongoing relationships with our client’s functional managers.
You will interact with the following departments and people:
Finance: for pricing, invoicing & procurement of required resources
Administration: planning for equipment & other required resources
Training: training needs assessments, scheduling & logistics
Directors: customer service strategies & direction
Job Details
Main Responsibilities
Business Development/Sales:
You will contact customers to do direct selling of our client’s Training Solutions.
The position holder will be expected to be engaged in business development in the following ways:
Through cross-selling - acquiring business from our existing business relationships by selling them our other range of programs that they have not yet purchased.
Through referrals - acquiring business from referrals that we get from our existing customers.
Deep dive selling – getting additional business from the same programs from existing businesses.
Networking – Getting involved in events where training decision makers are involved and through their contracts we can get more business.
The holder of this position will be given sales targets with which to work with and will be expected to fulfill them on a monthly basis.
Customer Relationship Management
You will oversee and will be in charge of customer relationships with our current and potential customers, always working to tap into their anticipated needs and making us their preferred training solutions provider.
You will use our proven methods to assist you in this task. You will drive the customer service process after clients sign up and ensure that all customers get maximum value from our training and consultancy work as follows:
Long Term Leadership Programs (Bullet Proof Manager)
Conduct program overview meetings and management skills workshops.
Doing a Return on Investment/Orientation meetings
Meet and greet participants during first session
Conduct Monthly Management briefing sessions
Ensuring 360 degree evaluations are filled up and tallied quarterly and results communicated to clients
Evaluating Personal Action Plans and Evaluations and phoning clients when we have a fair or poor rating on any of the components
Supporting client’s internal training sessions when they request
Quarterly or periodic visits with the decision maker
Graduation;
Ensure all Graduation Questionnaires are sent out 1 month in advance
Send graduation invites to key decision makers 1 month in advance and follow up 1 week prior to graduation
Create inspiring graduation grandeur
Agree and implement some “Nice to do” services as per the Crestcom manual.
Short Term Programs ([our client], Insights® and Clarity 4 D ®)
Be able to present Raiser Capability presentation to potential clients.
Put together proposals using our existing templates based on client requirement.
Sending and follow through of proposals.
Customer documentation process (Training agreement, proformas sent and LPO, invoicing and final payments).
Work with clients on logistical issues such as training dates and venues and communicating to the Training Department.
Together with facilitators follow up on training reports.
Presentation of training report to client.
Staying in touch with customers at least quarterly to ensure that we retain top-of-mind awareness resulting in repeat business & referrals.
Client Visits
You will visit the client individually or with the help of the training manager to understand the training needs at hand and be the customer contact after the sale has been made. You will be required to make a presentation that shows how we plan to support the client once they come on board.
Customer Service Process
You will be the custodian of the business development and customer service manual and you will ensure consistency across all customers and review the process half annually to ensure it is updated.
Keep a data base of existing customers showing progress on our Customer Relationship Management process as well as outcomes.
Job Dimensions:
Bachelor’s degree in Commerce or Business Studies.
Masters Degree will be an added advantage
4 years working experience in a managerial capacity.
Experience in business development in corporate environment would be an added advantage
Knowledge of basic working IT applications
Selling Skills
Presentation Skills
Negotiation Skills
Personal Attributes/Desired Behavior:
Very confident (Can represent the CEO in functions).
Driven by results
Has a strong presence
Communicates well – able to articulate and communicate well
At ease with customers
Creative and solutions driven
Achieving business performance
Open minded and happy to learn
Adapts quickly to change
Manages & develops self (independent and self driven)
Protects and enhances the Company’s reputation
Key success indicators
Achievement of Financial Performance & Growth Targets through exceptional customer service delivery.
Product cross selling success by ensuring thorough product understanding.
High repeat business and referrals from clients
Application of our business and customer processes
How to Apply
Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with a detailed CV, names and contacts of 3 referees, current telephone number and email address by:
Sending CV to: recruiter@personnelresource.com
Kindly quote the job title on the subject line of your application.
Only short listed candidates will be contacted.
“Personnel Resource is an equal opportunity employer”
You can now click on this link www.careerstom.com to visit our career centre for a more incisive advice from experts.
