Business Development Manager & Account Management Featured

The Business Development Manager & Account Management – Mozambique – will be responsible for the achievement and exceeding of the revenue and gross profit targets by sourcing new business and developing existing clients mostly in the Oil & Gas vertical market in Mozambique, through face to face consultative selling and identification & targeting of new business prospects.

The geographical scope of the Business Development/Account Manager is Mozambique.

Role Responsibilities:

• To ensure the professional standards of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures;
• Build credibility by communicating trust, morale and professionalism with all customers by understanding the needs of the customer and recommending the appropriate solutions to meet these requirements;
• Develop together with the GM Sales and Marketing Africa and Sales an aggressive sales action plan to achieve monthly& annual sales and business targets for new business and cross selling targets;
• Coordinate all administrative and financial activities involving the accounts including, renewals, contract review, pricing, invoicing and AR collections;
• Ensure clients pay promptly within credit terms with zero bad debt accounts;
• Provide weekly and monthly sales and pipeline reports in-line with Location and Global requirements through effective use of CRM software;
• Ensure CRM database is up to date at all times, namely Sales Force;
• Assist in conducting workshops and symposiums, networking events within allocated industry sectors to increase awareness of International SOS and services available.

Business Development

• Develop a sound understanding of the Oil & Gas market segments and identify key prospects and customer segments to promote the entire range of Intl SOS services and explore needs of these segments for potential new products/services;
• Develop new customer prospecting plan which focuses on closing new sales with an aim to exceed budgeted targets;
• Proactively sell to identified key targets and develop viable pipeline of new business with confidence rating >80%;
• Generate new sales within assigned markets to ensure that revenue and profit targets are achieved against an agreed Sales Plan;
• Forge close cooperation with sales and marketing personnel from other regional operations to foster the growth of cross border sales and master service agreements.

Account Management

• Provide top level account management for existing clients and focus on relationship building to increase the profitability of each client through relationship marketing and cross selling;
• Create key account plans in order to maximize client penetration;
• Ensure that there is regular face to face contact with all customers assigned to the BDM and adopt a consultative sales approach with all customers;
• Identify buying influencers, decision makers and develop contacts at the highest levels within target organizations .

Required Competencies

• Action Oriented: Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than other;
• Initiative: Proactive, generates creative solutions, uses different approaches to resolve issues, generates ideas for improvement, and takes productive action without being asked;
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; established and maintains effective relationships with customers and gains their trust and respect;
• Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees;
• Organizational Agility: Knowledgeable about how organizations work knows how to get things done through formal channels and the informal network; understands the origin and reasoning behind key policies, practices and procedures; understands the culture of Intl’SOS;
• Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks;
• Planning: Accurately scopes out the length and difficulty of tasks and projects: sets objectives and goals: breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for
  problems and roadblocks; measures performance against goals; evaluates results;
• Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging the relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Required Skills and Knowledge

• A strong hunter and closer mind-set.
• Can work autonomously as well as within a team to deliver results;
• Good level of literacy in MS Word, PowerPoint, Excel and good command of a CRM system like Salesforce.com;
• A natural networker with the ability to effectively upsell to existing clients in addition to establishing a dynamic pipeline of new prospects;
• Strong solution selling skills and well developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buy;
• Strategic thinking and planning skills with the experience to develop solutions by adopting a consultative sales approach;
• Excellent time management skills with the ability to successfully manage numerous projects / opportunities simultaneously;
• Project management exposure;
• Cultural awareness;
• Applied knowledge of the Key Sales theories (i.e. SPIN and Miller-Heinmann, Mercuri)

Required Work Experience

• Minimum 5 to 10 years’ experience in sales / business development / account management roles;
• Proven experience in solution selling, gross margin responsibilities, business-to- business environment and/or service sectors in a long sales cycle environment;
• Must have proven experience of a “hunter” mentality in developing new clients  and exemplary level of customer care and focus in account management to drive extension business;
• Work experience or demonstrated knowledge in the Oil & Gas industry.

Required  Qualifications

• Relevant Business degree or diploma.

Required Languages

• Excellent written and verbal communication in English and Portuguese;
• French would be a distinct advantage.