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Business Development Manager

Interswitch Group

Interswitch Group

Sales & Business Development
Lagos, Nigeria
Posted on Tuesday, September 12, 2023
JOB PURPOSE Plansandimplementspursuitofstrategicopportunitiesforaparticular business ororganization,forexample,bycultivatingpartnershipsorothercommercial relationships,oridentifyingnewmarketsforitsproductsorservices. Responsibilities
  • Createabusinessdevelopmentplantoidentify,evaluate,andstructure key transactionstoensurecontinuedfinancialhealthandmaximumvaluecreation throughtheentireproductlifecycle.Thesetransactionsmayinvolvealliances, collaborations,mergersandacquisitions,inandoutlicensinginitiatives,and other activities.
  • Developandimplementrelationshipmanagementplansforcomplexpotential customeraccountstoidentifyandbuildrelationshipswithrelevantdecision makersandinfluencerswithinthecustomerorganizationandtoenableeffective two-wayflowofinformationandresolutionofissues.
  • Setclearobjectivesforeachsalescallormeeting;tailorstandardmaterialsto makepresentationstodecisionmakersandinfluencerswithinthecustomer organization;andaskrelevantquestionstogatherinformation,toevaluatethe customer'slevelofinterest,andtoidentifyandrespondtoareasrequiringfurther information or explanation.
  • Developapersonalnetworkwithinthesalesterritoryandrepresentthe organizationattradeshowsandothereventstoidentifysalesopportunities, promotetheorganization,andenhanceitsreputation.
  • Usepersonalexpertisetoidentifythecomplexstandardproductsand/orservices offeredbytheorganizationthatmeetthecustomer'sneeds,togetherwith quantitiesandproductconfigurations.Presentthesetothecustomerwithaclear rationaleandatstandardcommercialterms,referringtoseniorcolleagueswhere necessarytoaskforconcessions(e.g.,pricereduction)thatgainthecustomer's agreement.
  • Collaborateinternallyandworkasthecustomerchampionincross-functional teamstobuildstrongexternalcustomerrelationships.
  • Developandimplementarelationshipmanagementplanforexistingcustomer accountstoidentifyandbuildrelationshipswithrelevantdecisionmakersand influencerswithinthecustomerorganizationandtoenableeffectivetwo-way flowofinformationandresolutionofissues.Collectfeedbackfromidentified customersorcustomersegmentstoensuretheirneedsaremet,providing themes,summaryanalyses,andrecommendationsforchangesbasedon customer input.
  • Entercustomerinformationthathasbeengatheredthroughresearchand/or throughdirectcustomercontactintothecustomerrelationshipmanagement system,toensurethattheorganizationhasqualitydatatoenableeffective customerretentionandbusinessdevelopmentactivitiesOREnsurethatteam membersmaintainup-to-datecustomerrelationshipmanagementdata, identifying and resolving issues.
  • Maintainandrenewadeepknowledgeandunderstandingoftheorganization's policiesandproceduresandofrelevantregulatorycodesandcodesofconduct, andensureownworkadherestorequiredstandards.ORIdentify,withinthe team,patternsofnon-compliancewiththeorganization'spoliciesandprocedures,andwithrelevantregulatorycodesandcodesofconduct,taking appropriateactiontoreportandresolvetheseandescalatingissuesas appropriate.
  • Developowncapabilitiesbyparticipatinginassessmentanddevelopment planningactivitiesaswellasformalandinformaltrainingandcoaching;gainor maintainexternalprofessionalaccreditationwhererelevanttoimprove performanceandfulfillpersonalpotential.Maintainanin-depthunderstandingof technology,externalregulation,andindustrybestpracticesthroughongoing education,attendingconferences,andreadingspecialistmedia.
Skills
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoorienttheseller'sorganizationarounddeliveringtothe key needs of their customers.
  • Keepscustomeratcenterofsale,Collaborateswithcustomers,Elevatespartner insights, Uses common terminology
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoproposeamutuallyagreed-uponagendatostartsales conversationsthatoffervaluetotheclient.
  • Provides context for conversations, Proposes mutually valuable agenda, Leverages pre-call prep for partnerships, Confirms client understanding, Leveragespre-callprep,Addsvaluethroughperspective.
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoaccuratelyidentifyandunderstandthekeybuying influences pertaining to an opportunity.
  • Identifiesallbuyersandtheirlevelofinfluence,Assesseseachbuyer'ssenseof urgencyandreadiness,Seekstounderstandeachbuyer'sdesiredbusiness resultsandconcerns,Assessesbuyerfeelingsabouttheproposedsolution, Securesacoachwithinthebuyerorganizationtofacilitateintroductionsand access,Leveragesastrategiccoachtosupportthepartnerrelationship
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoacknowledgeandaskquestionstounderstandthe circumstancessurroundingclientindifference.
  • Acknolwedgesindifference,Probesforrelevancetoproceed,Probesto understandindifference,Identifiesnewneedsoropportunities
  • Workswithoutsupervisionandprovidestechnicalguidancewhenrequired toquicklyandaccuratelydefinetheneedsofthekeybuyinginfluencers.
  • Seeks to understand buyer needs, Determines the root of buyer needs, Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations
  • Usesclearandeffectiveverbalcommunicationsskillswithoutsupervisionand providestechnicalguidancewhenrequiredonexpressingideas,requesting actionsandformulatingplansorpolicies.
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoquicklyandeffectivelyestablishtrustwithinthebuying centersintheclient'sorganization.
  • Showsinterestinbuyerneeds,Showsempathywithbuyer'scircumstances, Respectstheclient'stime,Incorporatesclient'spointofview,Providesrelevant context,Confirmsunderstanding,Reinforcesprofessionalcapability
  • Actsindependentlytoapplycomprehensiveunderstandingofthebusiness environmentandobjectivesdevelopingsolutionswhileprovidingguidanceand training to others.
  • Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoexplorethedepthandbreadthofaproblem,drawoutthe implicationsofnotchanging,andhelpclientsself-discoverandarticulatethe value of a solution.
  • Seekstounderstandtheclient'ssituation,Exploresclientproblemsand solutions,Differentiatesbetweencomplainingandadesireforaction
EDUCATION
  • General Education - University(First degree)
Experience
  • General Experience - Experienceenablesjobholdertodealwiththemajorityofsituationsandto adviseothers(Over3yearsto6years)
  • Managerial Experience - Experienceofsupervisinganddirectingpeopleandotherresourcestoachieve specificendresultswithinlimitedtimeframes(13monthsto3years)