Head Business Development at an Electricity Distribution Company - DCSL Corporate Services Limited

Posted on Wed 31st Oct, 2018 - hotnigerianjobs.com --- (0 comments)

DCSL Corporate Services Limited - Our client, an Electricity Distribution Company is recruiting suitably qualified candidates to fill the position below:

Job Title: Head Business Development

Location: Rivers

Job Descriptions

Responsible for the developing of the strategy that guides the organization in achieving ALL set Revenue Generating goals that aims at business growth and increasing market share
Coordinating an integrated commercial success of the company by the combination of an aggressive Marketing plan and deep commercial strategy that ensures increased profitability, improved brand image and effective consumer satisfaction for a sustainable growth of the company

Key Responsibilities
Strategic:

Ownership of Business Development initiatives and achievement of set Revenue targets of the company
Ownership of the customers/clients’ interface with the company’s services making sure that all functions of the organization are aligned to meet its strategic commercial objectives
With the COO, representing the company before Financial, Government and Technical Regulatory Forces, defending company's objectives and decisions
Provide industry trends, opportunities for expansion and projection of future company growth, not limited to local opportunities but with strong awareness of Global perspectives
Develop with a customer - centric approach mind-set, polices and standards that are aimed at ensuring optimal utilization of the company/departmental resources for the overall achievement of the company's set objectives; long-term and periodic
Ensure legal and regulatory compliance regarding all tenders and contractual commitments of the company

Operational:

New Business Development:
- Prospect for potential new clients and turn this into increased business
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network
- Identify potential clients, and the decision makers within the client organization.
- Research and build relationships with new clients
- Set up meetings between client decision makers and company’s practice leaders/Principals
- Plan approaches and pitches. * Work with team to develop proposals that speak to the client’s needs, concerns, and objectives
- Participate in pricing the solution/service
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately
- Present an image that mirrors that of the client Client Retention
- Present new products and services and enhance existing relationships
- Work with technical staff and other internal colleagues to meet customer needs
- Arrange and participate in internal and external client debriefs Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
Management and Research:
- Submit weekly progress reports and ensure data is accurate
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
- Forecast sales targets and ensure they are met by the team
- Track and record activity on accounts and help to close deals to meet these targets
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
- Ensure all team members represent the company in the best light
- Present business development training and mentoring to business developers and other internal staff
- Research and develop a thorough understanding of the company’s people and capabilities
- Understand the company’s goal and purpose that will continual enhance the company’s performance

Reporting and Analysis:

Develop and Review commercial reports and present to the Management Team and Managing Director and when requested by the Board the following reports but not limited to:
- Client Prospects Pipeline Status
- Bid/Tenders Milestone Reports
- Project Audit Reports
Review and monitor business operating reports, ensuring effectiveness as to analyze the following:
- Client-Type Tenders Trend
- Risk Survey Report
Provide long-range economic trends reports reflecting opportunities that exist in the industry, identifying our:
- Growth Against Market/Industry Operating Percentile

Skills, Competences and Requirements
General Requirements:

Experience in strategic planning and execution
Ability to analyze financial data
Quality capacity in written and verbal communication and interpersonal relationships
Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects
Ability to participate in and facilitate group meetings

Specific Requirements
Functional Skills and Competencies:

Knowledge of contracting, negotiating, and change management
Sound working knowledge of the various forms of conditions of contract used for Engineering projects
The ability to analyse data and understand the implication of various options with the use of appropriate techniques
To be able to demonstrate knowledge and experience of contract structures and documentation with knowledge of c law in the context of construction
The ability to apply understanding of the company & industry to improve effectiveness & profitability
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing and Closing Skills
Motivation for Sales, Sales Planning, Identification of Customer Needs and Challenges
Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office

Key Result Areas

Financial Perspective:
- PR cost as a % of sales
- Total Expenses by Annum at Benchmark with Agreed Competitor (s)
Internal Process Perspective:
- No of National Awards per Year
- Average Cost per Click or Reach
Customers and Service Efficiency:
- Market share against competitors
- Satisfied-customer index
Projects Management:
- Change per annum in quality complaints and delivery delays
- Annual Customer attrition rate

Qualification and Experience

B.Sc/HND with MBA in Engineering and/or Marketing and/or Law
Minimum of 10 years of Marketing or Sales experience with large project experience in Construction, Oil and Power Industries
Must have reputable professional certification in related function and industry
Proficiency in an ERP Solutions

Desired Personal Attributes:

Integrity
Results Orientation
Strong cerebral capacity
Ability to work with all levels of management, build partnerships and teams
Highly organized and significant ability to multi-task effectively
Ability to cope with and work under pressure

Application Closing Date
12th November, 2018.

How to Apply
Interested and qualified candidates should send their Applications and CV/Resumes to: executivetalentrecruitment@dcsl.com.ng

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