Business Development Manager

Business Development Manager(

Job Number:

112811)

Location

- South Africa-Western Cape-Durbanville

Description

JOB PURPOSE
This role is a sales role and its chief outcome is to deliver the revenues agreed for the sales territory. It is expected that the role holder will focus his/her attention on growing and expanding his /her region and strive for revenue growth for Fundamo / Visa.
The overarching all objective of this role is to identify and generate new business opportunities within a defined region nurturing those relationships, positioning the Fundamo / Visa value proposition and market offering, concluding the deal and thereafter managing and maintaining the relationship.
Coupled with this, the BDE will be responsible for the ongoing retention and development of their customer base, to include contract negotiations and tender responses.

ACCOUNTABILITIES AND APPROXIMATE WEIGHTING

Accountability Key market identification and strategy formulation Weighting 20%
Outputs to deliver this accountability:

• To build an understanding of the product and regulatory and market requirements within region so Fundamo can position its services appropriately for successful expansion.
• To devise an account plan per client, formulating a plan for engagement and action going forward
• Maintain and grow existing relationships
• Identify senior decision makers and influencers within all areas of the client/prospect and develop the appropriate relationships
• Work with our clients to develop long-term mobile financial services (MFS) strategies and objectives

Accountability Management of the relationship and sales process Weighting 30%
Outputs to deliver this accountability:

• Contribute to and own the territory plan
• Achieve revenue goals associated with a given sales territory
• Develop client specific account plans
• Work with the client to develop and achieve Fundamo’s and the client’s strategies and objectives
• Asses the requirements and scope of customer’s project.
• Collaborate with various departments and 3rd parties to develop solutions and resolve issues
• Own and manage you own sales forecasts, pipeline and bid list for your account base throughout the sales period, demonstrating a knowledge of the business expectations across your customer set
• Conduct Customer business reviews
• Report to management on a regular basis on progress of current and upcoming projects in order that accurate forecasts can be produced.
• Manage tender responses and drive contract negotiations
• Map account base and maintain these details in a central location
• Introduce senior members of the Fundamo/Visa organisation to their counterparts to further the relevant relationships
• Work within the context of the broader Visa organisation to ensure that we maximise opportunities and collaboration

Accountability Relationship management Weighting 20%
Outputs to deliver this accountability:

• To maintain and grow existing relationships
• To identify senior decision makers and influencers within all areas of the client’s context and develop the appropriate relationships.
• To ensure all dealings with customers across the region meets local legislative requirements.

Accountability People Stewardship / Team Work Weighting 10%
Outputs to deliver this accountability:

• Lead by setting a personal example
• Build work relationships between colleagues and teams
• Act in the best interests of the organisation
• Continue to build organisation-wide understanding, share knowledge and breakdown silos
• Individually and collectively we form powerful alliances that fosters innovation
• Put the success of the collective ahead of personal success
• Consider how your actions will affect colleagues and customers and be mindful that without one another we would not exist
• Seek out synergies in every opportunity and do not ignore possibilities when they present themselves
• Remain committed to colleagues, customers, shareholders, community and the company

Accountability Customer Orientation Weighing 10%
Outputs to deliver this accountability:

• Place the customer at the centre of everything you do
• Achieve greatness through collaboration
• Nurture our alliances with our partners, clients and end-users
• Strive to understand the more than what you are working on

Accountability Risk & Compliance Weighing 10%
Outputs to deliver this accountability:

• Protect Fundamo/ Visa information, intellectual property and corporate data systems in accordance with prescribed guidelines
• Familiarise yourself with all risk and compliance related policies and procedures as communicated by relevant functions
• Complete Risk and Compliance training as per internal requirements
• Ensure adequate protection of the Fundamo/ Visa brand and reputation

COMPETENCIES REQUIRED TO PERFORM OPTIMALLY IN THE ROLE

• Proven relationship management and business development skills
• Results driven with experience of creating business proposals for potential partners/customers
• Understands complex selling and has advanced selling skills.
• Brings a sense of credibility to the role and function.
• Possesses interpersonal impact
• Possesses initiative and able to work on own initiative and independently
• Brings strategic and analytical thinking to the role.
• Possesses commercial understanding and thinking.
• Ability to conduct research.
• Strong planning and organizing

Alignment and identification with the Fundamo Values:

• Pioneering
• Authentic
• Believable
• Citizens of the world
• United

Alignment and identification with the Visa Global Leadership Competencies:
Drive Visa Inc. Capability

• Execute Seamlessly
• Promote Stewardship
• Lead Boldly
• Cultivate Innovation
• Model Collaboration

LANGUAGE REQUIREMENTS (TAKING INTO ACCOUNT THE FUNDAMO MULTI-COUNTRY OPERATIONS)

• Language Requirements English
• In Latin America, the ability to speak Spanish and Portuguese would be advantageous
• Middle East – Arabic will be advantageous

KEY ISSUES FOR THE ROLE OVER THE NEXT 12 – 24 MONTHS

• This role requires regular travel to the region
• Establish relationship within the region
• Working within a matrix organisation

Qualifications

FORMAL LEARNING/QUALIFICATION REQUIRED TO PERFORM OPTIMALLY IN THE ROLE

• Formal qualification / degree preferred.

SKILLS / KNOWLEDGE AND EXPERIENCE REQUIRED TO PERFORM OPTIMALY IN THE ROLE
Skills and Knowledge

• Relationship management - Managing customers and expectations,
• Understands how to manage a prospect through the sales process
• Understands the mechanics of lead generation and managing the sales pipeline
• Experience of developing new business in a start-up/growth environment

Experience

• Minimum 5 years business development / sales experience
• Experience in financial services or with mobile operators advantageous.
• Proven track record in sales and closing deals
• Proven record in delivery against strategy and plans
• Experience of working across complex organisations

	Business Development Manager