Business Development Manager-Cash Solutions at G4S

• Reporting to the Commercial Director,the Business Development Manager will lead,manage and guide all commercial activities in the division to achieve both the individual and company set targets,set self-stretch targets within clearly identified segments, manage the pipeline and drive organic growth and retention on accounts assigned.

Responsibilities

Effective Selling and Account management of G4S Cash Solutions

• Identification and acquisition of major opportunities within the service line
• Lead the prey & attack strategy on competitor major accounts and new frontiers for the division
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Manage and develop accounts within the allocated portfolio by maintaining professional relationships with key contacts and potential contacts.
• Conduct Market surveys and develop appropriate solutions to meet customer needs.
• Implement account organic growth strategies and ensure achievement of revenue set targets.
• Ensures risk and commercial contracts terms are appropriately applied by business when entering into an Integrated Security Solutions contracts.
• Support bidding team during the tendering process by providing any relevant supporting information during bidding and re –bidding.
• Provide proposals, quotations and presentations to customers.

Meet sales targets as per Key Performance Indicators:

• Daily sales meeting
• Daily Calls
• Daily Emails
• Daily Proposals
• Maintains regular customer contact and communication by utilizing daily planned call cycles and scheduling daily meetings with existing and potential clients
• Participate in sales campaigns, sales drive activities.
• Manage allocation of resources appropriately to ensure operational demands are met.
• Ensure that events/activities taking place within the division and outside the division lines are effectively communicated within the all stakeholders/teams
• Identifies opportunities by translating G4S products and services into value for customers.
• Monitoring of ongoing contracts to enable timely preparation of renewal bids.
• Monitoring of key competitor contracts to enable timely preparation of competitive bids on tenders.
• Monitoring of the Cash Solutions market to ensure full awareness of all published customer tenders.
• Understanding trends within the banking industry with regard to management of the cash cycle in order to enable development of services to solve problems for customers.
• Driving Branch sales through close interaction with Branch Managers and maintenance of pipeline and conversion statistics for all Branches.
• Driving technology sales (Deposita) either through technical integration of new banking partners, or through organic sales with existing banking partners. Organic sales may come through third party approaches to banks or by direct sales approaches to retailers.

Effective performance of Sales and Territory/ Account management functions

• Ensure customer satisfaction measures and KPIs are developed, achieved and maintained.
• Build meaningful internal and external relationships.
• Liaise with Divisions Head of Operations and Managers to ensure timely delivery of service and product.
• Identifies opportunity by translating our products and services into value for customers
• Have detailed G4S product/service knowledge.
• Speedy dissemination and redress of customer complaints and queries, in collaboration with the relevant operations service line manager in charge.
• Liaison Manager on contract,service level agreement management for the top 30 accounts within the division.
• Monitors and evaluates all service excellence activities for the division in collaboration with the operation team by use of Contracts,SLA agreements, NPS data and customer engagements programs.
• Develop and implement a customer retention strategy.
• Formulating right KPIs by contract and by service and building SOPs as per the service being offered.
• Ensures there is continuous improvement on operations ,procedures, processes and control that deliver solutions to customers

Effective reporting on Sales and Marketing activities

• Preparation and submission of reports: Sales Team performance report – Daily/Weekly/monthly
• Manages and ensures the Team Daily Sales Activity Tracker is done and submitted to the Head of Sales.
• Provided detailed feedback on customer issues and risks to the operations team and leadership team for strategic decision-making.
• Effectively makes use of Salesforce,Rainmaker and other systems to enhance delivery.
• Provides any other report as will be required by the Head of Sales or any other Director.

Ensure Health & Safety Compliance

• Have knowledge of the company’s Health & Safety Standards
• Ensure compliance of Health & Safety Policy.

Ideal candidate:

Knowledge and Qualifications

• Degree from a recognized university or its equivalent
• Advanced diploma Sales and Marketing will be an added advantage
• Knowledge of the Kenyan market.

Experience

• 3 years in the Service Industry.
• 2 years in a Senior Management role.

Technical Skills

• Advanced selling skills.
• Computer Literate( Microsoft Word, Microsoft Excel, Microsoft PowerPoint)
• Planning and Management Skills.
• People Management skills.

Behavioral Skills – Management

• Awareness of the marketing environment
• Delivering strategy
• Driving change
• Leading people
• Delivering performance
• Working with complexity
• Managing professionally
• Customer thinking
• Collaborating and Cooperating