Business Development Manager

Job description

Summary

The Business Development Manager, will take the lead in identifying and developing new and existing business opportunities, building key customer relationships, negotiating, closing business deals, maintaining extensive knowledge of the current market conditions and competitive landscape.


Key Responsibilities

New Business Development 

  • Research organisations and individuals to identify new leads and potential new markets
  • Generate leads and prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients
  • Identify and meet potential clients by growing, maintaining, and leveraging his/her relational network
  • Identify and build robust relationships with the key decision makers (C-suite) in the various client companies and/or organisations
  • Using team input, develop proposals to address client needs, concerns and objectives and plan the approach to pitch and communicate same
  • Based on market feedback and competitive conditions, provide critical input for pricing models
  • Handle client objections and concerns by clarifying views, emphasizing value propositions and working through differences to a positive conclusion
  • Evaluate and implement appropriate new and/or customised sales techniques to increase sales volume
  • Screen potential business deals by analyzing market strategies, deal requirements and financial potential
  • Develop negotiating strategies and positions by studying the integration of the new venture with company strategies and operations, by examining risks and potential and by estimating partners' needs and goals
  • Use a variety of successful styles to persuade and/or negotiate with the respective client and/or partners in order to produce a value-adding outcome
  • Build a robust pipeline of opportunities and proactively and expeditiously move clients through the sales pipeline to the milestone of contract execution

Client Retention 

  • Collaborate seamlessly with the Operations Team as well as the cross-functional processing and card service and product development teams in Antigua, to solve any client issues
  • Provide valuable client feedback to the product, marketing, strategy and business development teams in order to recommend product or service enhancements, increase customer satisfaction and sales potential and continuously craft and improve the company's and group value proposition
  • Regularly and enthusiastically present and help on-board new  products and services to the existing client base
  • Work assiduously to continuously enhance and expand existing client relationships
  • Arrange, facilitate and participate in internal and external client debriefs
  • Answer the main phone line and direct calls where necessary as well as take messages as appropriate
  • Respond to general queries and emails in a very timely fashion
  • Print, scan, copy and email documents as requested
  • Receive, sort, distribute and send physical mail
  • Accurately store company-related documents through the document management system/process
  • Receive, positively greet, interact and settle all guests
  • Maintain the cleanliness and presentation of the reception area

Strategy and Business Development Planning

  • Present to and consult with mid and senior level management on business trends with a view to modifying and developing new services, products, and distribution channels
  • Identify new business opportunities including new markets, growth areas, trends, customers, campaigns, products and services, and distribution channels that will lead to an increase in sales
  • Maintain a robust and acute understanding of the competitive landscape and articulate any potential threats and possible mitigation
  • Using knowledge of the market and the competition, identify and continuously develop the company’s unique selling propositions and differentiation
  • Actively contribute and provide vital input into the development of the BU annual strategic/business development plan, both for standard and customized company solutions as well as new lines of Group business
  • Effectively collaborate with other Group teams to successfully develop these new solutions and bring them to market
  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends

Performance Management 

  • Act as a super-user of the company’s CRM tool and ensure that all client interaction, goal setting and data is accurately entered and managed within the system and used as a critical component of the sales cycle.
  • Submit and/or present weekly progress reports to senior leadership on client sales success and ensure that all data is highly accurate and relevant
  • Perform various sales analyses to identify areas of action for value optimization and prepare and present the relevant performance management reports and suggestions to the BU Leader
  • Design and recommend sales programs and create the associated forecasted sales targets (short and long term) and develop the granular sales strategy to meet them
  • Based on the strategic plans, develop the various performance management KPI’s and metrics for effectually managing the business development element of the business.
  • Work with the Group Marketing Team to ensure that the sales function has adequate and pertinent marketing support

Team Leadership

  • Manage the Human Resources of the Business Development Team including manpower planning, recruitment, job specking, interviewing, selection,negotiation, contract creation, on-boarding, training, goal setting, performance reviews and overall performance management.
  • Present business development training and mentoring to business developers and other internal staff
  • Cultivate positive interactions and relationships with business developers, team leaders and managers, and executives to evaluate sales strategy and results
  • Build a strong commercial understanding of the company's EFT ecosystem
  • Develop an appreciation of the various financial transaction settlement and integration frameworks
  • Build a strong, customer-focused, service-driven relationship with other company and group stakeholders
  • Provide input, as needed, to help with the preparation material for internal and external reporting




Requirements

Minimum Qualifications & Experience 

  • An undergraduate degree in Business Management, Marketing or a related field
  • An MBA in Marketing or Entrepreneurship would be an asset
  • A minimum of seven (7) years of Business Development Management experience with a demonstrated successful track record
  • A minimum of five (5) years successfully leading high-performance teams within a robust performance management framework
  • Experience and intimate knowledge of the mobile payment/mobile banking /digital cash/card, ATM and Point-of-Sale service/transaction settlement space would be an asset
  • Highly honed and effective inter-personal skills and experience in developing and cultivating contacts, and building both internal and external business relationships in challenging and dynamic environments
  • Strong experience in presenting value propositions to potential clients
  • Proven ability to develop channels of distribution for products and contracted services
  • Proven critical, problem solving and analytical skills and strong experience in presenting findings and articulating options and recommendations
  • Highly capable in performing rigorous data analysis (within large data sets) and translating and communicating the results (trends, anomalies, core drivers) to the key decision makers in a highly effective manner
  • Goal and deadline obsessive and consistently produces highly accurate work
  • Excellent communications skills, both verbal and written and able to communicate extensively and effectively through a variety of channels
  • Proven ability to work within cross-functional teams and positively influence outcomes
  • Highly driven and comfortable working in a performance-centric environment
  • Capacity to manage a number of very different activities and client relations 
  • Well developed time management skills to handle multiple, competing priorities and work effectively under pressure 
  • Unwavering belief in outstanding customer service 
  • Self-starter and comfortable working independently and as well as in a team and in a dynamic and fluid environment 
  • A highly motivated and self-confident professional who is comfortable approaching people in a variety of settings 
  • Willingness to work at client locations whenever needed 
  • Fully proficient in MS Suite and especially adept at PowerPoint & Excel