Business Development Manager – Catering Solutions Specialist

• New Business Development:
• Identify and prospect for potential new clients within the Hospitality sector and turn this into increased business.
• Cold call as appropriate within own market or geographic area to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging own 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 speaks 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 in 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 so that will continually enhance the company’s performance.

• Bachelor’s Degree in a related field.
• At least 6 years of solution selling management experience within a B2B environment.
• Operational experience in the hospitality sector is a distinct advantage.
• Preferably with experience and major successes in Catering or other workforce contract services.
• Knowledge of the most current technologies and products used in the industry.
• Knowledge of key role players and industry trends within hospitality and related services.

• R420 000 – R480 000 CTC per month + commission.

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