Business Development Executive

Location:          Johannesburg

Introduction:    BSG (Africa) has an opportunity for a Business Development Executive within the

Johannesburg Business Development Division. The successful candidate will be responsible for

commercial client-facing activities.

Qualifications: 

Tertiary Education (Bus Sci/ BCom with IS related subjects, Finance, Marketing)

Years of Experience:   

 5+ years consulting, 1 - 2 years sales/account management

Main Purpose of the role:        

The role will entail being responsible for effectively communicating and selling BSG Delivery

Lifecycle offerings (BSD, SSD, PMD, CMD for retention clients within the JHB region).  The

individual would need to have a sound background in Sales and Marketing with excellent

management skills.  In addition to this, they would need to be a self starter, portray an air of

confidence and be able to understand the business requirements in terms of business and

development resources.

Job Objective:                         

Communicate and sell the BSG Delivery lifecycle offerings to new and existing clients in

the Johannesburg region.

Knowledge & Information :      

·         Understand BSG business

·         Awareness of IT industry

·         Access to networks in IT companies

·         Access to network research

·         Access to business world (government & corporate sector)

·         Access to informal networks

·         Broad business understanding & IT terminology

·         Conceptual systems understanding

·         Familiar with technology project knowledge/technology project environment

·         Familiar with sales cycle

·         Familiar with billing models/methods

·         Understanding of profitability analysis

·         Strong negotiation skills to create win-win for BSG and client

·         Conflict management and resolution

·         Relationship management

·         Proficient in:

·         Internet

·         Lotus Notes

·         Microsoft Word, Excel and Powerpoint

·         Search Engines

Skills and Abilities:     

·         Identify prospects and close down opportunities

·         Manage the business development process from identification of prospects and leads through to contracted deals

·         Ability to complete effort based planning, identify and measure benefits realisation, risk based pricing, etc.

·         Manage relationships with existing clients to support delivery and identify retention and expansion opportunities.

·         Strategic account planning within a client / project environment

·         Research into clients, competitors and industries

Key Performance Areas:

·         Business Development

·         Sales Process Management

·         Client Relationship Management

·         Research

·         Prepare and deliver presentations

·         Liaise with potential and existing clients

·         Development of contractual documents

·         Management of contractual and financial risk with respect to starting and completing work at a client

·         Calculating the project cost and participating in the negotiation of the cost with the client

·         Determining strategic fit of potential clients with BSG strategy and closing down or pursuing opportunity accordingly

·         Research and industry analysis

·         Meeting with clients and potential clients

·         Identifying and targeting of potential organisations by use of knowledge and networks

·         Selling of time-based and outcomes based Business and Technology Consulting services

·         Management of client relationships from lead to project

·         Ensuring that the business development process is adhered to and controlled

·         Interaction with projects office and adherence to client take-on policies and procedures

·         Risk identification, management and mitigation to ensure opportunities do not expose BSG to commercial or delivery risk

Other:    Time flexible

             Willing to travel