Business Development Consultant

<h2><u>Position:</u></h2>Business Development Consultant<p style="text-align:inherit"></p><p style="text-align:inherit"></p><p style="text-align:left"><b><u>Job Description:</u></b></p>To lead new-business acquisition in the hospitality, tourism, events and leisure sectors by opening strategic doors, mapping decision-makers and converting targeted prospects into profitable Temporary Employment Services (TES) partnerships. The role requires a commercially astute hunter who understands hospitality operating environments, peak labour demand, procurement routes, event-driven staffing models and service-level expectations, and who can translate client needs into compliant, scalable and margin-secure TES solutions in partnership with Operations<p style="text-align:inherit"></p><p style="text-align:inherit"></p><h2><u>Location:</u></h2>Johannesburg - Adcorp Place<p style="text-align:inherit"></p><p style="text-align:inherit"></p><h2><u>Contract Type:</u></h2>Permanent<p style="text-align:inherit"></p><p style="text-align:inherit"></p><h2><u>Minimum Requirements:</u></h2><p><u>Experience:</u></p><ul><li><span><span>3 – 5 years proven B2B sales hunting experience in hospitality, events, tourism, leisure, conferencing, hotels, catering, casinos, attractions or TES/staffing services, with an established network of current and former industry contacts.</span></span></li><li><span><span>Demonstrated ability to open new accounts, secure meetings with senior decision-makers and build a qualified sales pipeline from cold, warm and referral-led opportunities.</span></span></li><li><span><span>Strong understanding of hospitality client structures, including operations, procurement, HR, finance, food and beverage, banqueting, housekeeping, guest services, events and security interfaces.</span></span></li><li><span>Sound working knowledge of TES delivery models, labour scheduling, peak event staffing, onboarding, compliance, SLA management and operational handover requirements in hospitality environments.</span></li></ul><p></p><p><u>Qualifications:</u></p><ul><li>Grade 12</li><li>Business &amp; Management Studies or Sales &amp; Marketing</li></ul><p style="text-align:inherit"></p><p style="text-align:inherit"></p><h2><u>Additional Requirements:</u></h2><ul><li>Continuous sourcing of opportunities to ensure that there is a healthy number of potential clients in the sales funnel at any given time. Volumes to be determined in junction with the Business Development Executive and measured via Salesforce;</li><li>Network to generate leads and business contacts;</li><li>Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;</li><li>Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;</li><li>Accurately capture Opportunities and Customer Accounts and manage on Salesforce;</li><li>Achieve predetermined revenue and pipeline targets;</li><li>Accurately document all sales activities on Salesforce;</li><li>Market research and keeping up to breast with industry developments;</li></ul><ul><li>Align with the national sales strategy and ensure that it is implemented in the various sectors;</li><li>Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;</li><li>Strategize with the Sales Manager/Executive on the Strengths, Weaknesses, Opportunities and Threats (SWOT) and on Political, Environmental, Social, Technology, Economic and Legislative (PESTEL) analysis within the region;</li><li>Review and track competitor activity;</li><li>Identify and qualify potential business whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.;</li><li>Engage these Potential Clients with the assistance of your relevant colleagues, assess their requirements and ensure suitable Solutions are positioned with the customer in order to successfully secure their business;</li><li>Maintain Professional business level communication with clients at all times;</li><li>Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities;</li></ul><p></p><p></p><h2><u>Roles and Responsibilities:</u></h2><p>Finance:</p><br /><ul><li>Develop and maintain a Hospitality Focused Sales Plan and ensure achievement of Company sales targets and profitability;</li><li>Manage a regional sales growth budget and agreed target as per the financial year budget; this to be agreed with Business Development Executive</li><li>Accurately Cost opportunities in conjunction with Operations in order to assist with Group Margin upliftment requirements</li></ul><br /><p>New Business Development:</p><br /><ul><li>Continuous sourcing of opportunities to ensure that there is a healthy number of potential clients in the sales funnel at any given time. Volumes to be determined in junction with the Business Development Executive and measured via Salesforce.</li><li>Network to generate leads and business contacts</li><li>Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;</li><li>Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;</li><li>Accurately capture Opportunities and Customer Accounts and manage on Salesforce</li><li>Achieve predetermined revenue and pipeline targets</li><li>Accurately document all sales activities on Salesforce</li><li>Market research and keeping up to breast with industry developments</li><li>Align with the national sales strategy and ensure that it is implemented in the hospitality sector</li><li>Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;</li><li>Strategize with the Sales Manager/Executive on the Strengths, Weaknesses, Opportunities and Threats (SWOT) and on Political, Environmental, Social, Technology, Economic and Legislative (PESTEL) analysis within the region;</li><li>Review and track competitor activity;</li><li>Identify and qualify potential business  whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.</li><li>Engage these Potential Clients with the assistance of your relevant colleagues, assess their requirements and ensure suitable Solutions are positioned with the customer in order to successfully secure their business.</li><li>Protect organization&#39;s value by keeping information confidential;</li><li>Maintain Professional business level communication with clients at all times</li><li>Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities.</li><li>Creatively develop on-going Sales Scripting whether for phone calls, emails, presentations, testimonials,</li><li>Meet potential key clients at their locations or where necessary through Teams/Zoom to accurately qualify the prospect and establish needs;</li><li>Drive inter-company lead developments (between Adcorp companies and between BLU Ops and Sales);</li><li>Active participation in all tenders related to new opportunities you have generated;</li><li>To support the retention of existing business at re-tender times and to pursue leads to expand existing business</li><li>To work with and support operations on large accounts</li><li>To support mobilisation of new business with agreed handover to Operations and where required to be on the ground with operations for critical large events to ensure successful implementation.</li><li>To actively target and build prospect client relationships in your geographic area.</li><li>Maintain and develop close client relationships of new contracts.</li><li>To support operators in designated retenders</li><li>Develop and actively engage in client relationship building</li><li>Identify and target influential people inside the client, customer and third party organisations and build relationships with them</li><li>Share knowledge, experience and expertise with key clients, customers and third parties</li><li>To maintain effective relationships with sales research and sales colleagues across all lines of Adcorp’ s business</li><li>Work in conjunction with the Bid Team and operations team to construct winning bids which meet the needs of the client</li><li>Mobilise all new business gains in liaison with operational colleagues until agreed handover date</li><li>Manage effectively the sales process through prospect development / tender receipt, proposal, presentation and closing negotiations</li><li>To upsell existing contracts wherever possible and to farm the maximum share of wallet from each customer</li><li>To ensure contract profitability through a commercial evaluation, and a full understanding of risks and liabilities, prior to presenting written sales proposals</li></ul><br /><p>Learning and Growth:</p><br /><ul><li>Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations;</li><li>Network and actively participate in User Groups, Associations and Trade Shows;</li><li>Identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments;</li></ul><br /><p>People: </p><br /><ul><li>Consolidate and leverage relationship networks and value adding partnerships to gain influence and support for initiatives;</li><li>Demonstrate personal commitment to business partners by fulfilling responsibilities and following partnership agreements;</li><li>Manage internal and external relationships.</li></ul>