Business Development Manager - Thorburn Security Solutions

Business Development Manager - Thorburn Security Solutions

Closing Date : 03/21

Reference Number : TSE-5

Job Title : Business Development Manager - Thorburn Security Solutions

Business Unit / Division : Thorburn Security Solutions

Job Type Classification : Permanent

About Us

Thorburn Security Solutions is seeking a Business Development Manager with B2B experience to join our Thorburn Sales team at our Midrand Head office.

Reporting to the Sales Director, you will work closely with the Thorburn functional teams to support growth in sales volumes, maintain relationships with existing customers, and develop new business opportunities across various sectors.

As a leading African Integrated Workplace Management Solutions Provider, Tsebo Solutions Group offers clients reduced costs, risk and complexities together with increased quality, efficiency and productivity.

We specialise in Catering, Facilities Management, Cleaning and Hygiene, Pest Control, Protection, Energy, Procurement, Workspace Design, Engineering, Remote Camps, and more.

Developing our people – the heart of Tsebo – is the foundation of our purpose.

Duties & Responsibilities

1. New Business Development
   • Identify and prospect new clients within the security solutions sector, using cold calling and your network to build a strong pipeline of opportunities.
   • Research potential clients and decision-makers, and set up meetings with key stakeholders and company leaders.
   • Develop and present tailored proposals that address client needs, and collaborate with the team on pricing and solutions.
   • Handle objections, negotiate effectively, and maintain a positive image that aligns with client expectations to close deals successfully.
   • Plan and execute effective approaches and pitches to engage clients and align with their objectives.
   • Build and maintain long-term relationships with clients, ensuring continued business growth and client satisfaction.
2. Client Retention
   • Present new products and services to clients, while enhancing existing relationships.
   • Collaborate with technical staff and internal teams to meet customer needs and ensure satisfaction.
   • Arrange and participate in both internal and external client debriefs to assess and improve service delivery.
3. Business Development Planning
   • Attend industry events, conferences, and associations to gather insights on market trends and provide feedback.
   • Present to mid and senior management on business trends, identifying opportunities for new services, products, and distribution channels.
   • Leverage market and competitor knowledge to develop the company's unique selling propositions and differentiators, driving sales growth.
4. Management and Research
   • Ensure Salesforce and the company's CRM are updated weekly with accurate data, tracking activity to meet sales targets.
   • Collaborate with marketing to ensure prerequisites like prequalification or vendor listing are completed on time.
   • Provide training and mentoring to business developers and internal staff, ensuring the team represents the company positively.
   • Research and develop a strong understanding of the company's people, capabilities, and goals to drive performance and growth.
5. Bid Management
   • Prepare bid briefs, review documents, and qualify tender opportunities.
   • Manage online tenders and support the bid process.
   • Track sales targets and provide research for the sales team.
   • Oversee Salesforce, assist the administrator, and coordinate with the call center on opportunities.
   • Attend networking events to drive business growth.

Skills and Competencies

• Leadership skills
• Good Communication skills
• Good understanding of finance
• Marketing skills
• Report Writing skills
• Understanding of spreadsheets
• Problem-Solving
• Independence
• Teamwork
• Good business sense
• A deep understanding of marketing principles
• A positive attitude
• Negotiation skills
• Plenty of initiative
• Motivation for Sales
• Prospecting Skills
• Sales Planning
• Identification of Customer Needs and Challenges
• Territory Management
• Meeting Sales goals

Qualifications

• Bachelor's degree in related field preferred
• At least 5 years of solution selling management experience within a B2B environment.
• Operational experience in the services sector is a distinct advantage
• Preferably with experience and major successes in security (physical and manned), with a knowledge of technology solutions.
• Knowledge of the most current technologies and products used in the industry.
• Knowledge of key role players and industry trends within Security solutions and related services.