Business Relationship Manager (CPT)

DataFin; Cape Town; On-site; ZAR 300 000 - 450 000; Full time

Job summary

A reputable Academic Institution in Cape Town is seeking a Business Relationship Manager to join its dynamic Commercial team. The ideal candidate will identify and develop client relationships, analyze skills needs, and deliver training solutions. Applicants must have a relevant qualification and 2+ years of sales experience, with strong communication skills and a competitive drive for targets.

Qualifications

• 2+ years of relevant working experience in a sales or marketing environment.
• Experience in an educational, customer service, or learning & development setting is advantageous.

Responsibilities

• Identify and acquire new corporate clients.
• Develop opportunities to acquire new markets for sales.
• Deliver against revenue and sales targets.
• Consult with clients to diagnose learning and development challenges.
• Negotiate and close sales.

Skills

Sales experience

Complex problem-solving

Communication skills

Client relationship management

Education

Relevant tertiary qualification

Job description

Overview

ENVIRONMENT: Consider yourself a “Hunter”? Born to sell and virtually obsessed with targets? Then a reputable Academic Institution wants you as their next Business Relationship Manager to join its vibrant and growing Commercial team. You will identify and develop relationships with new clients, while helping them analyze their skills challenges and skills needs, and working with them to develop and deliver cutting-edge training solutions that address those requirements. These solutions will require you to stretch your complex problem-solving brain and tap into your creativity and lateral-thinking abilities. Applicants must possess a suitable tertiary qualification with 2+ years’ relevant working experience (Marketing or Business background highly advantageous) including proven sales experience essential in a target-driven environment.

Responsibilities

• Identify and acquire new corporate clients (B2B sales).
• Develop opportunity to acquire new markets for sales.
• Increase the value of current customers and new customers.
• Diagnose and match the skills needs to our skills solutions in order to sell programmes and courses to corporate clients.
• Deliver against revenue and sales targets. In most cases, this will involve:
• Consulting with clients
• Diagnosing learning and development challenges
• Developing and prescribing solutions that are comprised of programmes and courses
• Stay in touch with market related and industry trends including attending relevant seminars and events
• Add real value to clients, by:
• Offering unique and valuable perspectives on the market and their sector
• Providing insights on new developments and insights
• Helping them navigate alternative programmes and courses
• Providing consultation and advice
• Helping them avoid potential pitfalls and overcome obstacles

...and in doing the above, you’ll need to ensure that you do the following:

• Prospecting, prospecting, prospecting!
• Build lead lists, generate new leads and opportunities and build relationships with new clients.
• Prepare your own proposals and presentations.
• Negotiate and close sales of varying degrees of complexity, scope and value.
• Demonstrate advanced awareness of the digital economy, Learning and Development trends and “burning issues” affecting prospective clients, their sectors and the market at large.
• Become fully conversant in matters relating to B-BBEE (especially relating to Skills Development).
• Develop a deep understanding of courses, so that you can meaningfully engage with prospective clients and identify courses which suit their needs.
• Develop a deep understanding of our client's business, processes, and sector/industry developments.
• Proactively seek ways to improve product and industry knowledge and better understand the target market for courses.
• Assume responsibility for own productivity, manage and update account status reports daily, remain up to date on company projects and ensure company and department objectives are met.
• Manage and maintain your own individual sales pipeline and contribute towards sales pipeline to meet sales objectives.
• Travel as and when needed to meet with clients

Requirements

• Relevant tertiary qualification essential.
• 2 Years + relevant working experience (Marketing or Business background highly advantageous).
• Prior working experience in an Educational, Customer Service or Sales, HR or Learning & Development environment is highly advantageous.
• Proven sales experience essential in a target-driven environment.
• Skill in organising time and establishing priorities.

Attributes

• Strong work ethic and ability to adapt to the fast pace of the business.
• Your sales strengths - You are a “Hunter” – a natural, talented salesperson who was born to sell. You must be hungry, competitive and obsessed with targets – second best just isn’t good enough. Natural sales inclination and confidence. We believe that while sales skills can be learned, a desire and willingness to sell is essential.
• Serious smarts are non-negotiable. Our clients expect excellence from us, and our students are professional, intelligent and driven, and they value high intelligence – both intellectual and emotional – in our people.
• A growth mindset and a “can-do” attitude. People with a growth mindset tend to thrive on challenges and embrace failure as a mechanism for learning and development. They constantly question the world and their place within it and look for opportunities to improve themselves and their environments around them.
• Constant curiosity and hunger for learning.
• Excellent written and verbal communication skills. Not only is communication one of the most important elements of this role, but you are also an ambassador.
• Professionalism, patience and kindness. Dealing with people day in and day out can be taxing, and it takes a particular kind of person to keep calm, cheerful and effective.
• Ability to work in a team, and to work under pressure.