Business Development Consultant

Position:

Business Development Consultant

Job Description:

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

Location:

Johannesburg - Adcorp Place

Contract Type:

Permanent

Minimum Requirements:

Experience:

• 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.
• 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.
• Strong understanding of hospitality client structures, including operations, procurement, HR, finance, food and beverage, banqueting, housekeeping, guest services, events and security interfaces.
• Sound working knowledge of TES delivery models, labour scheduling, peak event staffing, onboarding, compliance, SLA management and operational handover requirements in hospitality environments.

Qualifications:

• Grade 12
• Business & Management Studies or Sales & Marketing

Additional Requirements:

• 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;
• Network to generate leads and business contacts;
• Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;
• Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;
• Accurately capture Opportunities and Customer Accounts and manage on Salesforce;
• Achieve predetermined revenue and pipeline targets;
• Accurately document all sales activities on Salesforce;
• Market research and keeping up to breast with industry developments;
• Align with the national sales strategy and ensure that it is implemented in the various sectors;
• Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;
• 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;
• Review and track competitor activity;
• Identify and qualify potential business whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.;
• 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;
• Maintain Professional business level communication with clients at all times;
• Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities;

Roles and Responsibilities:

Finance:

• Develop and maintain a Hospitality Focused Sales Plan and ensure achievement of Company sales targets and profitability;
• Manage a regional sales growth budget and agreed target as per the financial year budget; this to be agreed with Business Development Executive
• Accurately Cost opportunities in conjunction with Operations in order to assist with Group Margin upliftment requirements

New Business Development:

• 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.
• Network to generate leads and business contacts
• Actively drive business development/sales to ensure achievement of the Adcorp Blu Growth strategy;
• Define and drive strategic New Lead and Opportunity initiatives that will help achieve business growth objectives;
• Accurately capture Opportunities and Customer Accounts and manage on Salesforce
• Achieve predetermined revenue and pipeline targets
• Accurately document all sales activities on Salesforce
• Market research and keeping up to breast with industry developments
• Align with the national sales strategy and ensure that it is implemented in the hospitality sector
• Work with Operations in determining the best solutions for clients and actively participating in new site setups and successful implementation;
• 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;
• Review and track competitor activity;
• Identify and qualify potential business  whilst ensuring that the necessary research is undertaken using the Adcorp Tech suite, Salesforce, LinkedIn Sales Navigator etc.
• 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.
• Protect organization's value by keeping information confidential;
• Maintain Professional business level communication with clients at all times
• Continuously scan the environment (PESTEL) and review media and other access points to economic intel in order to seek opportunities.
• Creatively develop on-going Sales Scripting whether for phone calls, emails, presentations, testimonials,
• Meet potential key clients at their locations or where necessary through Teams/Zoom to accurately qualify the prospect and establish needs;
• Drive inter-company lead developments (between Adcorp companies and between BLU Ops and Sales);
• Active participation in all tenders related to new opportunities you have generated;
• To support the retention of existing business at re-tender times and to pursue leads to expand existing business
• To work with and support operations on large accounts
• 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.
• To actively target and build prospect client relationships in your geographic area.
• Maintain and develop close client relationships of new contracts.
• To support operators in designated retenders
• Develop and actively engage in client relationship building
• Identify and target influential people inside the client, customer and third party organisations and build relationships with them
• Share knowledge, experience and expertise with key clients, customers and third parties
• To maintain effective relationships with sales research and sales colleagues across all lines of Adcorp’ s business
• Work in conjunction with the Bid Team and operations team to construct winning bids which meet the needs of the client
• Mobilise all new business gains in liaison with operational colleagues until agreed handover date
• Manage effectively the sales process through prospect development / tender receipt, proposal, presentation and closing negotiations
• To upsell existing contracts wherever possible and to farm the maximum share of wallet from each customer
• To ensure contract profitability through a commercial evaluation, and