21 Oct
Adumo
Gauteng
Introduction
Company Description
Adumo is a payment solutions provider that enables businesses to accept a wide range of payment types through our omnichannel approach. Our mission is to help businesses run, grow, simplify, and optimise their operations by providing best-in-class payment experiences. We strive to be a contributing force in the growth of African businesses both now and in the future.
Main Purpose of the Job:
We are looking for a highly driven, competitive and trustworthy individual with a proven track record in B2B Solution Selling. A self-starter that has the ability to find, qualify and close new business will thrive in our business. Experience in corporate incentives, employee engagements,
pre-paid gift card and expense management solutions would be beneficial.
The successful candidate will be responsible for promoting and selling our pre-paid gift card and incentive solutions, with a high level of prospecting for new business to secure new customers, and ultimately driving achievement of sales targets.
The role will include positioning the value proposition at senior management levels (CFO, Marketing and HR Managers) by using their excellent communications skills and a high degree of professionalism.
Duties & Responsibilities
Revenue Growth and Achievement
- Actively selling incentive, employee engagement and pre-paid programs to the corporate market and to enable the business to grow market share
- Prospect for new business to generate revenue in line with prescribed sales targets
- Actively pursue and meet prospective clients in line with predefined sales activities
- Accurately forecast opportunities and manage pipeline
- Regular client engagement,
prospecting and meetings to ensure sales objectives are met
- Develop and refine sales messaging, obtain strong product knowledge and identify key deal-closing criteria
- Meet and exceed both qualitative and quantitative sales goals on a consistent basis
- Grow and maintain existing client revenue through the maintenance of strong relationships with said clients
- Ensure that existing clients are regularly updated on new service offerings and up-sell these additional services and upgrades to grow existing revenue
- Leverage client cross sell and upsell opportunities
- Focus sales efforts to optimise performance for key revenue generating Innervation Rewards products and services
- Keep abreast of the adumo Payouts product and services offerings to achieve sales target objectives and use this knowledge to position the products/services in the industry
- Take responsibility for all phases of the account management process including:
Planning and forecasting (Existing client and new clients)
- Provide input to the account management strategy
- Provide input to the account management calling plans
- Plans include the following:
- Current target achievement and tracking
- Number of new prospects engaged
- Number of Deals Closed per week
- Value of deals closed per week
- Action steps needed to achieve goals
- Methods of monitoring results and adjusting sales plans where required
- Schedule client meetings/interactions
- Plan and confirm weekly meetings with prospective and existing clients and new leads
- Block time in diary to plan for dedicated prospecting to ensure that required client meeting quota is met (meetings for following week are to be confirmed and planned for in the previous week)
- Plan sufficient interactions/engagements to close deals
- Research potential leads and ensure leads are qualified and client business meetings are justifiable
- Plan ahead for out of office time to ensure that client requests are responded to timeously or that clients are informed of a possible delayed response and are directed to alternative contacts in urgent cases.
Client Service (Existing accounts)
- Adhere to pipeline and ensure regular interactions with clients to guarantee up-to-date understanding of client wants, needs, perceptions and buying behaviours.
- Keep track of client preferences and interests, etc. for strategic advantage whilst maintaining awareness of client ethics policies.
- Ensure that quotes/proposals are provided to clients timeously
- Ensure that all client interactions and responses to requests are accurate, agile, timeous and courteous.
- Assume accountability for the profitability of allocated accounts
- Ensure all client quotes/order forms are submitted timeously to Operations for processing.
Market
- Remain aware of key competitors and conduct basic comparative analyses of the strengths and weaknesses of competitive offerings to identify market opportunities and gaps.
- Apply understanding of market to position and optimise selling and to be able change tactics in line with market and corporate needs.
- Ensure implementation of brand management strategies i.e., adapt appropriate marketing collateral for each prospect, use approved brochures, proposals and all other relevant sales collateral – to create brand appeal and to be Innervation Rewards’ ambassador.
- Maintain market, technology, and customer knowledge.
Reporting
- Provide weekly sales and account management report including:
- Activity metrics
- Prospects visited/approached
- Status of prospects – to be updated on SalesForce
- Lost prospects are recorded accurately, including reasons for being lost and surrounding competitor details. (Lead sheet) – comments updated, why didn’t we get them, etc. is there a problem on the client side, etc.
- Always maintain an updated sales database (Salesforce) Quarterly
- Research undertaken and progress
- Adaptations of presentations/marketing material
- Developments in the market and news
- Competitors and Market forces
Desired Experience & Qualification
Minimum
- Matric (NQF level 4)
- Relevant tertiary qualification: Certificate in Marketing, Sales or Business Management (NQF level 5)
- 3 – 5 years’ sales and marketing experience.
Desired
- Diploma in Business Management (NQF level 6)
- 5 – 7 years’ sales and/or Key Account Management
Ideal
- BCom Marketing Management/Business Management (NQF level 7)
- BBA Marketing Management (NQF level 7)
- 7+ years’ sales and/or Key Account Management
Knowledge
- Solution selling
- Industry knowledge – card business, payment space,
banking or retail industries
- Customer relationship management
- Strategic marketing techniques and practices
- Market analysis
- In-depth understanding of company products and services and its position in the industry
- Business acumen
- Intermediate MS Office, with advanced Excel and PowerPoint
Package & Remuneration
Market Related
Interested?
Please submit the following documents with your application:
- Letter of motivation
- CV
- Identity document
- Matric certificate
- Academic transcripts
In the absence of submitting the above documents/Information, your application will not be considered.
PLEASE NOTE:
All shortlisted candidates will be required to undergo pre-employment screening.
Your application will only be considered if you meet the required criteria as detailed herein. In terms of the Company’s Employment Equity/BEE Policies, applications from the designated categories will receive preference.
▶️ Business Development Manager
🖊️ Adumo
📍 Gauteng