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Job Title: Business Development Manager
Company Summary:
AMCO-Africa is a physical asset maintenance and management company. We offer a ‘one-stop shop’ for integrated physical asset maintenance services. Through a single point of contact our clients receive a simplified, cost-saving, risk- reducing, efficient service that cannot be achieved through direct employment. We have a track record of getting it right for clients, and we are Africa’s leading and most innovative full service physical asset maintenance and management firm. And we guarantee effective full service physical asset maintenance service, ensuring your assets are preserved and prolonged, and your business continues to run smoothly. We provide commercial and domestic services. We specialise in Physical Asset Management; Reactive facility maintenance; Physical Asset Restoration; Box and Move services etc. AMCO-Africa provides quality service at competitive prices. We match client needs with provision of cost-effective solutions and high-level service delivery. We offer clients the highest levels of personal and bespoke services to their complete satisfaction.
Position Summary:
AMCO-Africa, is seeking a Business Development Manager. We are looking for an individual with business development experience within the services industry. The individual must have proven experience putting together business development plans to grow specific markets and regions, and is able to secure introductory meetings across all levels of an organization especially, with C-Level executives and Directors at tier-1 and tier-2 corporations.
The Business Development Director builds relationships and provides strategic direction to help AMCO-Africa grow its services revenues and profitability. S/He builds cross-functional relationships and leads strategic development, has excellent interpersonal skills, and arranges in-person prospect visits. The Director supports AMCO-Africa’s business development strategy, and contributes to growth related business development activities by leading engagements among a number of assigned targets and manage assigned accounts or channels.
The Business Development Director identifies opportunities to develop and strengthen relationships to advance the business, connecting personnel across functional lines, and managing client relations to increase the business’s visibility and reputation, in order to meet and exceed revenue targets.
The Business Development Director initiates and develops ongoing relationships with prospective clients and creates a pipeline of new accounts in coordination with partners. Based on the understanding of client needs works with partners to develop proposals, build account plans and contact strategies.
Key Relationships:
Reports to: Regional Business Development Director and CEO
Direct reports: Business Development Manager
Other key relationships: Operations Directors, Human Resource Directors, Finance Directors
Key Activities
Revenue Generation
- Originate new business through assigned targets or market relationships. Build client relationships through market activities, and coordinate with marketing to drive sales and pitch process
- Generate NGN 3m monthly in sales revenues
- Meet or exceed agreed monthly and annual new business revenue generation quota, while following a rigorous process for qualification and pursuit of new facility management revenue generating opportunities
Business Development and Proposal Writing
- Own and lead proposal project management in collaboration with business development executives, operations Directors and other business development Directors. Support AMCO-Africa to focus on and engage high-value targets.
- Performs key account planning activities such as company and industry research, relationship mapping and identification of internal and external events creating project needs
- Oversee BD activities. Own and update BD plans and related actions assigned to team mates, and convert to revenue generating contracts
- Lead activities including staying involved in the entire selling process – qualification, solution development, proposal development, and project kick-off as appropriate
- Identify areas where AMCO-Africa can increase its footprint, potential client partnerships, open up new markets, and methods to enhance sales and marketing efficiency of AMCO-Africa projects
Client and Pipeline management
- Has strong existing network of senior-level client relationships to leverage, and is able to quickly establish such senior-level client relationships
- Support and lead the coordination of key client deliverables in the pursuit process, including developing engagement letters, client agreements, etc.
- Build and maintain relationship with clients and key personnel within the client’s company. Conducts business reviews to ensure clients are satisfied with services and resolve pending client issues.
- Support key project closeout activities, follow-on opportunity management, deal team outreach and client feedback. Gain strategic positioning to retain existing revenue and obtain additional business
Marketing/Networking:
- Take a hands-on approach to AMCO-Africa’s marketing efforts. Present market research and customer profiles, and recommend improved strategies to expand market reach.
- Coordinate sales and marketing activities to introduce new services campaigns and make decisions that drive sales growth.
- Understand, at a high level, a vast mix of different industry verticals, markets and how marketing applies to their business’ physical asset management needs
- Attend relevant networking events and workshops to build new networks and relationships. Attend and speak in front of small and large groups and promote AMCO-Africa’s brand and portfolio of services and references. And use various presentation platforms to present AMCO-Africa in the most appealing manner
Personnel management
- Manage team performance, communicate job expectations; plan, monitor, and appraise job results. Offer coaching, develop policies, enforce consequence management, policies, and procedures
- Maintain professional networks, facilitate development of technical knowledge, benchmark against professional standards; review professional publications; establish personal networks
- Build new and expand existing skills of line management. Maintain a safe and secure work environment and develop personnel growth opportunities
Cohort support
- Support Customer Service teams to follow up on clients, address client concerns, and resolve pending issues
- Support Operations Service teams to execute contracts and perform post contract reviews
- Support teams on completion and delivery of service reports, service certificates and payment of invoices
Candidate Specification: Key Selection Criteria
Ideal Experience
- 12+ years of relevant business development and sales experience in the facilities management services sector, with full P&L responsibilities, and managing multiple internal and external stakeholders
- 7+ years of client service experience, client management and/or sales experience
- Experience selling facilities management services, and able to meet an annual new business revenue of NGN 50m
- Demonstrated ability to develop multi-threaded relationships with clients. Highly developed business acumen, able to balance a multitude of challenging tasks with limited resources
- Driven and motivated self-starter comfortable with a proactive and independent approach to work
- Confident and enthusiastic networker with exceptional interpersonal skills, able to build and sustain strong and actionable relationships in a complex environment
- Developed and refined ability to listen, negotiate, and effectively persuade and sign on clients. High developed ability to communicate with organizations, with proven history of developing and maintaining rapport with their leaders
- Experience in servicing, supporting, or selling relationship-based services in industries with a long sales cycle. Able to manage multiple facilities management services accounts and up-sell at existing clients
- Able to lead a team of business development professionals to drive the overall strategic account growth plan. Comfortable working in a matrix reporting environment
- Polished and seasoned presenter, strong communicator and collaborator with excellent oral and written communication skills. Strong negotiation and strategic planning skills, reinforced by efficient time management, leadership and employee development skills
- Exceptional database management skills, with a strong background in all Microsoft Office programs: Word, Excel, PowerPoint, Share Point, and Outlook for business communications
- Excellent problem-solving skills, ability to analyse past and current performance and recommending objectives to improve productivity and profitability
Qualifications required
- Bachelor’s Degree or equivalent in Marketing, Business or related field
- Advanced degrees such as an MBA, MSc in Marketing, MSc in Management is highly desired and provides additional advantage
- Academic qualification can be waived in lieu of proven relevant work experience
Irrespective of role, skills and experience, all AMCO-Africa employees are expected to deliver work along key areas which include:
Drive Value Delivery
Work with internal and external bodies to rapidly identify actions, prioritize initiatives, and execute plans to deliver on critical targets.
Problem solving
Analyse data to identify opportunities to drive performance. Help AMCO-Africa surface issues and develop tactical action plans to quickly resolve them.
Performance management
Co-create performance targets and milestones. Set up and manage project management systems to track performance, and support the business to aggressively minimize bottlenecks to progress.
Coaching and Mentoring
Provide ongoing, targeted capability-building of teams and/or individuals in context-specific skills, performance management, problem-solving, and analytics to enable them to more effectively deliver results.
Critical Competencies for Success
Drive Impact
The suitable Business Development Director will drive revenue growth across the organization through managing various teams, projects, and programs. This will be delivered by:
- Demonstrating sound reasoning and critical thinking skills
- Having superior problems solving prowess, outstanding academic and leadership achievement, impressive career development
- Showing business experience and awareness with strong results orientation;
- Developing or leveraging best practices for impact
- Influencing and negotiating to allow for instant credibility with all stakeholders
Lead and Develop People
The suitable candidate is to manage, energise, and engage a team of direct reports across the relevant service lines, as well as key allies across various broader company, in the context of a mixed base of talent, by:
- Fostering a genuine interest in people and executing a ‘winning strategy’
- Illustrating a deep sense of broad minded commercial ‘savvy’
- A hands-on operating style, able to roll-up his / her sleeves and dive in to help with the detail where needed without micro-managing
- Identifying and articulating clearly the steps necessary to achieve the strategic goals;
- Creating an intense, performance driven culture throughout the team
- Contributing to the development of AMCO-Africa, by investing in the professional development through coaching and mentoring activities
How to apply
Send detailed CV attached to cover letter to:
f.oyibo@amco-africa.com
Give Us A Call
+234 809 537 3733
Send Us A Message
info@amco-africa.com
Office Location
Lagos Nigeria