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Introduction
Zetes is an innovative Identification Solutions and Supply Chain Technology company.
We work with 80% of the Top 500 Supply Chain organisation across EMEA, to unlock greater potential through agility, visibility and traceability in their connected supply chain, enabling faster and more accurate process execution with real-time insight and control.
Zetes is part of Panasonic Connect, operating as an independent subsidiary, and accelerating its global growth.
With +1,300 supply chain solutions professionals, we deliver our solutions from more than 30 offices in over 20 countries with an outstanding local service and support.
We are looking for a Business Development Manager – Transportation to join our Mobility Solutions in South Africa (based in our Johannesburg Office).
Duties & Responsibilities
As a Business Development Manager, you will be responsible for identifying, qualifying and driving solution opportunities to successful closure in close collaboration with the sales, pre-sales and delivery teams. With a background and good understanding of Supply Chain in multiple industries, i.e. Manufacturing, Warehouse, T&L or Retail, you will position ZetesChronos to targeted prospects as well as new opportunities. You must be capable of creating and executing on a business/account plan and developing relationships with the key decision makers and influencers and driving sales through opportunity planning, executive involvement and value selling, tasks and responsibilities will also include working closely with local marketing for the Proof Of Delivery solution ZetesChronos, see also:
https://www.zetes.com/en/proof-of-delivery-software
You will collaborate closely with the Business Solutions Group team on large and complex accounts in order to establish requirements, educate prospective customers, design and develop business and functional requirements.
You will play a key role in positioning Zetes in new verticals and markets notably regulated market such as Pharma, Tobacco and other FMCG regulated products with our turnkey Transport Execution Solutions and Transport Visibility Solutions, and related enabling technologies for identification and data capture.
You will be responsible to “import” the knowledge, expertise and credentials of the Zetes European teams to the South African team by engaging with the competency centre, software factory and solution advisors and providing guidance and training to your colleagues in pre-sales and sales (KAM).
KEY PERFORMANCE AREAS (KPAS)
- Responsible for ZetesChronos sales that address business pains in the Transport.
- Interaction with customers and prospects to sell solutions and pursue net new business – this includes lead generation and networking methods.
- Manage complex sales cycles while working with teams across Zetes including pre-sales, development, lead generation, partners and support.
- Collaborate effectively with colleagues across all functional areas and Zetes international offices to maximize the opportunity to drive business growth within our account base.
- Meet with clients and perform an initial assessment of a situation, collect information about the client’s business.
- Be the “trusted advisor” in the sales cycles.
- Communicate product features and corresponding benefits as well as application of the product to a specific market and / or account.
- Write the scope of work for demos, field trials and projects together with the pre-sales team (IC, BC, BSG).
- Prepare, coordinate and conduct successful presentations and demos.
- Achieved (and exceed) sales quota (based on sales operations plan) – maintain forecast, pipeline and status updates in Salesforce.com.
- Help the business meet and exceed its sales targets.
Secondary Role
- Support the Account Managers for business requirements definition, solution proposal drafting and presentations.
- Provide the commercial sections in RFI/RFP/RFQs responses.
- Review and provide content and polish to RFI/RFP/RFQ responses.
- Collect and build competitive analysis and product comparison feedback.
- Provide feedback on market trends, customer requirements and market intelligence to the sales managers and management.
Desired Experience & Qualification
QUALIFICATIONS & Experience
- Bachelor’s degree in business, marketing or related field or 5 years of relevant professional experience.
- At least 5-year working experience in supply chain technology & solutions.
- At least 3 years of relevant work experience in a commercial position, preferably in an IT or logistics environment.
- Strong written and oral communication skills
- Proficient in Word, Excel, Outlook, and PowerPoint.
Core Competencies
- Demonstrated history of selling complex solutions within the transport, proof of delivery or logistics sector.
- Hunter-mentality, able to win net new business.
- Strong negotiation and closing skills.
- Confidence and ability to interface professionally with a wide spectrum of customers (including C-level).
- Extremely proficient at bringing in new business as well as delivering into an established customer base.
- Ability to develop meaningful business relationships at senior level.
- Business acumen – ability to understand the commercial importance of the solution, the data and application
- Strong client orientation, able to provide appropriate solutions and services.
- Team player with good interpersonal skills, comfortable working with several stakeholders to achieve goals.
- Proven cross-cultural communication, able to work effectively in a multi-cultural environment.
- Innovative in finding solutions to problems
- Must be able to work and take decisions under pressure
- Self-driven and self-motivated. Able to deal with tough problems without giving up
- Accountable/Responsible/conscientious – ability to complete a task and understand the significance
- Integrity/honesty– will be working with highly confidential information
- Attention to detail
- Possess strong communication skills, both in presentation and written format.
Package & Remuneration
Negotiable
