Job description
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 a full understanding of risks and liabilities, prior to presenting written sales proposals Learning and Growth: Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; Network and actively participate in User Groups, Associations and Trade Shows; Identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments; People: Consolidate and leverage relationship networks and value adding partnerships to gain influence and support for initiatives; Demonstrate personal commitment to business partners by fulfilling responsibilities and following partnership agreements; Manage internal and external relationships.