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Sales Operations Executive

• Job TypeFull Time
• QualificationBA/BSc/HND
• Experience8 years
• LocationLagos
• Job FieldSales / Marketing / Retail / Business Development

Job Summary

The Sales Operations Executive is responsible for providing operational leadership to the Sales Team.

This includes defining sales strategy, developing and executing the sales team’s Operational Plan, defining and tracking sales targets, overseeing sales budgets and expenditure, honing sales processes and maintaining the CRM.

This role is aimed at improving operational effectiveness, while allowing the existing Sales Executive to focus on partnership and sales support. Knowledge of Sales cycles and Sales strategies is imperative for this role.

Key Responsibilities

• Expertise in managing forecast/budget/quota, revenue and cost to have better P&L, GP.
• Delivered many Presentations across West Africa face-to-face and over web to Internal employees and external clients/partners on the new corporate initiatives/tools/concepts, Go-To-Market Activities and Initiatives.
• Identifying the revenue risk in a quarter/month and escalating/closing the loop across LOB and Product line in the region.
• Focusing on the Forecast and Pipeline from all the aspects to ensure smooth business/revenue flow across LOB and Product line in the region.
• Partner enablement for new tool/technology/organizational initiatives in the region and ensuring that the new initiatives have been implemented successfully.
• Rich corporate experience in Distributor Relations and Multi-tasked Sales & Back-office operations.
• Totally service and client relations oriented, with the ability to successfully network with leading decision-makers and all levels of management and personnel.
• Engagement with the sales team, client rep team until the deal is closed. Seek feedback from the client at the end of the delivery with a view to improve service levels.
• Core competency across Operations, Team Building, Software for Operations and MIS.
• Regular review of the existing services and make sure that the services are getting delivered on time.
• Ability to compare and analyse the data for Business Intelligence.
• Proven leadership skills and consistent record delivery.

Qualifications and Experience

• Strong project management skills, with flexibility regarding tasks undertaken and the ability to prioritise a number of conflicting demands to meet deadlines
• Good written and verbal communication skills
• Self-starter who takes initiative
• Influencing skills; can impact & challenge senior level discussions
• Problem solving mindset; enjoys working through challenges
• Excellent excel and PowerPoint skills
• Ability to develop strong relationships with key stakeholders both within the organization and in the Markets
• A minimum of 8 years of relevant sales operation experience is a must

 

VP Business Development

• Job TypeFull Time
• QualificationBA/BSc/HND
• Experience15 years
• LocationLagos
• Job FieldSales / Marketing / Retail / Business Development

Job Summary

The VP Business Development’s primary role is to drive growth for clients, the account team and the overall firm. You should be focused and have a consultative client approach with good negotiation skills. Strong ability to maintain & leverage on high level of acceptability with clients (promoters/ CXOs) & internal stakeholders. Focusing on Accounts, the VP conducts rigorous account planning and management and works with an account team to drive relationships across the client’s organization to ensure client satisfaction. This includes leveraging the Firm’s key initiatives and cross-functional services for new business opportunities within the account.

The VP Business Development will be accountable for revenue growth, higher win rates, market share enhancement, client satisfaction and quality assurance procedures for the account.

S/he will lead the entire pursuit and proposal process on their accounts. In the process, s/he will actively contribute to enhance the brand of the Business Development Team and the organization at large.

Focus on ‘Alternative’ routes to market – for next generation of products & services with a keen client need assessment aptitude – developing large enterprise relationships.

Roles/Responsibilities 

Essential Functions of the Job:

• Own the business development/pursuit process and generate revenue month on month from the identified accounts.
• Lead in hunting, formulating the account strategy and executing the plan
• Work with the Client Service Partner and participate throughout the Client and Engagement Life Cycle.
• Deploy the firm’s tools and methodologies to drive effective client encounters
• Share knowledge and leading practices within the Area and the Firm
• Conduct the following client facing activities:
  • Initiate, build and sustain client relationships
  • Negotiate and participate in pricing strategy
  • Resolve concerns
  • Ensure client satisfaction
  • Pursue new business opportunities
• Conduct the following internal activities:
• Develop account strategy and plan
• Conduct account team meetings and provide coaching
• Manage business development efforts
• Own and manage the pipeline
• Hunt for new accounts, work with business operations to oversee the development of proposals, touchpoint campaigns and direct and lead account coordinators on their assigned accounts

Qualifications and Experience

• Relevant and current experience of and credibility in the marketplace
• Demonstrable track record selling complex projects or services aligned to client issues or growth agendas
• Ability to devise and position propositions to a client – articulating and capturing value
• Solid B2B selling experience and capability, involving management of multiple stakeholders, often within a long sales cycle
• Experience of a team‐based model of business development, working with specialists to co-develop client needs and consistently deliver results
• A minimum of 15+ years of business development experience in the professional services and/or solutions arena
• Significant track record of successfully owning, driving development of, and managing complex accounts
• Current network of senior contacts in the marketplace
• Strong understanding of key industry drivers and how these impact on client accounts
• Ability to deal with complex organisations in order to navigate and influence across a partnership structure; experience of a partnership culture / consulting environment would be beneficial
• Ability to manage multiple stakeholders both across EY’s leadership and in client organisations
• Experience coaching others in a business development environment
• Educated to degree level; advanced degree would be beneficial

Personal Characteristics

• Excellent relationship building skills, with the ability to utilise relationships to uncover and develop opportunities
• A high degree of perception, with the ability to read people and an ability to communicate a message effectively
• Ability to quickly understand complex products and broad service offerings
• An opportunistic mindset and ability to quickly promote realization of opportunities in the relevant market sector
• Ability to work autonomously and strategically
• Highly developed influencing skills to gain access to the breadth of the client organisation, and influence internally in EY in support of business development objectives and meeting clients’ needs
• A cerebral, focused and consultative approach to business development activity

 

AVP Business Development

• Job TypeFull Time
• QualificationBA/BSc/HND
• Experience12 years
• LocationLagos
• Job FieldSales / Marketing / Retail / Business Development

Job Summary

The AVP Business Development’s primary role is to drive growth for new clients, the Business Development team and the Firm.

Focusing on Accounts, the AVP conducts rigorous account planning/hunting & account management and works to drive relationships across the client’s organization. This includes leveraging the Firm’s key campaigns/big bets and cross-functional services for new business opportunities within the account. The AVP is accountable for revenue results. The ideal candidate should have a successful track record for hunting and developing relationships at the “C” suite and cultivate excellent relationships with new prospects and existing customers. Should also have a good understanding of the entire tendering process.

Other areas of specialties would include:

Sales/ Business Development Strategy

Go-to-market strategy, Client/Market categorization as per Product & Service offering (for individuals/HNIs & businesses), Pre-sales, Sales operations management

Business Planning

Strategy Execution road map, Budget allocation, Portfolio planning and management

Strong Business Acumen

Focus on Direct & Strategic Sales management

Consumer & Market Insight

Strong grasp on market, tracking domestic/global trends affecting economy & business environment

Collaborative Approach

People-first orientation, focus on people development & look for every opportunity to continue to develop yourself while also actively contribute to mentoring the team

Ability to Motivate

Strong work ethics, approachable, trusted & practical

Key responsibilities:

• Responsible for business development/pursuit process and will be a lead in formulating and executing the account strategy/strategies.
• Create client specific solutions to meet specific business needs by integrating cross Market Segments/Service Line (Audit, Tax, Transaction and Advisory) solution offering of EY.
• Work with the Service Line Pursuit Groups to oversee the development of proposals and direct the account coordinators on their assigned accounts
• Works with the Global Client Service Partner and participate throughout the Client and Engagement life cycle.
• Conduct the following client facing activities:
  • Initiate, build and sustain client relationships
  • Negotiate and participate in pricing strategy
  • Resolve concerns and ensure client satisfaction
• Oversee delivery and continued relationships with clients.
• Drive projects with clients while managing the budget, timelines and quality of end deliverables.
• Anticipate clients’ needs well beyond current engagements, adding value to the clients’ long term business. Conduct issue based sales.
• Provide clients with advice on effective cost management, and rationalize application portfolios. Act as a critical sounding board for clients on making investment decisions
• Manage and collaborate with the internal partners and the business heads to ensure high level of customer satisfaction.
• Build strong global and cross border relationships. Identify opportunities and encourage sector teams to understand and achieve business goals.
• Leadership experience in managing, monitoring and motivating sales teams. Build high performance teams.

Qualifications/Requirements:

• Solid understanding of the marketplace/industry, and of competitive and account information
• Ability to team with and influence technical partners, to formulate the best strategy to serve the client. Skillful at using influencing and communication skills, to gain acceptance of a product, service, or idea from prospects and clients
• Proficient at establishing procedures to monitor business development progress, and addressing any gaps. Familiarity with trends and issues that create opportunities to add value to the client’s business
• Demonstrated focus on clients and their needs. Ability to build and sustain productive client relationships, and deliver quality service and high satisfaction
• Ability to create a good first impression, command attention and respect, with an air of confidence. Comfortable at dealing with clients and colleagues at the highest levels. Confident at handling disappointment and/or rejection, while maintaining effectiveness
• Comfortable working within a matrix organization, balancing the needs of the client against those of EY. Confident at working independently, and managing multiple priorities concurrently
• Competent at identifying appropriate product/service offerings to meet t the client’s needs
• A minimum of 12+ years of business development experience in the professional services and/or solutions arena
• A proven record of selling complex services and solutions at the “C” level of Blue-chip companies and success in a solutions-oriented, professional services environment. Team selling experience
• Good Bachelor’s degree; advanced degree preferred

Method of Application

Use the link(s) below to apply on company website.

• Sales Operations Executive
• VP Business Development
• AVP Business Development