New
1 week ago
Job Summary
We are seeking a dynamic and results-driven Business Development Officer to join our growing Technology Services Division
- Minimum Qualification : Bachelors
- Experience Level : Mid level
- Experience Length : 3 years
Job Description/Requirements
Location : Nairobi
Employment Type : Full-Time
About the Role
We are seeking a dynamic and results-driven Business Development Officer to join our growing Technology Services Division. The ideal candidate will be responsible for identifying, developing, and closing business opportunities in BFSI sector – Banking/ Insurance/ Saccos/ Micro Finance - in Kenya. The range of products and services we offer include Core Banking, Channels, Business Intelligence, EDMS, Customer Experience Management, Information security, Customized AI enabled services, Consulting, Project Management etc.
This role requires a strong understanding of the technology landscape in BFSI sector, exceptional relationship building skills, and a proven ability to drive revenue growth through sustained engagement with potential as well as existing customer.
Roles and Responsibilities:
a. Identification of Prospects and Opportunities
i. To make online calls and physical visits to potential customers and prepare the daily sales calls.
ii. To do online research and actively scouting for opportunities from the Ecosystem through references and network.
iii. To conduct and participate in the Workshops, Exhibitions and Roadshows to promote the company’s business interests to build the prospects database.
b. Customer Engagement and Requirement Analysis
i. Engage with prospective clients to identify their business challenges, pain points, and ICT infrastructure requirements.
ii. Conduct in-depth sessions to gather technical and business requirements from customers.
iii. Analyze existing ICT environments to identify gaps and recommend areas for improvement.
c. Product Demonstrations and Presentations
i. Deliver product demonstrations, proof-of-concept (PoC) sessions, and technical workshops to showcase the company’s ICT offerings.
ii. Prepare and present tailored presentations that address the client’s specific business goals and industry requirements.
d. Solution Design and Proposal Development
i. Develop comprehensive ICT solutions, including hardware, software, cloud services, and networking, to address customer needs.
ii. Prepare detailed technical and commercial proposals, incorporating solution architecture, pricing structures, and implementation timelines.
iii. Ensure solutions are cost-effective, scalable, and in line with industry best practices.
e. Bid Management and RFP/RFI Responses
i. Manage the end-to-end bid process, including the preparation of responses to Requests for Proposals (RFPs), Requests for Information (RFIs), and Requests for Quotations (RFQs).
ii. Collaborate with internal teams to compile technical and commercial inputs for bid submissions.
f. Solution Validation and Risk Assessment
i. Validate the technical feasibility of proposed solutions to ensure they meet client requirements.
ii. Conduct risk assessments to identify potential implementation challenges and recommend mitigation strategies.
iii. Work closely with internal departments (product, engineering, delivery) to ensure proposed solutions are achievable and aligned with the company's capabilities.
iv. Act as a liaison between customers and technical teams to facilitate seamless communication and understanding of project scope.
g. Competitive Analysis
i. Perform competitive analysis to identify the strengths and weaknesses of the company’s ICT solutions compared to market alternatives.
ii. Highlight the unique value propositions of the company’s offerings to better position them against competitors.
Key Responsibility Areas (KRA) for a Business Development Officer:
a. Lead Generation and Prospecting
i. Identify and target potential clients using market research, networking, and referrals.
ii. Generate qualified leads through cold calling, email campaigns, and other outreach methods.
b. Sales Target Achievement
i. Achieve or exceed monthly, quarterly, and annual sales quotas.
ii. Track progress toward sales targets and adjust strategies as needed to meet goals.
c. Client Relationship Management
i. Build and maintain long-term relationships with clients to ensure customer satisfaction and retention.
ii. Act as a point of contact for client queries, resolving issues promptly and effectively.
d. Product Knowledge and Demonstrations
i. Maintain in-depth knowledge of the software products and services offered.
ii. Conduct tailored product demonstrations and presentations to showcase value propositions.
e. Partnership with OEMs/ Distributors/ Solution Providers
i. Identify the right partners – OEM/ Distributors/ Solutions providers and solutions as per the market/ customer need.
ii. Onboard the solutions/ hardware and partners with a clear agreement on the role responsibilities and after sales support from each of the partners
iii. While onboarding also need to agree and sign the revenue/ commission structure
iv. Undergo the required training for both functional and technical from these partners
v. Ensure the right marketing materials are gathered from each of the partners
vi. Collect the required permission from each of the partner for us to use their logos, case studies, testimonials in our website/ brochures and presentations
Qualifications & Experience
Education:
a. Bachelor’s degree in marketing, Information Technology, or related field.
b. MBA or equivalent postgraduate qualification (preferred).
Experience:
a. At least 3 years of experience in sales preferably in IT services, banking technology, IT Security or enterprise software.
b. Proven track record of achieving sales targets
Key Skills & Competencies
a. Strong consultative selling and negotiation skills.
b. Excellent communication and presentation abilities.
c. Ability to understand client business needs and translate them into technology solutions.
d. Self-motivated and target-oriented
e. High level of professionalism and integrity.
f. Proficiency in Office suite of products (Word, Excel & PowerPoint)
g. Familiarity with CRM tools and Security solutions in the market.
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