Sales and Business Development Lead

Directs the company’s identification, development and conversion of B2B prospects and leads into customers.  Supervises a direct team of sales executives and business development managers both in South Africa and the United States.

Defines sales development strategies and objectives, for both new and existing customers, with a strong concentration on the United States market and large global opportunities.

Initiates business development opportunities, new alliances and drives the B2B sales team to meet stated sales performance objectives.

Ultimately, growthe company’s customer base, revenue and market share through successful business development in the global hearing test  market. 

Minimum education (essential):
Bachelor’s degree

Minimum applicable experience (years):
8-10 years

Required nature of experience:

• Sales team management
• Sales, new business development and client management experience working with large US and International businesses
• Proven network and existing relationships working within health and safety,  industrial or pharmaceutical companies
• Sales of complex product and service solutions to large and small businesses, preferably medical devices
• Business to Business sales, prospecting, lead nurturing and client management
• Strategic intent and business initiative within an underdeveloped hearing test market

Skills and Knowledge (essential):

• Excellent selling, communication and interpersonal skills, including written, verbal and presentation
• Business development, sales and revenue stream expansion
• Initiative to assess and initiate new business independently and through connections
• Working with early stage business ventures and achievement of revenue growth
• Proven ability to negotiate and work with high level executives
• Ability to navigate large organizations and build meaningful connections.
• Proven contract negotiation experience
• Excellent customer, patient and product understanding
• Team leadership, management and supervisory skills

Team Management 20%

• Ensure scalability by building team and organizational capacity and capabilities. 
• Increase team’s efficiency and output on an ongoing basis.
• Ensure the team meets timelines and produces content of the highest quality, always maintaining the professional image of the company, both internally and externally.
• Ensure that the team has the support and resources it needs to thrive and develop professionally. 
• Foster an environment to encourage innovation and ensure that marketing practices are aligned with industry trends and best practices. 
• Maintain strict management confidentiality in terms of knowledge of HR details and Executive decisions and information.

Sales and New Business Development 50%

• Define and optimize the company’s sales and business development strategies, goals, objectives for the hearing test market.
• Analyze market trends and competitor strategies to identify opportunities for meaningful growth.
• Deeply understand the US and International hearing test market, including users, buyers, regulations, requirements, products and protocols.
• Drive sales and revenue development by researching and identifying new customers/ partners to be engaged and pursued in terms of potential business and partner relationships.
• Research and keep abreast of current and future industry, customer, competitive and regulatory trends.
• Understand the current and future product portfolio, technologies and details of the product roadmap.
• Identify new opportunities for growth for both new and existing product lines and services.
• Identify and implement areas of process creation and improvement for sales development, operational improvements, business reporting and analysis.
• Ensure cohesion and efficient collaboration with sales, marketing and product development efforts . 
• Generate new business and new accounts against annual targets. 
• Develop and deliver presentations, proposals and documentation aligned with customer and business needs.

Existing Client Growth (Recurring Revenue Generation, Retention) 25%

• Advance strategic relationships with existing clients, especially companies that have a large need for recurring hearing testing.
• Onboard and setup large new customers including being on-point for all sales, operational and marketing initiatives.
• Achieve revenue generation and business optimization targets for existing partners. 
• Increase recurring revenue with additional products, services and upsell opportunities.
• Conduct regular customer business reviews to ensure strong performance, satisfaction and insight to their current performance and future needs.  
• Identify new opportunities to grow established partnerships and unlock additional value to us and the end customer.
• Ensure strong relationships between the company’s headquarters team and partners to execute on existing and future plans. 
• Achieve stated recurring revenue/ existing client sales.

Quality Management and Data Security 5%

• Manage compliance to customer confidentiality and protection of personal information.
• Manage compliance to quality management system processes, including, but not limited to:
• Corrective Action and Preventative Action process
• Sales and Marketing Processes and SOPs
• Update Customer Communications Log.

Remote Working:
2 days work-from-home in line with Company Policy (only applicable after probation is successfully passed)

Working Hours:
9:00 – 18:00 SAST