| JOB NAME |
HEAD: BUSINESS DEVELOPMENT & STAKEHOLDER RELATIONS
POSTED BY: Development Bank of Southern Africa
REF:DBSA 90
Date Published:Wednesday, January 29, 2020
Date of Expiration:Monday, July 27, 2020 EXPIRED
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| LOCATION OF THIS JOB |
 South Africa | MIDRAND in South Africa |
| INDUSTRY |
| DEVELOPMENT FINANCE INSTITUTIONS
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| JOB TYPE |
| Full-Time |
| MAIN JOB DESCRIPTION |
Reference Number DBS200120-3
Job Grade 18
Job Type Classification Permanent
Location - Town / City Midrand
Location - Province Gauteng
Location - Country South Africa
JOB DESCRIPTION
The purpose of this role is to manage business development activities for the Infrastructure Delivery Division (IDD) driving opportunities for growing and retaining existing clients. The role involve developing a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship.
KEY RESPONSIBILITIES
Business Development
1. Identify sales leads, pitch IDD services to new clients and maintain a good working relationship with existing and new clients.
2. Build market position by locating, developing, defining, negotiating, and closing business relationships.
3. Following up new business opportunities and setting up meetings.
4. Planning and preparing presentations.
5. Prospect for potential new clients and turn this into increased business.
6. Meet potential clients by growing, maintaining, and leveraging your network.
7. Identify potential clients, and the decision makers within the client organization. Set up meetings between client decision makers and IDD leaders/Principals.
8. Plan approaches and pitches as well as work with relevant IDD team to develop proposals that speaks to the client's needs, concerns, and objectives.
9. Participate in pricing the solution/service.
Stakeholder Relations
1. Build and maintain strong relationships with current and potential clients as well as critical national, provincial and municipal stakeholders in conjunction with the Group Executive: IDD
2. Use external network and internal resources to position the organisation as favourably as possible.
3. Use reports to identify opportunities and actively explore these through engaging with relevant stakeholders to assess the feasibility of proposed projects and the organisation's ability to engage.
4. Lead by example in building strong internal and external relationships, displaying excellent abilities to initiate strategic dialogue and listen, advise, influence, negotiate and make presentations at all levels.
5. Proactively look for opportunities to network and create strategic partnerships with key individuals and bodies
6. Find opportunities to leverage relationships and share appropriate information, ideas and insights (internally and externally)
7. Interface with key internal stakeholders to ensure key external stakeholders have multiple relationship interfaces with the organisation which they perceive as seamless and aligned (leverage the value chain).
8. Development and implementation of IDD business development strategy that is aligned to business unit and overall strategy.
9. Through marketing intelligence network, identify those projects that are a good fit with the organisation's strategy and expertise.
10. Undertake develop criteria for the prioritization of clients and markets.
11. Contribute to the development of IDD annual and medium-term growth strategies and business plans.
12. Continually test and review strategy (monthly), revising and updating it based on changes.
13. Formally review strategy quarterly.
14. Keep abreast of changes in market conditions globally and locally to be able to pre-empt and proactively manage the impact of those changes.
Business Origination and Packaging
1. Screen projects and select those with the highest probability of success.
2. Take responsibility for the development of client specific sales plans and targets.
3. Drive the implementation of client specific sales plans and targets in conjunction with the relevant IDD Business Development Specialist, heads and Programme Managers.
4. Lead client negotiations and oversee the development of new mandates assessment reports for presentation to Infrastructure Delivery and Knowledge Committee (IDKC).
5. Work with the head: Construction and Maintenance to package new mandates, in liaison with the relevant units within IDD.
6. Work with the Head: Business Planning, Performance and Reporting to ensure that new mandates, programmes and projects are appropriately priced and de-risked.
7. Work with IDD Business Development Specialist, head and Programme Managers to ensure that set-up/kick-off plans for new mandates/programmes/projects are developed and effectively implemented.
8. Develop and implement effective systems and processes to ensure a smooth hand-over between the business origination process and the ongoing programme management process.
9. Evaluate interest, feasibility and risk profile of potential projects in consultation with relevant internal stakeholders
10. Provide guidance to Business Development Specialists on identification and completion of proposals
Client Management
1. Work with the Head: Business Planning, Performance and Reporting to ensure that an effective
2. customer relations system is implemented and kept up-to-date.
3. Work with the Head: Business Performance to ensure that up-to-date profiles of priority current and potential clients are developed and maintained.
4. Provide input to the Group Executive regarding the choice of client relationship managers for specific clients.
5. Co-ordinate the work of Business Development Specialist and undertake regular reviews of their performance.
6. Work with the Head: Business Planning, Performance and Reporting to ensure that client satisfaction surveys are done effectively and the results of which are implemented within the IDD.
7. Work with the Head: Business Planning, Performance and Reporting to undertake regular client risk analysis and ensure that high risk clients are rapidly identified and managed appropriately
8. Resolve escalated issues and action as required.
Management and Oversight
1. Lead the Business Development Unit to ensure they execute their functions effectively and meet the Unit's performance areas
2. Ensure that there are sufficient execution capabilities within the Business Development Unit aligned to the sector priorities
3. Contribute to building synergies and cooperation within the Infrastructure Delivery Division and across Divisions in the Development Bank of Southern Africa
4. Drive and promote a culture of effective performance within the Business Development Unit 13. As an integral member of the management team, take joint responsibility to promote the IDD Strategy and provide input into the division's strategic direction
5. Identify and build strong relationships with critical stakeholders within the division to prioritise projects/programmes/initiatives in order to ensure achievement of Division strategic plans and objectives.
Human Capital Management
1. Ensure that there are sufficient execution capabilities within the Unit, including the identification and retention of critical skills as well as ensuring that staff development needs/gaps are proactively identified and appropriate interventions are implemented to ensure business continuity
2. Ensure that all projects and programmes are properly resourced with the right mix of skills, including working with Programme Managers to ensure that the right level and quantity of resources are provided by architectural, engineering, quantity surveyor and specialist services teams.
3. Ensure that all Programme Managers manage and direct matrix resources to ensure that projects are completed within committed delivery timeframes, defined scope, on budget and integrated with other dependent projects.
4. Take full responsibility for performance management of all direct reports, managing their performance in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management:
1) Recruitment
2) Development
3) Performance Management
4) Remuneration and Rewards
5) Career path planning
6) On-the-job training, coaching & mentoring
7) Ensure appropriate levels of management and accountability
8) Motivate, delegate and empower appropriately, enabling direct reports to take responsibility and display appropriate creativity and initiative
5. Management of injury, health and safety risks.
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| REQUIREMENTS FOR THIS JOB |
EXPERTISE & TECHNICAL COMPETENCIES
Minimum Requirements
1. A Bachelor Degree, preferably in Business Administration or Business Leadership or other related fields.
2. Master’s degree in business and other related fields will be an advantage.
3. A minimum of 10 years' experience in the Built and Project Management Environment
4. Proven exposure to business development, sales or marketing
5. Strong business development and client relationship skills, and ability to focus on client's needs effectively.
6. Excellent communication skills and a strong positive personal presence.
REQUIRED PERSONAL ATTRIBUTES
LEADERSHIP/BEHAVIOURAL
Leading & Empowering Others
1. Identifies long-term goals for the team and communicates them to team members, ensuring their buy in.
2. Sets a good example by personally exercising desired behaviour; acts on values and beliefs.
3. Communicates a vision for the team and future success that inspires team members.
4. After assessing others’ competence, one delegates full authority and responsibility to others to do a task in their own way.
5. Ensures that competent employees are given opportunities to further their careers.
Leading & Managing Change
1. Anticipates the need for change when not obvious and influences others to gain support. Builds sustainable business and organisational capacity to embrace and thrive on change.
2. Re-engineers and aligns structures, processes and practices to support and sustain the desired change.
Strategic & Innovative Thinking
1. Understands connections and trade-offs of strategic choices to evaluate which ideas are practical and possible by considering business and/or scientific implications.
2. Develops innovative business and/or customer solutions that shape industry practices.
Teamwork & Cooperation
1. Acts to promote a friendly climate and good morale, and resolves conflicts.
2. Creates opportunities for cross-functional working.
3. Encourages others to network outside of their own team/department and learn from their experience.
Developing Others
1. Gives specific positive or mixed feedback for developmental purposes.
2. Gives negative feedback in behavioural rather than personal terms.
3. Reassures and/or expresses positive expectations for future performance when giving corrective feedback.
4. Gives individualised suggestions to individuals for their improvement.
Driving delivery of results
1. Identifies and implements a business opportunity that will have a long-term impact on the business (which may include the organisation’s reputation or brand image). Monitors progress and adapts the plan if necessary to ensure optimal benefit to the business.
2. Makes decisions, sets priorities, or chooses goals on the basis of inputs and outputs: makes explicit considerations of potential profit, return on investment, or cost benefit analysis.
3. Based on the cost-benefit analysis, makes decisions of entrepreneurial risk nature.
Decisiveness (High Performance, Service Orientation)
1. Makes timely decisions about complex issues even when some information is missing.
2. Makes decisions and stands by them even when they are controversial or unpopular. Grasps critical business opportunities when they arise by making timely decisions
TECHNICAL COMPETENCIES
Strategic Planning
1. Ability to analyse business trends, implications and options to devise holistic and long term strategic plans as well as execute the required change is essential to meet an organisations objectives and future goals
2. Establishes challenging, attainable goals and objectives based on a customer focus perspective.
3. Looks to the future with a broad perspective.
4. Ensures performances measures are in place to monitor progress and assess accomplishments and achievement of strategic goals and objectives.
5. Develops initiatives to achieve goals and objectives.
6. Articulates the vision and plans to others.
Policies & Procedures
1. Is able to evaluate existing policies and procedures in terms of their suitability in light of the broader business agenda.
2. Has sufficient sector expertise to be able to scan the market to obtain examples of best practice in own area of specialism.
3. Can develop new policies and procedures where required, aligning them with DBSA strategy and appropriate legislation.
4. Is able to present recommendations to senior management for approval in a concise manner.
Business Acumen
1. Takes actions to fit business strategy.
2. Assesses and links short-term tasks in the context of long-term business strategies or perspectives.
3. Reviews own actions against the organisation's strategic plan; includes the big picture when considering possible opportunities or projects or thinks about long-term applications of current activities.
4. Anticipates possible responses to different initiatives.
5. Understands the projected direction of the industry and how changes might impact the organisation.
Risk Identification & Assessment skills
Advises on applicable aspects of risk identification and assessment.
Planning & Organising
1. Coaches others on advanced planning and organising skills.
2. Plays a role in transferring advanced planning and organising skills and knowledge to others.
3. Identifies and acts on opportunities to partner with other units in the department to achieve desired results.
Reporting & Communication
1. Designs, reviews and improves reporting processes and provides guidance.
2. Leads production of complex environment reports, takes an editorial role, determines content and level of detail, and ensures consistent messaging and branding.
3. Is relied on by others to help them write complex technical and non-technical documents and briefs.
4. Is able to determine which aspects of this knowledge area need to be transferred to others in order to achieve organisational goals.
5. Coaches others and transfers communication skills and knowledge to others.
6. Able to communicate complex problems or concepts, by making them simple and understandable for others.
7. Adapts language to the level of the audience in order to ensure that the message has a positive impact and is interesting to the audience.
8. Is articulate, demonstrates a wide range of vocabulary, and is confident when talking to large/high level audiences.
Presentation Skills
1. Knows how to deliver arguments persuasively by employing a range of advanced presentation techniques (e.g. the appropriate use of body language, how to close a presentation so that the audience continues to think about the subject matter etc.).
2. Has knowledge of various feedback mechanisms to check levels of audience understanding.
Financial Acumen
1. Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community.
2. Effectively prepares budgetary submissions and forecasts for own department.
3. Knows the internal and external factors that impact on resource and asset availability.
4. Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximize revenues and control costs.
Project Management
1. Defines, plans and manages large and/or strategic projects, including those with a high degree of technical complexity, with impacts across the organisation and/or with national implications. b. Assembles and leads diverse and multi-disciplinary teams, ensuring maximum effective resource utilisation.
2. Successfully manages substantial project budgets, and reports directly to senior managers on the progress and results of projects.
3. Identifies complex issues that need escalation and proposes appropriate corrective actions.
Solution Focus
1. Identifies broad, highly complex problems based on a multitude of factors, many of which are complex and sweeping in nature, difficult to define and often contradictory.
2. Creates procedures to articulate the nature of problems and to identify and weigh alternate solutions.
3. Evaluates the effectiveness of solutions using approaches tailored to the situation.
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English 
FRENCH
