Client Manager - (Business Development Manager)

Description

Zutari: Co-creating an engineered impact.

Zutari is a well-established, management-owned engineering firm with almost 90 years' experience. As human-centred engineering consultants and advisors, we are trusted by our clients, business partners, communities and other stakeholders across Africa.

We co-create engineering solutions that have a positive impact and improve people's lives. Zutari values inclusion and recognises the importance of a diverse, talented workforce, believing that people need other people to succeed.

What kind of talent do we pursue?

We employ people with the right attitude and a positive mindset, who are motivated by doing the right thing, getting things done and share a sense of urgency. People who have an impact in our teams and broader community. People who think differently and connect with those around them to co-create new opportunities and leave a meaningful legacy.

Role Overview

This role requires an exceptional hunter (ideally from a technology consulting background) who will build and lead the business unit client and sales strategy and execution. This individual will be responsible for the strategic management of client satisfaction, sales, revenue generation, growing the business and building and maintaining deep client relationships to ensure the execution of the Zutari group strategy.

This role requires an individual who is proactively able to gather information around trends across the markets and geographies we operate in whilst translating these into sales for fit for purpose solutions. This role leads hunting and securing opportunities in relevant markets. This role also requires a deep understanding of the Zutari brand and the ability to articulate our vast array of Digital Advisory offerings whilst meeting operational requirements and ensuring quality risk management.

Role Responsibilities

Strategy Design and Execution

• Design and develop the sales and client strategy that enable the business strategy
• Ensure seamless execution and implement of sales and client strategy
  
  
  

Revenue Generation through Sales Efforts

• Be a “hunter” for new opportunities in Digital Advisory
• Meet or exceed sales revenue targets for the unit
• Grow the funnel and pipeline for potential opportunities in line with set targets
  
  
  

Stakeholders

• Leverages cross functional capabilities in order to ensure collaboration on opportunities and delivery of results
• Operate across geographies and understand the intricacies involved in adapting to different cultures
• Will be required to work in matrix structure to ensure full life cycle delivery of projects
  
  
  

Value Driven Sales Culture

• Drives a value driven sales culture & set benchmarks for client satisfaction
• Manages end-to-end client experience ensures sales targets are met.
• Responsible for leading the contribution to winning work through repeat work, client proposals and tenders in conjunction with business leaders
  
  
  

Market and Brand

• Understands the Zutari brand and is able to articulate the various scopes of our offerings not limited to business unit allocation
• Reinforces the Zutari brand through client interactions
• Able to provide insights for relevant decision-making, providing Zutari with a competitive advantage on the solutions provided to the client
• Identify and collaborate on opportunities for cross selling and upselling
• Shapes new offerings based on customer/market/geographical/political insights and trends observed
  
  
  

Risk Management

• Ensure efficient management of client, quality and sales related risks
  
  
  

Client Experience and Relationship Management

• Identifies and manages Key client relationships to ensure appropriate focus and offerings are provided
• Ensures the adherence to CRM principles and Zutari’s proactive approach to customer satisfaction, which includes the identification of touch points and resolution of challenges.
• Pursue and cultivate a trusted advisor relationship with clients to drive value for Zutari and the business unit
• Build new and leverage existing relationships to identify new opportunities
• Proposes client-focus investments – tools & initiatives
  
  
  

Competency Development

• Contribution to and sharing of knowledge
• Optimising workloads, resource management and capability building
  
  
  

Minimum Qualifications

• Undergrad degree
• Bachelor’s degree in any engineering field
• Advanced degree (Masters, MBA, PhD)
• Professional Engineer (Pr. Eng) registration or eligibility for registration with the relevant professional engineering body.
  
  
  

Minimum Experience

• 8+ years relevant experience in business development or sales, preferably in the engineering industry
• Strong sales and business development experience, ideally from a technology consulting firm
• Strong commercial experience
• Ability to articulate and build strategies related to clients and sales, even when the end-solution is not fully defined
  
  
  

We believe that a diverse workforce is key to our business success. We seek the best people for our jobs based on their skills, qualifications, and experience. We embrace the principle of equal opportunity in employment and work towards eliminating all forms of unlawful discrimination in our employment practices. In support of diversity and the equal opportunity principle, preference will be given to individuals from designated groups in South Africa.