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Public Sector Business Development Manager

At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesnt just embrace whats exceptional. It creates exceptional.Primary purpose of the role Generate NEW Records Management, Secure Destruction and Document Management Services revenue in South AfricaManage customer engagements at all levels within the Public Sector landscapeCommercial management of tenders, retenders, price negotiations across nominated accounts Key Accountabilities Accountable for new business revenue growth in the defined range of new and existing Public sector customersEnsure assigned monthly, quarterly and annual targets are reachedDrive the strategy for growth across nominated list of target customers and prospectsDevelop and strategy with team to ensure clear customer targeting, customer engagement and customer retention Become an industry expert and maintain a high level of knowledge of the sector and advise clients of industry best practiceMaximise all profitable business opportunities and new revenue streams from prospectsManage and optimize the sales cycleGenerating and qualifying growth prospects to ensure a robust pipelineDevelop and maintain quality relationships with existing and prospective customers to drive new business revenues streams Maintain ongoing knowledge of Iron Mountain selling strategies and new data security industry developments and trendsWork with the Marketing Team to identify new opportunities within the region.Identify customers that require special project, manage, monitor and evaluate the projects to ensure that they meets the customer needs and involve other Iron Mountain stakeholders when needed Communication Communicate effectively and convincingly across the full range of communication channelsLeading, facilitating or participating within the hybrid (virtual and in-person) Customer Experience and other Iron Mountain functional teamsTo enhance the name of Iron Mountain as the industry leader within Records and Information ManagementEnsure that internal communications channels between all team and all other Iron Mountain functions are exemplaryUnderstands and communicates the Iron Mountain value proposition effectively and with impact, identifying key issues and articulating actionsGather, share and distribute competitor, market and sector/industry information.Work closely with all stakeholders across the Sales and Service Delivery teams to ensure that a standard, best in class service is deliveredEnsure that Public Sector account management methods and standards are adopted across the entire SA Business adhering to Iron Mountains core valuesWork closely with the Finance Group and Revenue Management stakeholders to ensure revenue trends and variations are understood and any reported forecast revenue risks and gains are timely and accurateSeeks coaching and feedback from peers and leaders to strengthen own effectiveness. Administration & Internal Analyse customer needs and request support to provide customers with relevant and value driven Management InformationRefers admin, service or system requests to relevant stakeholders to ensure timely and efficient management of issues before escalationMaintain CRM applications (SFDC), and customer correspondence files. Including but not limited to the following: Pipeline reports, Strategic Account Plans, Meeting Minutes and QBR decks, customer communications including telephone and emailEnsure contract compliance and adherence to company procedures.Pro-actively communicate professionally with customers via letters, telephone and e-mail to enhance the Iron Mountain relationshipWrite and proactively present proposalsAssist in the training and induction of new employees and build a strong structure for succession planningManage own training requirements in relation to other services and products that form part of Iron Mountains portfolioPrepare and deliver presentations as required for Team Meetings and Customer Engagements Decision Making Authority and Budgetary Responsibility Input into the budgeting processCommercial management of contract negotiationsCommercial, pricing and contract authority within permitted guidelines, as approved by line manager Resources The role holder will be provided with a travel allowance, mobile phone, laptop and mobile communication to enable full functionality when in the field Key Relationships Focus (External and Internal Contacts) (Nature of interaction) New CustomersAccount ManagementInformation gatheringThird Party strategic partnership networkingNetwork / Share best practiceEscalation where appropriate for informationShare customer voice on issues/ potential resolutionEngage as appropriate with opportunitiesEffective geographic NetworkingBuild relationshipsIndustryChannel PartnersRegional Sales ManagerCustomer CareBusiness SupportOperations ManagerOther internal Departments incl. Finance, HR, Legal, IT. Category: Sales (SL)
Johannesburg, GT, ZA