The role consists of the broadly defined area of Business Development and Key Account Management but will also include being the “face to the market” for Mauritius requiring an individual who is willing to participate in industry events with potential speaking/panel roles.
We require an individual with the profile, technical and market knowledge, to assist in strategic alignment. In addition, this person must have the support of the senior leadership in the respective business lines.
It is in this context that we require the recruitment of a business development professional to perform a combined role of BD and KAM for Mauritius which will have the following broad regional objectives:
1.1 Market share development through the deepening of existing key client relationships.
1.2 The development of a strategic business development plan that focuses on the corporate service offering to the underlying Mauritian domiciled SPVs and Fund Manager entities which form part of Mauritius based Private Equity & Real Estate Fund structures, particularly players in the expanding Sub-Saharan and East African market.
1.3 Generation of the business directly “in-country”, and from global Fund Promoters through effective collaboration with South African, European and US based institutional client focused Business Development teams.
1.4 Target large South African, Sub-Saharan and East African corporates investing into Africa through Mauritian structures, primarily by cultivating a referral network in Mauritius, South Africa, other Sub-Saharan countries and East Africa (law firms, accountancy firms). Existing referral network will be an advantage.
1.5 Target global corporates and multi-national companies utilising Mauritian structures to invest into Africa, primarily through effective collaboration with European Business Development team.
1.6 As a senior professional in the Mauritius office, play an active role as an example and mentor to junior staff though his/her conduct and proactively seeking out opportunities for the transfer of knowledge and experience.
To become an integral part of the company Mauritius senior leadership team and related African business lines with a view to actively growing new client revenue and existing client profitability. These objectives will be met through the development of a trusted advisor relationship with the most senior executives / key influencers in the selected client businesses with a view to:
2.1 Achieving new client acquisition and business sales;
2.2 Facilitating an excellent client experience through the client on-boarding process;
2.3 Enhancing existing client profitability;
2.4 Achieving strategic alignment and enhancing client retention;
2.5 Cross and upselling the full range of the company's service offering to grow client revenue; and
2.6 Sharing thought leadership ideas.
The priorities of the above objectives will vary from time to time and will have a different emphasis per business division.
The new recruit will to report to the Head of Business Development for Africa and will be located in Mauritius
Targets, Key Performance Indicators (KPI’s) and Priorities will be developed and agreed in collaboration with the respective business division Managing Directors. These will be agreed within the operating frameworks of professional BD and KAM processes and aligned with the existing functions . The business division MD’s will participate actively in the annual performance reviews.
The role will consist of the broadly defined area of Business Development and Key Account Management but will also include being the “face to the market” for Mauritius requiring an individual who is willing to participate in industry events with potential speaking/panel roles.
4.1 Business development
4.1.1 Understand the Universe of Opportunity
(a) To establish a regularly updated database of target market participants prioritised by prospective rankings.
(b) To establish a defined market intelligence gathering and communication process.
4.1.2 Develop the Mauritius Sales Plan
(a) To have a fully understood and agreed Sales plan.
(b) To ensure alignment of business targets evidenced by regular new business meetings.
(c) To ensure appropriate project and "new client" take-on planning.
4.1.3 Business Development / Sales
(a) To achieve agreed sales metrics / targets evidenced by:
(i) No. of target client presentations
(ii) No. and quality of documented call reports
(iii) Value and profitability of new business contracted
(iv) Existence of signed client service contracts
(v) Continuous activity and up to date input on “PIPELINE REPORTS”
4.1.4 Provide regular, relevant new business status reporting
(a) To provide monthly, detailed and complete reports on the status of the business development pipeline evidence in “PIPELINE REPORTS”.
(b) To provide monthly detailed updates of progress against budget.
4.1.5 New product Development and Market Feedback
(a) To provide regular updates on new service product development requirements.
(b) To provide regular updates on new jurisdictional product developments.
(c) To provide regular updates and feedback on mark trends and customer requirements.
(d) To identify & develop new products that profitably leverages the company platform.
(e) To ensure an appropriately aligned suite of products.
4.1.6 Improved Market Profile
(a) To assist in the development and maintenance of the marketing, sales and product information packs targeted at the defined business lines.
(b) To ensure all products have a defined set of marketing & sales, legal, technical and financial models and documentation.
(c) To work with the centralized marketing function to ensure appropriately targeted marketing and profile raising activities.
(d) To assist the business development and marketing function in the development and publication of relevant “Thought Leadership” articles.
4.1.7 Strategic Relationships
(a) To develop, facilitate and maintain contact as appropriate with vendors, service providers, regulators, industry bodies, competitors, intermediaries, clients and other stakeholders as appropriate.
(b) To maintain contact with key staff members in the different jurisdictions.
4.2 Key Account Management (KAM)
4.2.1 To develop a detailed and in depth understanding of the client’s business strategy, products & services and internal challenges, with a view to allowing the client to harness the power of the entire company value proposition;
4.2.2 Identify any value add/cross selling opportunities for the wider firm and communicate those through the regular business unit and business development meetings and ensure follow through.
4.2.3 To identify and act on relationship building opportunities and to involve the broader business service teams.
4.2.4 To work closely with all service teams with a view to identifying additional selling opportunities to existing clients.
4.2.5 To champion the implementation of the Client Dashboard.
4.2.6 To work with each of the respective business divisions to ensure alignment of business targets evidenced by regular meetings with service lines.
4.2.7 To be an active point of escalation for clients.
4.2.8 To be strategic thought leader and partner with clients.
4.3 Client status reporting
4.3.1 To provide regular, detailed and complete reporting on the health of the client relationship with special reference to:
(a) Client Strategic Initiatives
(b) Client Service Requirements
(c) Client structure and relevant business changes
(d) Client Revenue
(e) Client profitability
4.3.2 To establish a regularly updated database of client opportunities (existing client “Universe of Opportunity”) prioritised by probability and service lines.
4.3.3 To attend scheduled strategic client review meetings.
4.3.4 To attend Mauritius Management team meetings as appropriate.
4.3.5 To ensure that clients consistently receive the level of service as agreed in the Service Level Agreements.
4.3.6 To produce and collate client operational overviews.
4.3.7 To perform thorough investigations (and potential resolution) of queries.
4.3.8 To explain products and procedures clearly and simply whilst promoting the company’s brand values.
4.3.9 To develop a good understanding of the company’s systems, processes and business units.
4.3.10 Maintain professional working relationships with other departments within branches of the company in the world.
5.1 To achieve agreed metrics / targets evidenced by:
5.1.1 Value of new business contracted.
5.1.2 Demonstrable improvement in individual client profitability.
5.1.3 Demonstrable improvement in “share of wallet”.
5.1.4 Increase is parties referring new business