Primary Role:

Guided by AFEX Vision, Mission, Core Values, and the Brand Strategy, the BDM is responsible for executing the Company’s New Business Plan for their region and for meeting or exceeding AFEX’s short and long term “new business” objectives of the Commercial business units for the region through the management of a sales team and carrying a personal quota, which will allow the Company to achieve the overall financial objectives as stated in the AFEX Business Plan.

Financial Responsibility & Accountability:

• Responsible for meeting or exceeding AFEX’s “New Business” targets and financial objectives.

Personnel Responsibility & Accountability:

• Leader of regional Business Development sales teams. Provide team members with necessary tools and guidance to effectively do their job.
• Follow company policy in regards to HR standards and contribution the Annual Review process specifically pertaining to goal setting, performance management and annual reviews.
• Foster open environment through idea sharing and active listening resulting in positive employee relations and improved financial results
• Work with team members focusing on”

1. Pipeline Development
2. Meeting company KPI standards
3. Maintain activity levels to over achieve against goals
4. Target set against delivery channel

Ensure consistency and compliance with company policy, resulting in operational excellence and efficiencies

Be an Ambassador for AFEX’s Culture with the team, within the company, and with external contacts

Serve as a role model for others by modeling professionalism, poise and composure

Business Development Responsibilities:

• Identifies business opportunities by sourcing prospects and evaluating their foreign exchange needs; researching and analyzing to ascertain actual opportunity.
• Harvest sales channels within sales region as per the Regionalized strategy and target markets. This activity includes, but is not limited to:
• Business Network
• Exhibitions
• Specific sponsorship events

This could require employee to work weekends and evenings

• Sells AFEX solution using consultative approach, namely following a 5 step sales process to understand fully the client’s needs, presenting solutions based on these needs and fully explaining our value proposition and online platform.
• Manages client onboarding in line with regional requirements and completes full customer handover as per Sales to RMT handover process
• Manages client relationship via CRM system and ensures all pertinent information is updated in the system
• Reports weekly sales numbers to the Sales Director, Americas and updates team on performance by attending weekly sales call
• Adheres to the performance criteria as outlined in the Sales Scorecards
• Ensures all internal processes and SLAs are followed to ensure exemplary customer experience- escalates issues to appropriate Manager and follows up on all required actions
• Maintains quality service by establishing and enforcing organization standards.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
• Contributes to team effort by accomplishing related results as needed.

Communications, Responsibility & Accountability:

• Ensure that CRM and other Company IT initiatives are used properly and to their fullest potential.
• Actively maintain corporate language
• Actively advocate and show leadership to team regarding customer service to our external and internal clientele
• Communicate results to staff

Authority:

• Authorized to make decisions in conjunction with the Sales Director, Americas within accordance with company policies and procedures.
• To solicit business on behalf of AFEX.

Accountability:

• Reports to Sales Director, Americas.
• Accountable to monthly targets set by the Sales Director, Americas.
• Accountable to supply excellent customer service and competent knowledge of AFEX products and services.
• Accountable to follow requisite compliance procedures during business development activities with prospective clients.
• Accountable to fellow staff members, and work in coordination to support AFEX as a whole.
• Accountable to staff they serve
• Accountable to company KPI’s

Required Skills

Skills and Qualifications

Leadership Skills, Management Skills, Presentation Skills, Client Relationships, Emphasizing Excellence, Energy Level, Negotiation, Prospecting Skills, Meeting Sales Goals, Creativity, Sales Planning, Independence, Motivation for Sales.

Required Experience

1. 8+ years industry and sales experience
2. Demonstrable leadership experience in previous or current role. 5 years management experience.
3. Proven track record of leading a business to business sales team.
4. Substantiated interest in AFEX services and products, the foreign exchange markets and the SME business sector.
5. Previous outbound business-to-business phone marketing or sales experience.
6. Excellent verbal and written communication skills.
7. Ability to navigate corporate structures to identify decision makers.
8. High degree of self-motivation and focus, combined with effective organizational and time management skills.
9. Professional approach to prospective clients coupled with active listening skills and an inquisitive nature.
10. The ability to work as a team player towards a specific sales goal.
11. Well versed in the usage of Microsoft Office products, Excel databases and CRM systems.