Provide strategic direction to ensure the success of ERL’s revenue streams ensuring teams and resources are focused and aligned.
Lead ERL’s overall sales and business development strategy development, based on insight, intelligence and best practice to ensure ERL achieves its corporate objectives.
Develop and ensure ERL commercial procedures are maintained by sharing best practice and continual improvement to protect ERL’s commercial position including measurement tools to forecast success alongside ERL Finance team.
Guide and direct commercial activity across ERL to maximize the potential of ERL products and services to support delivery against key performance indicators (KPIs) and targets.
Work closely with the strategic partners to promote, develop and grow the strategic partnerships and investigate opportunities in the market to exploit provision of partnership services and income growth to ERL.
Develop and maintain effective systems of consultation, corporate community involvement and engagement and partnership working to achieve ERL’s corporate objectives.
Design and negotiate partnership agreements with potential partners to ensure that expectations from both parties are met and the interests of ERL are looked after and risks are mitigated.
Manage communications with partners, both in-person and virtually.
Maintain and develop the commercial partner database.
Business Development & Sales
Establish a business development structure defining functions, relationships, communications, roles and responsibilities.
Prospect for potential new clients and turn this into a robust pipeline of new opportunities for ERL’s product and services.
Meet potential clients by growing, maintaining and leveraging on existing networks.
Identify potential clients and the decision makers within the client organization.
Present ERL product and services and enhance existing relationships in an attempt to increase ERL’s revenue.
Attend industry functions such as association events, networking events and conferences and provide feedback and information on market trends.
Present to and consult with senior level management on business trends with a view to developing new services, products and distribution channels.
Use knowledge of the market and competitors, identify and develop ERL’s unique selling propositions and differentiators.
Create, negotiate and close commercial agreements while ensuring legal compliance within ERL.
Confer with the CEO to plan business objectives, develop organizational policies, coordinate business opportunities between the various entities and establish responsibilities and procedures for attaining the agreed objectives.
Prepare monthly, quarterly and annual reports and forecasts to provide a clear understanding on the various business. development initiatives across the market. Provide recommendations, where necessary, on changes required in achieving the agreed objectives.
To prepare annual sales forecast, budgets and programmes.
To conduct sales training and promotional programmes, market development and planning activities.
To develop and implement effective marketing and advertising plans aimed at increasing sales and profits.
To understand the air-rail intermodality business and its environment, which includes the analysis of its impact on the Company and the competitors.
Monitor and evaluate emerging business opportunities with a view to position ERL’s resources and capabilities accordingly.
Determine budgetary requirements and to work within these in order to achieve the Company's goals and objectives.
Evaluate and review any issues and to recommend options and solutions for Management’s decision.
Direct the sales and business development personnel to ensure the achievement of sales goals and objectives.
Manage and motivate the staff so that the Company is able to meet its revenue and service targets.
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