Business Development Manager – Advisory Services

Company Overview

JPCann Associates Group is a fast-growing, globally recognised Management Consultancy, Training, and Capacity Building firm. With a presence across multiple continents, we empower organisations to achieve transformational growth through strategic advisory, operational excellence, and innovative capability development. As we continue to expand our footprint and service offerings, we seek a dynamic and results-driven Business Development Manager to lead the growth of our Advisory Services division, encompassing both consultancy and strategic outsourcing solutions.

Position: Business Development Manager – Advisory Services

Location: Accra, Ghana
Department: Strategic Growth & Partnerships
Reports to: Head of Advisory Services / Managing Director
Employment Type: Full-Time

Role Summary

The Business Development Manager – Advisory Services is a key leadership role responsible for driving revenue growth, expanding market share, and building long-term strategic partnerships for JPCann’s Advisory portfolio. You will be the face of our consultancy and outsourcing services, identifying high-value opportunities, crafting tailored solutions, and closing complex deals with senior stakeholders. This role requires a blend of strategic thinking, deep market insight, and exceptional relationship-building skills to convert market potential into tangible, sustainable business.

Key Responsibilities

Strategy & Market Development (30%)

• Develop and execute a comprehensive business development strategy for the Advisory Services line, aligned with the company’s global growth objectives.
• Conduct thorough market analysis to identify new sectors, geographies, and service opportunities within consultancy and outsourcing.
• Define target client profiles (ICP) and build a robust, qualified pipeline for both short-term wins and long-term strategic accounts.
• Monitor competitive landscape and industry trends to position JPCann’s offerings effectively.

Sales Execution & Client Acquisition (50%)

• Lead the end-to-end sales cycle: from prospecting and initial outreach to proposal development, negotiation, and contract closure.
• Build and maintain strong relationships with C-suite executives, Directors, and senior managers in target organisations (e.g., Banking, Manufacturing, NGOs, Government).
• Conduct consultative needs-analysis sessions to understand client challenges and architect bespoke consultancy or outsourcing solutions.
• Develop and deliver compelling, high-quality proposals, presentations, and commercial bids.
• Collaborate with subject matter experts and delivery leads to design winning solutions and ensure feasibility.
• Achieve and exceed agreed quarterly and annual sales targets for revenue and new client acquisition.

Partnerships & Brand Building (20%)

• Represent JPCann at industry conferences, networking events, and seminars to enhance brand visibility and generate leads.
• Identify and cultivate strategic alliances and partnership opportunities with complementary firms.
• Provide market feedback to the service delivery and leadership teams to inform service innovation and development.
• Contribute to marketing content, including case studies and thought leadership articles, based on client engagements and market insights.

Key Performance Indicators (KPIs)

The Business Development Manager will be measured against a balanced scorecard of quantitative and qualitative metrics, reviewed quarterly and annually.

Primary Revenue & Growth Metrics (60% Weight)

• Annual Contract Value (ACV) Attained: Achievement against the individual annual revenue target (e.g., $1.5M+ ACV).
• New Business Revenue: Total revenue generated from new clients vs. existing client expansion.
• Sales Pipeline Value: Maintain a qualified sales pipeline valued at 4-5x the annual sales target.
• Win Rate: Percentage of proposals submitted that convert into signed contracts (target: 25-35%+).
• Average Deal Size: Increase in the average value of closed contracts over time.

Sales Activity & Operational Metrics (25% Weight)

• Pipeline Progression: Number of new qualified opportunities entered into the CRM per quarter.
• Proposal Generation: Number of formal proposals/RFPs submitted to prospective clients.
• Client Meetings: Number of strategic meetings held with qualified prospects or key accounts per month/quarter.
• Sales Cycle Length: Average time (in days) from initial contact to closed deal, with a focus on reducing cycle time.

Strategic & Relationship Metrics (15% Weight)

• Strategic Account Development: Successful onboarding and development plan for a minimum of 2-3 new key/strategic accounts per year.
• Client Satisfaction (Pre-Delivery): Feedback scores from prospects on the quality of the sales and solutioning process.
• Market Intelligence Reports: Contribution of actionable market/competitor insights to the leadership team.
• Partnerships Formed: Number of formalised strategic alliances or referral partnerships established.

Qualifications & Experience

Essential

• Bachelor’s degree in Business Administration, Marketing, or a related field. An MBA is a strong advantage.
• A minimum of 5-7 years of proven business development/sales experience within management consulting, professional services, IT consultancy, or BPO/outsourcing.
• Demonstrable track record of meeting and exceeding revenue targets.
• Extensive experience in selling complex, high-value B2B services to senior decision-makers.
• Strong network of contacts within key industries relevant to JPCann’s services.
• Exceptional skills in proposal writing, financial modelling, and contract negotiation.
• Proficiency with CRM systems (e.g., Salesforce, HubSpot) and the Microsoft Office Suite.

Desired

• Experience working in or selling to the Banking & Financial Services, Public Sector, or NGO/Development sectors.
• International business development experience and cultural fluency.
• Formal sales training (e.g., SPIN Selling, Solution Selling, Challenger Sale).

Person Specification & Competencies

• Strategic Hunter: Innately proactive with a strong drive to identify and pursue new opportunities.
• Consultative Seller: Able to listen deeply, understand pain points, and position solutions as critical business enablers.
• Eloquent Communicator: Outstanding presentation, persuasion, and written communication skills.
• Resilient & Agile: Thrives in a fast-paced environment, manages multiple priorities, and handles rejection with a learning mindset.
• High Integrity: Builds trust with clients and colleagues through transparency and professionalism.
• Global Mindset: Appreciates cultural nuances and is excited by the prospect of working on a global stage.

Working Conditions & Travel

• This is a high-impact role with significant autonomy. Performance is measured against the outlined KPIs.
• The role requires a flexible approach to work, as client demands may sometimes arise at short notice.
• Substantial travel is required (estimated 30-40%), including local client meetings and international travel for conferences, partner meetings, and key account development.

What We Offer

• A highly competitive compensation package with an attractive base salary and uncapped, performance-based commission/bonus structure directly tied to KPIs.
• The opportunity to play a pivotal role in the global growth story of a respected advisory firm.
• Autonomy and empowerment to shape your strategy and own your client portfolio.
• A collaborative and intellectually stimulating work environment.
• Continuous professional development and career advancement opportunities.
• Comprehensive benefits package company car, fuel, medical and pensions.

How to Apply

Ready to build the future of advisory with us? Please submit your CV and a compelling cover letter outlining your relevant achievements and why you are the ideal candidate for this role via our careers portal.

JPCann Associates Group is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.