Business Development Manager

Key responsibilities:
Eastern Cape sales and territory management:

• Develop and maintain a structured sales plan for the Eastern Cape, including PE/Gqeberha, East London, Mthatha and surrounding towns.
• Identify and pursue new business opportunities in commercial, government, education, healthcare, manufacturing, logistics and professional services sectors.
• Build and maintain a strong pipeline of qualified opportunities, with clear next steps, expected close dates and projected revenue / gross profit.
• Meet weekly, monthly and annual sales activity, revenue and gross profit targets.
• Represent the companies professionally in customer meetings, presentations, networking events, supplier engagements and industry forums.
• Carry out regular customer visits and ensure consistent follow-up on quotes, proposals and outstanding opportunities.
• Use CRM or agreed internal reporting tools to record activity, pipeline, forecast, customer detail and deal progress.

• Understand each customer's business, current environment, challenges, decision-making process and buying criteria.
• Use strong probing and listening skills to uncover customer needs, pain points and opportunities for improvement.
• Present solutions that are financially and operationally relevant to the customer's specific requirements.
• Prepare clear proposals and executive summaries that make it easy for customers to understand the value of the recommended solution.
• Differentiate the company’s portfolio through service capability, regional footprint, reliability, innovation and value for money.
• Negotiate professionally while protecting margin, contract quality and long-term customer relationships.

• Work closely with the Sales Manager, branch management, service team, finance, operations and warehouse teams to ensure deals are practical, profitable and deliverable.
• Collaborate with service and operational teams to identify replacement opportunities, underperforming accounts, customer risks and cross-sell opportunities.
• Leverage the broader the company group where relevant to create integrated customer solutions.
• Provide management with accurate feedback on market conditions, competitor activity, customer issues and opportunities requiring support.

• Maintain high ethical standards in all customers, supplier and internal dealings.
• Ensure pricing, proposals and commercial commitments are properly approved before being presented to customers.
• Identify and escalate business risks, service concerns, credit risks and customer dissatisfaction early.
• Protect company information, customer data and commercially sensitive information.

• Achieve agreed annual revenue and gross profit targets.
• Generate demand for assigned products, services and solutions in the Eastern Cape market.
• Convert qualified opportunities into signed deals, invoiced business and long-term customer relationships.
• Track quotes, orders, billing, delivery commitments and customer satisfaction after implementation.
• Develop new customer relationships and grow existing accounts through structured account management.
• Prepare and present pipeline, forecast and activity reports as required.
• Research customer needs, competitor activity and market opportunities in the region.
• Drive cross-sell and upsell opportunities across print, ICT, managed services, consumables, wide format, production print and other approved business solutions where relevant.

• Build a visible sales presence in PE/Gqeberha and surrounding areas, while supporting wider Eastern Cape growth opportunities.
• Identify high-value target accounts and develop a contact strategy for each account.
• Maintain relationships with key decision makers, influencers and operational users.
• Attend relevant business networking sessions, supplier days, client briefings and industry events where appropriate.
• Provide regular competitor and market intelligence to management.

• Revenue / Gross Profit under management: As agreed by management and aligned to Eastern Cape sales targets
• Budget under management: As agreed by management

• Sales Manager / Branch Management - Sales planning, pipeline management, reporting and regional execution
• Service, Operations, Finance and Warehouse Teams - Solution delivery, pricing support, customer service, credit control and operational coordination
• ADS Stakeholders - Collaboration, support, supplier alignment and broader group opportunities
• External: Clients, prospects, partners and service providers - new business development, proposal discussions, negotiations, customer relationship management and market development

•  
• Business Management, Sales, Marketing or equivalent qualifications would be advantageous.

• At least 2 - 5 years' successful sales experience, preferably in B2B, enterprise, commercial, ICT, office automation, managed services, fleet or related solution sales.
• Proven track record of prospecting, building pipeline, closing deals and achieving sales targets.
• Experience dealing with medium to large commercial customers and senior decision makers.
• Experience using a CRM system or structured pipeline reporting process.
• Strong understanding of the Eastern Cape business environment would be advantageous.
• Ability and willingness to travel regularly within the Eastern Cape region.

• Strong business acumen and commercial awareness.
• Excellent communication, presentation, negotiation and relationship-building skills.
• Strong prospecting discipline and ability to open new doors.
• Ability to understand customer problems and position practical business solutions.
• Professionalism, integrity and customer service orientation.
• Attention to detail in proposals, pricing, contracts and follow-up.
• Self-motivated, results driven and able to work independently across a regional territory.
• Ability to work with internal teams and coordinate support from multiple departments.

• Communicating and informing
• Results driven
• Customer focused
• Resilient and adaptable
• Professional and ethical
• Able to work independently

• Prospecting
• Solution selling
• Account management
• Pipeline management
• Product and service knowledge
• Selling against competition

• Integrity, values and trust
• Logical thinker
• Desire to develop and grow
• Cope with change
• Passion for customers and excellence