B2B Business Development Manager

One of our clients, based in JHB Central, is seeking a B2B Business Development Manager for their Built‑in product division.

Purpose: To increase Built In products sales, market share and ensure achievement of consistent, profitable growth in sales revenue through positive planning, achieving monthly/quarterly/annual targets in line with company objectives. Cross business unit sales in conjunction with other business units.

• Develop and implement the Built In product strategy and business plans for the allocated specific products
• Business development and Pre‑Sales – Engaging new enterprise customers and finding new business opportunities
• Developing new solution packages and new business models with partners (using the full range of company and partner’s products and solutions)
• Consultative sales and value‑based selling right solution packages and making a proposal with an in‑depth understanding of the customer’s business, needs and usage
• Ensure alignment with the overall business strategy to support company objectives
• Understand partner needs, identify market opportunity, define the vision, and deliver
• Strategize and plan around the product promotion based on accurate understanding of customer needs, market trends and competitor activities
• Responsible for each allocated product’s life‑cycle management including the product launch plan and actual launch as well as sustaining the existing products

• Growth of company’s Built In products market share
• Market penetration
• Indicate to product directors on stock status per channel
• Motivation / product knowledge
• Develop promotional campaigns in line with specific channels and products
• Market share knowledge and customer needs analysis to increase revenue

• Forecasting by channel
• Ensure enough stock of right staff to avoid LTI

• Ensure delivery of return on investment and building of brand sustainability
• Ensure account meets its income targets
• Effectively solve problems and manage risk to ensure achievement of targets
• Performance vs. budget by unit and Rand value
• Accounts analysis by channel including sell‑out management to establish profit

• Knowledge of buying potential by channel
• Catalogue requirements
• Incentive programs
• Market survey and understanding
• Merchandising understanding

• Managing the relationship between company and the customer is a big responsibility
• Treat your customers as partners and challenge them to grow their business with your brands
• Relationship building with key account executive, networks, key contacts and partners
• Ensure customer needs are established and reviewed
• Dealer/retailer presentations
• Provide solutions to management when faced with challenges
• To liaise with corporate contacts, build and develop relationships
• To assist with the preparation of contractual agreements and ensure that these are fully adhered to
• Develop a unique way to grow the business with your customers

• Compile management reports monthly
• Prepare presentations, proposals, plans, contact reports as necessary
• Progress report on forecast accuracy and inventory plans against set targets

• 10+ years sales experience over varied industries
• Sales and marketing experience
• MS Office Suite (Intermediate)
• Possession of a reliable vehicle and a valid driver’s licence

• Requirement to meet deadlines and set goals
• Persistence and results oriented
• Very good oral and written communication skills
• Ability to function under pressure
• Administration skills and creativeness
• Operator / distributor and retail knowledge
• Buying function knowledge
• Good customer liaison
• Interpersonal skills
• Strong understanding of consumer buying behaviour
• Negotiation skills to get support from retail managers for sales promotions and best displays
• Honesty, integrity and ethical conduct at all times
• Willingness and ability to travel nationally and internationally when required

• Need to be open to travelling nationally