Senior Business Development Manager

Job Title: Senior Business Development Manager

Department: B2B

Job Purpose

To lead the
Commercial & Industrial Accounts Cluster by driving business growth through
strategic customer acquisition, account development, and solution selling while
coaching and developing a high-performing sales team.

The role is
responsible for delivering revenue and profitability targets through direct
customer engagement, new business development, and effective leadership of the
Commercial & Industrial Accounts team.

Job Responsibilities &
Accountability

1. Strategic Customer Growth &
Business Development

·         Own
and grow a portfolio of strategic customer opportunities within the Commercial
& Industrial Accounts Cluster.

·         Identify,
prospect, and convert new business opportunities through proactive market
engagement.

·         Build
and maintain executive-level relationships with key decision-makers and
customers.

·         Develop
account growth plans to increase customer value and market penetration.

·         Drive
new customer acquisition while expanding opportunities within existing
customers.

·         Lead
customer presentations, commercial negotiations, proposals, and tender
opportunities.

·         Monitor
market trends, customer needs, and competitor activity to identify growth
opportunities.

·         Achieve
assigned revenue, gross profit, pipeline, and collection targets.

2. Cluster Leadership & Team
Development

·         Lead,
coach, and mentor team members within the Commercial & Industrial Accounts
Cluster.

·         Conduct
structured coaching sessions, pipeline reviews, and performance discussions.

·         Monitor
individual and cluster performance and implement improvement actions to support
achievement of targets.

·         Drive
accountability on revenue delivery, gross profit, pipeline development, CRM
discipline, and customer engagement.

·         Strengthen
forecast accuracy, sales execution standards, and reporting discipline.

·         Identify
capability gaps and support individual development plans.

·         Support
development of future leadership capability by identifying and nurturing
high-potential team members within the cluster.

·         Build
team engagement, collaboration, accountability, and a high-performance culture.

3. Commercial Leadership &
Execution Support

Support the Head of B2B through:

·         Driving
execution excellence within the Commercial & Industrial Accounts Cluster.

·         Providing
commercial insights and recommendations to support business growth initiatives.

·         Supporting
business performance reviews through pipeline analysis, forecasting, and market
insights.

·         Championing
sales discipline, CRM adoption, and best practices within the assigned cluster.

·         Supporting
agreed cross-functional initiatives aimed at improving customer experience and
business performance.

Requirements

Qualifications

• Bachelor’s
  Degree in Business Administration, Commerce, Sales & Marketing, or a
  related field.
  
• Professional
  qualification in Sales Leadership, Business Development, or Key Account
  Management will be an added advantage.
  
• Corporate experience will be an added advantage.
  

Knowledge, Skills & Experience

• Minimum
  8–10 years’ experience in B2B sales, business development, or key account
  management.
  
• Minimum
  3 years’ experience leading, coaching, or managing a sales team.
  
• Proven
  track record of delivering revenue growth through new business acquisition and
  customer development.
  
• Strong
  leadership, coaching, and people development capability.
  
• Excellent
  business development, negotiation, and relationship management skills.
  
• Experience
  managing complex customers, tenders, and commercial negotiations.
  
• Strong
  commercial acumen with excellent communication, planning, and stakeholder
  management skills.
  
• Ability
  to drive performance through both personal contribution and team development.
  
• Self-driven,
  analytical, and results-oriented with the ability to inspire high performance.
  

Success in this role will be measured
by:

·         Achievement
of assigned revenue, profitability, and collection objectives.

·         Growth
of Commercial & Industrial customer opportunities.

·         Strong
performance of the Commercial & Industrial Accounts Cluster.

·         Improved
pipeline discipline, CRM adoption, and forecast accuracy.

·         Improved
team capability and individual performance.

·         Strong
team engagement and ownership culture.

·         Effective
support of the Head of B2B in executing agreed Commercial & Industrial
Accounts priorities and broader B2B initiatives where required.