Business Development Manager - Logistics/Fleet

SUMMARY:
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POSITION INFO:

We are seeking an experienced Business Development Manager to lead and drive sales growth within the KZN region. In this dynamic role, you will be responsible for spearheading new business development efforts, enhancing existing customer relationships, and ensuring the overall operational success of our branch. You will work closely with senior leadership to expand our market share, enhance service delivery, and ensure profitability. This is a key leadership position, requiring both strategic insight and hands-on management to deliver results.

Key Responsibilities:

Sales Leadership & New Business Development:

• Drive new business acquisition in both SMB and enterprise segments.
• Achieve a target of R1 210 000 GP in new sales revenue per month, with an emphasis on market penetration and customer base expansion.
• Lead a team to consistently meet monthly sales targets and build strategic partnerships.
• Implement a solution stack selling approach to increase market share and achieve penetration targets.
• Cold-call 290 times per week and acquire 10-20 new customers in SMB and 3-5 new enterprise customers per month.
• Maintain a sales conversion rate of 65% after six months, focusing on effective lead generation and closing.

Customer Engagement & Retention:

• Drive customer retention and maintain an exceptional customer satisfaction score (NPS).
• Implement strategies for upselling and cross-selling, driving 20% growth in revenue from existing accounts.
• Manage End Of Term (EOT) base to ensure 90% upgrade/upsell conversion, ensuring a sustainable revenue stream.
• Foster long-term client relationships, ensuring 100% retention in the client base each quarter.

Branch Operations:

• Manage branch profitability and achieve 20% annual growth in profit margins.
• Ensure cost management, optimise inventory, and maintain a high-quality service delivery.
• Ensure that 80% of the regional debtor book is within 60 days and all operational costs remain within budget.

Team Leadership & Development:

• Lead, motivate, and develop the sales and technical teams, ensuring high levels of employee engagement and performance.
• Maintain an employee retention rate of 75-90% annually and ensure 100% training compliance each quarter.
• Drive team metrics, ensuring 70-80% of sales members consistently meet targets.

Strategic Growth & Market Share Expansion:

• Develop and execute regional strategies to expand market share by 10-20% annually.
• Identify and pursue new business opportunities, increasing sales pipeline coverage by 3x the monthly sales target.
• Establish and nurture strategic partnerships to facilitate business growth.

Requirements:

• Bachelor’s degree in Business, Sales, Marketing, or a related field (Master's degree preferred).
• 5+ years of experience in business development, branch management, or B2B sales, ideally within telematics, technology, SaaS, or similar industries.
• Proven track record of achieving sales targets, managing teams, and driving profitability in a branch or regional setting.
• Strong leadership, communication, and negotiation skills.
• Familiarity with CRM systems and pipeline management.
• Ability to analyse market trends, sales data, and customer needs to identify growth opportunities.
• Strong understanding of solution-based sales, particularly in fleet management, vehicle tracking, and SaaS solutions.
• Ability to manage both operational and sales functions simultaneously with a focus on delivering results.

Key Skills:

• Sales Leadership & Team Management
• Strategic Thinking & Market Analysis
• Negotiation & Closing Skills
• Client Relationship Management
• Operational & Financial Acumen
• CRM & Sales Pipeline Management
• Communication & Reporting