Role Purpose

The Specialist: Business Development is responsible for achieving individual sales targets while contributing to the overall financial objectives of the organisation.

The role focuses on driving business development initiatives, identifying and securing new business opportunities, and building long-term client relationships. The incumbent will position themselves as a trusted advisor within client environments, while supporting strategic growth through market expansion, stakeholder engagement, and effective sales execution.

Key Responsibilities

Key Account Management

Drive growth within existing client accounts through strategic relationship management and opportunity identification.

• Build and maintain strong relationships with internal stakeholders involved in client engagement and delivery.
• Develop and implement integrated account plans for key clients.
• Identify cross-selling and up-selling opportunities across the full product and service offering.
• Understand client organisational structures and engage with stakeholders at multiple levels.
• Manage the full sales lifecycle from opportunity identification through to closure and invoicing.
• Provide a consolidated and strategic view of account activity to relevant internal stakeholders.

New Business Development

Identify and secure new business opportunities to expand market share.

• Conduct ongoing market research to understand customer needs, industry trends, and competitor activity.
• Develop and implement sales growth strategies and response tactics.
• Generate leads through networking, internal collaboration, and industry engagement.
• Conduct presentations and engage potential clients throughout the full sales cycle.

Marketing & Brand Representation

Support marketing initiatives and enhance brand visibility.

• Participate in marketing campaigns and initiatives where required.
• Identify and escalate potential PR and marketing opportunities.
• Represent the organisation at industry events and networking platforms.
• Drive client participation and engagement at relevant events.

Sales Administration & Reporting

Ensure accurate reporting, documentation, and sales process management.

• Maintain accurate and up-to-date records on CRM systems (e.g. HubSpot).
• Prepare and deliver tailored sales presentations to stakeholders.
• Compile proposals, tenders, RFQs, and RFPs in line with company standards.
• Liaise with internal stakeholders to gather required information for proposals.
• Provide input into Statements of Work where required.
• Follow up on purchase orders, invoicing, and related documentation.
• Develop and present account plans, forecasts, and performance reports.
• Participate in weekly, monthly, and quarterly sales reviews.
• Support and mentor technical teams in the sales process.

Self-Development & Learning

Drive continuous professional and product knowledge development.

• Complete all required product certifications and training.
• Apply and transfer acquired knowledge within the workplace and client engagements.
• Maintain an understanding of organisational structures, processes, and policies.
• Actively pursue ongoing personal and professional development opportunities.

Key Performance Indicators (KPIs)

• Achievement of 100% of direct and reseller sales targets.
• Forecast accuracy within 90% – 100%.
• Sales pipeline growth and conversion rates.
• Revenue growth and new business acquisition.
• Training completion and product knowledge proficiency.
• Compliance with reporting standards, processes, and organisational KPIs.