Business Development Manager: Key Accounts

Join a market-leading specialist distributor with a 35-year legacy in the South African ICT landscape. This is a high-impact role designed for a commercially astute Business Development Manager to inherit and revitalise a portfolio of established key accounts, including major service providers, resellers, and distributors. This is a permanent, full-time role and is a split between the Gauteng office and active time on the road with your national key accounts. The business is currently disrupting the market by integrating AI-powered quoting and parts intelligence tools, providing you with a unique technical edge to deliver instant, data-backed solutions and secure "first-look" status on all client requirements. Responsibilities Portfolio Growth & Revitalisation: Identify and capture new revenue streams within an existing corporate account base, expanding the footprint into untapped departments. Stakeholder Engagement: Navigate complex organisational structures to build multi-level relationships, moving beyond procurement to engage Technical, Operations, and Executive decision-makers. Solution-Based Selling: Transition customers from product-centric transactions to value-based solutions that solve operational pain points and meet specific Service Level Requirements (SLRs). AI-Driven Sales Execution: Leverage internal AI intelligence systems to provide market-leading response times and high-accuracy technical quoting. Commercial Management: Take full accountability for monthly targets, gross profit margins, cost-to-serve metrics, and conversion ratios. Market Intelligence: Monitor competitor pricing, shelf-space trends, and movements to maintain a dominant market share within your assigned accounts. Strategic Activity: Maintain a high-cadence sales rhythm, ensuring all opportunities and client interactions are managed with transparency and professional discipline. Requirements Experience: 5–10 years of successful B2B sales experience within ICT Distribution, the Technology Channel, MRO, or Industrial Distribution. Track Record: Proven ability to significantly grow revenue and expand market share within an inherited corporate portfolio (Account Mining). Financial Acumen: Deep understanding of GP margins, pricing for value, and the commercial metrics of high-volume distribution. Tech-Forward Mindset: A genuine curiosity for technology and the ability to use digital tools/data to drive commercial negotiations. Attributes: High integrity, professional transparency, and a self-driven "early-to-market" work ethic that aligns with a high-performance culture. Mobility: Based in Gauteng with a valid driver’s license and own reliable vehicle; willingness to travel nationally as required. Benefits Market-Related Base: Negotiable based on experience. Aggressive Commission: Heavily weighted toward growth and new revenue within the portfolio. Allowances: Competitive travel allowance plus petrol reimbursement. Technology: Access to industry-leading AI tools to streamline workflow and increase earning potential.