Head of Business Development

Purpose:

A customer experience and outsourced business services organisation is seeking a Head of Business Development to build and grow a new small-to-medium business segment, develop international client relationships, originate and close new business opportunities, and build and develop a business development team. The role focuses on expanding the international client base through direct sales, subcontracting and broker channels, with a target of 2,000 seats across 50 clients

Key Job Outputs:

• Personally originate, lead and close new business opportunities while building and developing a business development team
• Build and grow a new small-to-medium business segment, targeting clients with approximately 20–30 seats
• Develop and expand the client base through direct sales, subcontracting and broker channels
• Develop relationships with international clients, particularly in the United States and United Kingdom
• Build relationships with BPO operators, brokers, aggregators and direct enterprise buyers
• Manage new business opportunities from initial engagement through qualification, proposals, RFPs, pricing and contract negotiations
• Develop and maintain a strong sales pipeline and implement effective forecasting and reporting processes
• Establish and strengthen the sales process, including CRM management and pipeline stages
• Lead, coach and develop the business development team to improve productivity and achieve sales targets
• Develop and implement strategies to generate new business and expand the international client base
• Build and maintain strong client relationships to support long-term partnerships and business growth
• Identify opportunities to grow existing accounts through additional services and expansion of client teams
• Work with executive leadership on commercial strategy, pricing, deal structures and business development opportunities
• Contribute to management committee decisions regarding growth, capacity and resourcing
• Communicate the value of outsourced services in terms of improved customer experience and cost efficiency
• Represent the organisation in engagements with senior operations, procurement, finance and customer experience stakeholders
• Travel internationally to support business development activities and client relationships as required

Core Competencies:

• New business development and sales leadership
• International business development
• B2B sales and client acquisition
• Strategic planning and commercial judgement
• Pipeline development and sales forecasting
• Sales process development and CRM management
• Team leadership, coaching and development
• Relationship building and stakeholder management
• Negotiation and deal closing
• RFP and proposal management
• Pricing and commercial deal structuring
• Executive-level communication and presentation skills
• Results orientation and strong work ethic
• Ability to work independently in a hands-on leadership role

Experience:

• Minimum 8 years of B2B sales experience, with a proven track record of carrying and exceeding new-business targets
• Experience leading a business development, sales development representative (SDR) or appointment-setting team and improving its productivity
• Experience managing formal RFPs and long sales cycles involving procurement, operations and finance stakeholders
• Experience building and scaling sales processes, CRM systems, pipeline stages and sales forecasting
• International business development experience
• Coaching or team-development experience

Advantageous Experience:

• Experience selling outsourced services such as BPO, contact centre, customer experience (CX) or shared services
• Proven track record of closing deals with United States or United Kingdom clients
• Existing relationships with United Kingdom or United States BPO operators, brokers or sourcing advisors
• Experience selling into financial services, healthcare, telecommunications or e-commerce operations teams
• Experience positioning South Africa as an offshore destination
• Experience growing accounts through a land-and-expand approach, from pilot teams to larger operations
• Exposure to management committee or board-level reporting

Additional Requirements:

• Must be based in Johannesburg
• Must be willing to work full-time from the office; this is not a remote or hybrid role
• Must be willing to travel to the United States and United Kingdom

Salary: Market related

Should you not hear from us within 2 weeks, kindly consider your application as unsuccessful.

All personal information received will be processed in accordance with The Protection of Personal Information Act No. 4 OF 2013