BUSINESS DEVELOPMENT CONSULTANT

Micros South Africa (Pty) Ltd.; Johannesburg; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

Adapt IT is seeking a Business Development Consultant to identify, develop, and secure new opportunities across hospitality, restaurant, leisure, and retail sectors in South Africa and beyond. You will promote Adapt IT’s hospitality technology solutions, including OPERA PMS, Restaurant POS, and ERP offerings, while managing full sales lifecycles from lead generation to handover to implementation teams.

You will build trusted advisor relationships with hotel groups, operators, and franchisors,

Qualifications

• Bachelor’s degree in business management, Marketing, Sales, Information Technology, Hospitality Management, or related field.
• Sales or Business Development certifications.
• Oracle NetSuite, Opera PMS, Hospitality Technology, or ERP-related certifications would be advantageous.

Responsibilities

• Identify, qualify, and pursue new business opportunities within hospitality, restaurant, leisure, and retail sectors.
• Generate and convert qualified leads through networking, industry events, referrals, digital channels, and direct prospecting activities.
• Develop and execute specific sales plans to achieve revenue and profitability targets.
• Drive new licenses, subscription, support, and professional services sales across all product portfolios.
• Identify opportunities for cross-selling and upselling within existing client accounts.
• Establish relationships with executive decision-makers, owners, operators, and franchisors.
• Conduct market research to identify emerging trends, expansion opportunities, and competitive positioning.
• Identify and develop business opportunities across South Africa, Sub-Saharan Africa, Mauritius, and international markets.

Skills

Enterprise software sales

Consultative selling

Account management

Sales forecasting

Executive communication

Education

Bachelor’s degree in business management

Sales or Business Development certifications

Oracle NetSuite/Opera PMS ERP certifications advantageous

Tools

Oracle NetSuite

Opera PMS

Hospitality ERP knowledge

Job description

The Business Development Consultant is responsible for identifying, developing, and securing new
business opportunities within hospitality, restaurant, leisure, and retail sectors. The role focuses on
driving revenue growth through the successful promotion and sale of Adapt IT’s hospitality technology
solutions, including Hotel Opera Property Management Systems (PMS), Restaurant Point of Sale (POS)
systems, ResRequest, Cashbases, SpaGuru, and Oracle NetSuite ERP solutions.

The incumbent will develop relationships with hotel groups, restaurant chains, resorts, lodges,
hospitality operators, and franchise businesses across South Africa, Africa, Mauritius, and other
international markets. The role is responsible for managing the full sales lifecycle from lead generation
and solution positioning to contract negotiation and successful handover to implementation teams.

The Business Development Consultant will serve as a trusted advisor to prospective clients by
understanding operational challenges and delivering technology solutions that enhance customer
experience, operational efficiency, revenue optimization, reporting capability, and business growth.

PRIMARY RESPONSIBILITIES

Business Development and Revenue Growth

• Identify, qualify, and pursue new business opportunities within the hospitality, restaurant,
  leisure, and retail sectors.
• Generate and convert qualified leads through networking, industry events, referrals, digital
  channels, and direct prospecting activities.
• Develop and execute specific sales plans to achieve revenue and profitability targets.
• Drive new licenses, subscription, support, and professional services sales across all product
  portfolios.
• Identify opportunities for cross-selling and upselling within existing client accounts.
• Establish relationships with executive decision-makers, owners, operators, and franchisors.
• Conduct market research to identify emerging trends, expansion opportunities, and
  competitive positioning.
• Identify and develop business opportunities across South Africa, Sub-Saharan Africa,
  Mauritius, and international markets.

Drive revenue by securing new clients for Hospitality Solutions, Restaurant and Retail Solutions, and all business solutions in the RS group

Assist the Business in Strategic Business Growth and Solution Portfolio Expansion

• Assist the business development consultant and the business lead to drive market penetration
  and revenue growth by securing new hospitality clients for the Oracle Hospitality OPERA
  Property Management System (PMS) across South Africa, Africa, Mauritius, and international
  markets.
• Assist in the expansion of organization’s footprint within the hospitality sector by identifying
  and converting new business opportunities for the ResRequest Reservation and Property
  Management Solution.
• Assist in acceleration of growth within the wellness and leisure market by intentionally
  positioning and securing new customers for the SpaGuru Spa and Wellness Management
  Platform.
• Assisting in establishing Oracle NetSuite as the preferred enterprise business management
  solution within the hospitality sector by acquiring new clients and expanding market share for
  Oracle NetSuite ERP for Hospitality.
• Assist and drive the adoption of innovative digital restaurant technologies by securing new
  business opportunities for Restaurant Point of Sale (POS) Solutions across independent
  operators, franchise groups, and multi-site restaurant businesses.
• Expand revenue streams and strengthen market presence through the acquisition of new
  clients for Cashbases Payment, Cash Management, and Business Automation Solutions.
• Assist in leading enterprise solution sales initiatives by securing new customers for Oracle NetSuite ERP for Restaurant and Multi-Unit Operations, enabling operational excellence and scalable business growth.

Customer Relationship Management

• Establish and maintain strong relationships with current and prospective clients.
• Develop long-term deliberate partnerships with hotel groups, restaurant operators, property owners, and hospitality associations.
• Act as the key point of contact during the sales cycle.
• Ensure a high level of customer satisfaction throughout the engagement process.
• Manage executive-level stakeholder relationships and customer expectations.
• Conduct regular client engagement activities to identify future growth opportunities.
• Maintain accurate sales pipelines and opportunity forecasts using the company’s CRM platform.
• Track and manage opportunities through all stages of the sales process.
• Achieve monthly, quarterly, and annual sales targets.
• Prepare sales reports, forecasts, and pipeline reviews for management.
• Monitor competitor activities and market developments.
• Ensure opportunities are appropriately qualified and prioritized.

Participate in Contract Negotiation and Commercial Management

• Assist and partner in the development of commercial proposals and pricing plans.
• Participate and Lead contract negotiations.
• Participate and manage commercial discussions related to software licensing, implementation
• services, support agreements, and subscription models.
• Ensure contracts align with company governance and commercial standards.
• Collaborate with legal and finance teams to finalize customer agreements.

Engage and participate in the Market Expansion

• Identify and develop new vertical markets and geographic territories.
• Participate and assist in the establishing partnerships with industry associations, technology partners, and channel resellers.
• Participate in trade shows, exhibitions, conferences, and networking events.
• Represent Adapt IT at hospitality and technology industry events.
• Support marketing initiatives aimed at increasing product awareness and brand visibility.

Teamwork and Collaboration

• Work closely with Sales, Marketing, Product, Operations, and Professional Services teams.
• Collaborate with implementation teams to ensure smooth project handovers.
• Share market intelligence and customer insights with internal stakeholders.
• Contribute to product development discussions based on customer and market feedback

EDUCATION & QUALIFICATIONS

• Bachelor’s degree in business management, Marketing, Sales, Information Technology, Hospitality Management, or related field.
• Sales or Business Development certifications.
• Oracle NetSuite, Opera PMS, Hospitality Technology, or ERP-related certifications would be advantageous.

ATTRIBUTES

• Results-driven and commercially focused.
• High degree of professionalism and integrity.
• Self‑motivated and capable of working independently.
• Customer‑centric mindset.
• Strong relationship builder.
• Entrepreneurial and innovative thinker.
• Good mindset with strong business acumen.
• Adaptable and flexible in a changing business environment.
• Willing and able to travel extensively locally and internationally.

DESIRED SKILLS, KNOWLEDGE AND COMPETENCIES

• Enterprise software sales expertise.
• Consultative and solution-selling skills.
• Account management.
• Sales forecasting and pipeline management.
• Executive-level communication skills.
• Relationship-building capabilities.
• Negotiation and influencing skills.
• Presentation and facilitation skills.
• Networking and stakeholder management.
• Strong commercial and financial acumen.
• Analytical and critical thinking skills.
• Market research and trend analysis.
• Proposal writing and commercial modelling.

RELEVANT EXPERIENCE

• Minimum 5 years’ experience in Business consulting and development, Solution Sales, or Enterprise Software Sales.
• Proven track record of selling hospitality technology, restaurant technology, ERP, SaaS, or related business solutions.
• Experience engaging with C‑Suite executives, business owners, and senior decision-makers.
• Experience in multi-country sales environments across Africa, Mauritius, or international markets.
• Demonstrated success in achieving and exceeding sales targets.
• Hospitality, restaurant, ERP, or technology industry experience will be a distinct advantage.
• Hospitality industry operations.
• Restaurant and food service operations.
• Hotel and leisure management environments.
• Knowledge of African hospitality markets is advantageous.