Business Development Manager

ABC Worldwide; Cape Town; Hybrid; ZAR 600 000 - 800 000; Full time

Job summary

A global travel company is seeking a Business Development Manager – B2B to drive growth within the luxury safari and experiential travel sector in Cape Town. The role involves identifying new accounts, managing partnerships, and executing strategic sales initiatives to increase market share. Ideal candidates will have a proven track record in business development and strong communication skills. This position offers a hybrid work model.

Qualifications

• Proven track record in developing new business and managing accounts.
• Ability to analyse market trends and competitor activities.
• Strong communication and presentation skills.

Responsibilities

• Identify and engage new trade partners and clients.
• Drive performance through tailored account strategies.
• Manage the sales funnel from lead generation to conversion.
• Collaborate with internal teams for product development.
• Represent the company at trade shows and networking events.
• Monitor and report on performance against sales targets.

Skills

Strategic Growth & Market Expansion

Account Management

Sales Execution

Collaboration

Brand Representation

Reporting

Job description

Job Title: Business Development Manager – B2B

Department: Trade Sales

Reports To: Head of Sales

Location: Cape Town, South Africa (Hybrid)

Purpose of the Role

The Business Development Manager (BDM) plays a critical role in identifying and unlocking new growth opportunities within the luxury safari and experiential travel sector. This includes the acquisition of new accounts, proactive management of underdeveloped or dormant partners, and the design and execution of strategic sales initiatives to grow market share. The role directly contributes to driving occupancy and revenue across the portfolio while maintaining high standards in every interaction.

Key Responsibilities

• Strategic Growth & Market Expansion
  Identify and engage new trade partners, corporate channels, and high-value direct clients across domestic and international markets.
  Analyse market trends, competitor activity, and booking behaviours to uncover new opportunities.
• Account Management (New & Underdeveloped Accounts)
  Drive performance through tailored account strategies for newly acquired and underperforming accounts.
  Conduct regular reviews, set joint targets, and support partners with training, product knowledge, and marketing assets.
• Sales Execution & Pipeline Management
  Manage the full sales funnel from lead generation to conversion.
  Maintain an accurate CRM pipeline, logging key milestones, activities, and outcomes.
• Collaboration & Product Development
  Work with internal stakeholders (Marketing, Operations, Reservations) to develop and refine products based on client feedback and market demand.
  Support delivery of familiarisation trips, training webinars, and in-market activations.
• Brand Representation & Trade Engagement
  Represent the company at key trade shows, networking events, roadshows, and partner activations.
  Champion the brand through professional, passionate, and consistent representation.
• Reporting
  Monitor and report on performance against sales targets, account growth, and ROI from initiatives.

Key Performance Indicators (KPIs)

• New Business Development - Number of new accounts acquired, qualified leads converted, and revenue contribution.
• Sales Target Achievement - Attainment of quarterly and annual revenue and bed night targets.
• Account Management - Growth of underdeveloped accounts, % increase in conversion and engagement.
• Pipeline & CRM Hygiene - Timely, accurate logging of activity and updates on CRM.
• Trade Engagement Number - of trade touchpoints (meetings, training, events) and quality of engagement.
• Cross-functional Collaboration - Contribution to product development, marketing alignment, and training delivery.
• Brand Alignment - Demonstrates brand values, proactive communication, and high-quality client service.