Business Development Manager

Scan Rf; South Africa; On-site; ZAR 900,000 - 1,500,000; Full time

Job summary

SCAN RF is seeking a seasoned Sales Professional to drive new business opportunities in mining, manufacturing, logistics, distribution and public safety sectors. You will manage Wireless and Digital communication systems sales, engage C-level stakeholders, and coordinate ICT proposals and tenders.

Ideal candidates have 10+ years in B2B ICT/ connectivity sales, strong IT/OT convergence knowledge, and proven ability to close complex deals with large industrial clients.

Qualifications

• Proven track record in selling complex ICT or connectivity solutions to large enterprises.
• Experience with IT/OT convergence and digital transformation in industrial sectors.
• Familiar with CRM tools and digital prospecting platforms (e.g. LinkedIn, Salesforce).

Responsibilities

• Identify and pursue new business opportunities aligned with strategic growth objectives.
• Develop and execute strategic account plans to penetrate target markets.
• Engage C-level and technical stakeholders to understand challenges and position value.
• Collaborate with pre-sales, engineering, and delivery teams on tailored solutions.
• Maintain a robust pipeline and consistently meet sales targets.

Skills

B2B sales

Stakeholder engagement

Negotiation

Independent work

Team collaboration

Education

Grade 12 certificate

Sales certificates

IT/OT Certifications

Tools

Salesforce

LinkedIn Sales Navigator

CRM tools

Job description

A Sales Professional with a Solutionist Thinking Approach to drive new Business Opportunities within Mining, Manufacturing, Logistics, Distribution and Public Safety Sectors. Managing the sale of Wireless and Digital communication systems and services to existing clients and identifying further sales opportunities within these accounts. Building relationships with new accounts and within new verticals, managing customer satisfaction and retention, and coordinating the preparation and presentation of ICT sales proposals and tenders.

Role reporting

A typical day may include

• Identify and pursue new business opportunities aligned with SCAN RF Projects strategic growth objectives by driving the Critical Connectivity Solutions Portfolio of Products and Services that have been designed to support the successful implementation of the IT/OT Convergence Strategic Outcomes that has driven the need for the Digitalization of Industrial Process driven Industries.
• Develop and execute strategic account plans to penetrate target markets.
• Engage C-level and technical stakeholders to understand business challenges and position SCAN RF’s value proposition.
• Collaborate with pre-sales, engineering, and delivery teams to craft tailored connectivity and digital transformation solutions.
• Maintain a robust pipeline and consistently meet or exceed sales targets.
• Represent SCAN RF Projects at industry events, conferences, and client engagements.
• Provide market intelligence and feedback to refine offerings and strategy.
• Follow company processes and policies to register opportunities in Salesforce and in SharePoint structure
• Regular visits to customers (local and abroad) as and when required.
• Do Customer quotations on Salesforce CPQ and Updating Salesforce CRM continuously for accurate reports drawn by Sales Manager on a weekly basis.
• Actively focussing on Key Client relationships for continued regular project work in a professional and prompt manner.
• Improving on Proposal and Quotation turnaround times, while actively communicating any delays directly with the client.
• Striving to continually improve on the solutions offered to the company’s clients and “cross selling” as many additional iOCO services as possible to increase overall project value and annuity-based incomes.
• Ensuring a successful handover of all projects works to the Operations Department with all supporting supplier and vendor documentation.
• Participating in regular feedback meetings regarding projects and work in progress meetings, both key site meetings, and office-based meetings.
• Actively driving project claims, progress invoices and overall project closure with the Project Team.
• Negotiating deposit payment terms, including special attention to upfront payments for high-risk clients and once off purchases.
• Performing additional work outputs related to the role.

Qualifications we look for

Essential Qualifications:

• Grade 12 certificate or equivalent
• Sales Certificates or Deep Understanding of selling LAN/WAN Solutions, Wireless Networks, SCADA, Telemetry, Rajant Kinetic Mesh, Industrial Automation & Operational Technology (OT) Solutions advantageous.
• Digital Two-Way Radio Solutions and Mission Critical Infrastructure Sales Certifications or Understanding beneficial but up-skilling for the successful candidate is a requirement.
• Sales experience in the IT and Wireless and Digital communications area.
• Familiar with CRM tools and digital prospecting platforms (e.g. LinkedIn, Sales Navigator, Salesforce)
• Awareness of trends like Industry 4.0, Edge Computing and Industrial IoT (IIoT)

Preferred Qualifications:

• Sales Certificate or equivalent
• Knowledge of the Industrial business sector
• Familiar with Digital Mission Critical Two-Way Radio Solutions is beneficial

Experience we look for

• 10+ years in B2B sales, preferably in ICT, industrial automation, or connectivity solutions.
• Proven track record in selling complex solutions to large enterprise or industrial clients.
• Strong understanding both IT and OT Technology, LAN/WAN Industrial Communications Infrastructure.
• In-Depth Technical Understanding of IT/OT Convergence and IT/OT Cybersecurity Solutions is a required to succeed in this role.
• Solutions Sales driving the adoption of Digital Transformation within Mining, Plant Automation, Manufacturing Automotive, Logistics & Warehouse Distribution, Food & Bev Sector, Supply Chain or Heavy Industry and an ability to solve complex problems within critical environments using your technical knowledge, training and solutions sales approach to solving business problems rather than selling products makes You the Ideal Candidate.
• Product Knowledge of Telemetry, IoT, IIoT, SCADA/PLC’s or Industrial Wi-Fi and Operational Communications Technologies. The successful candidate must become an OEM Certified Mission Critical & Operational Critical Digital Converged Communications Solution Specialist. Using IT/OT Converged Architecture and Mission Critical Communications Infrastructure, Voice, Video & Data Collaboration, IT/OT Networks Alerts, Mission Critical and Operational Critical Communications availability, Data Bandwidth Availability & Uptime Standards.
• Mission Critical Dual Mode Smart Devices, DMR, TETRA Communications Infrastructure for Mission Critical & Operational Critical Communications which include both Public & Private Sector End User Customers.
• Edge Devices, Digital CCTV Video Infrastructure, AI Monitoring, Access Control and Body-Worn Cameras form part of the Solutions Sales Approach with IT/OT Converged Networks, An Understanding of this industry is beneficial but not critical to your success.
• Excellent communication, negotiation, and stakeholder engagement skills.
• Ability to work independently and collaboratively in a fast-paced environment.