Business Development Manager - Thorburn Security Solutions

Thorburn Security Solutions (Pty) Ltd; Durban; On-site; ZAR 600 000 - 900 000; Full time

Job summary

A security solutions provider in Durban is seeking a Business Development Manager to drive B2B growth in integrated workplace management solutions. This role involves developing new client relationships, managing existing accounts, and collaborating with teams to enhance sales. The ideal candidate will have a Bachelor's degree and a minimum of 5 years of experience in solution selling within the B2B environment. Knowledge of industry technologies is essential.

Qualifications

• 5+ years of solution selling management experience in B2B.
• Operational experience in services sector preferred.
• Current knowledge of industry technologies required.

Responsibilities

• Prospect and identify new clients in the security sector.
• Build and sustain long-term client relationships.
• Craft and present tailored proposals.

Skills

Leadership

Communication

Problem-Solving

Negotiation

Sales Planning

Education

Bachelor’s degree in a related field

Tools

Salesforce

CRM software

Job description

Business Development Manager – Thorburn Security Solutions

Durban, KwaZulu-Natal, South Africa
Permanent – Permanent

Thorburn Security Solutions seeks an experienced Business Development Manager to drive B2B growth across our integrated workplace management solutions portfolio.

Overview

Reporting to the Sales Director, you will collaborate with functional teams to expand sales volumes, nurture existing client relationships, and unlock new business opportunities across various sectors.

Responsibilities

• New Business Development – Prospect and identify new clients in the security solutions sector through cold calling, networking, and industry events. Build a robust pipeline of opportunities.
• Research and Qualify – Investigate potential clients and decision-makers. Arrange meetings with key stakeholders and executive leaders.
• Proposal Development – Craft and present tailored proposals that address client needs. Work with the pricing team to align solutions.
• Negotiation and Close – Handle objections, negotiate terms, and maintain a professional image to close deals successfully.
• Relationship Management – Build and sustain long‑term client relationships to ensure continued growth and client satisfaction.

Client Retention

• Introduce new products and services, strengthening existing client relationships.
• Collaborate with technical staff and internal teams to meet customer needs and ensure satisfaction.
• Participate in internal and external debriefs to assess and improve service delivery.

Business Development Planning

• Engage in industry events, conferences, and associations to gather market insights.
• Present business trends, identify opportunities for new services, products, and distribution channels to mid and senior management.
• Leverage market and competitor knowledge to develop unique selling propositions and differentiators, driving sales growth.

Management and Research

• Maintain up‑to‑date data in Salesforce and the company CRM with weekly accuracy, tracking activity to achieve sales targets.
• Collaborate with marketing to ensure prerequisites (prequalification, vendor listings) are completed on time.
• Provide training and mentoring to business developers and internal staff, representing the company positively.
• Develop a strong understanding of the company's people, capabilities, and goals to drive performance and growth.

Bid Management

• Prepare bid briefs, review documents, and qualify tender opportunities.
• Manage online tenders and support the bid process.

Track

• Track sales targets and provide research for the sales team.

Skills and Competencies

• Leadership, Communication, Finance Understanding, Marketing, Report Writing, Spreadsheet, Problem‑Solving, Independence, Teamwork, Business Sense, Marketing Principles, Positive Attitude, Negotiation, Initiative, Motivation for Sales, Prospecting, Sales Planning, Customer Needs Identification, Territory Management, Meeting Sales Goals

Qualifications

Bachelor’s degree in a related field preferred. Minimum 5 years of solution selling management experience within a B2B environment. Operational experience in the services sector is a distinct advantage. Preferably experience with major successes in security (physical and manned) and technology solutions. Current knowledge of industry technologies and key role players is required.