Commercial and Business Development Lead

Reflex Solutions; Johannesburg; On-site; ZAR 800,000 - 1,200,000; Full time

Job summary

A leading company in ICT solutions is seeking a Commercial and Business Development Lead to drive the success of their Carrier Solutions. This role involves strategic development, customer management, and product innovation. The ideal candidate will have extensive experience in telecommunications and a strong ability to foster client relationships. You will work closely with the Commercial and Sales Executive to ensure the growth of the division and deliver high-quality service to clients.

Qualifications

• Minimum 7 years’ experience in telecommunications/ICT.
• Proven ability to build executive-level relationships.

Responsibilities

• Drive commercial success and technical excellence of Carrier Solutions.
• Manage and nurture a portfolio of strategic carrier accounts.
• Lead discovery workshops and prepare tailored proposals.

Skills

Analytical Skills

Communication

Problem Solving

Education

Bachelor’s degree in Business, Marketing, Engineering, ICT

Tools

MS Office

Google Workspace

Job description

About Reflex

Established in 2000 in South Africa, Reflex has evolved from modest origins to become a distinguished provider of Information and Communication Technology (ICT) solutions. We specialise in delivering innovative ICT solutions across various industries, earning a sterling reputation for our excellence in the retail sector and beyond. With a robust network of partnerships, we pride ourselves on our ability to swiftly address the technological needs of our clients.

Our portfolio of ICT solutions spans various industries. ReflexCarrierunderstands what is needed to build, manage, and operate complex backbone networks simply. Our solutions are tailored for Fibre Network Operators (FNO), Internet Service Providers (ISPs), and those looking for comprehensive Managed Connectivity solutions.

On the other hand, ourEnterprise Solutionstake the complexity out of technology, allowing you to focus on what you do best. We provide seamless, high-performance solutions for connectivity, communications, workplace management, cloud, and cybersecurity services.

Together, both divisions reflect our core values of expertise, clarity, and client-centricity. We take pride in being large enough to offer extensive support while remaining small enough to provide personalised service. At Reflex, our clients are at the centre of everything we do, and we’re committed to delivering reliable, jargon-free solutions that drive your success.

About the role

The Commercial and Business Development Lead is a senior, customer‑facing strategist who steers commercial performance and product evolution across Reflex’s carrier portfolio. The role emphasises deep account stewardship, solution innovation, and market‑driven product development, without a primary focus on "net‑new adds". Success is measured through portfolio revenue growth, margin expansion, customer satisfaction, and delivery excellence.

Purpose of the Role:

To drive the commercial success and technical excellence of Reflex's Carrier Solutions. This highly committed individual will be pivotal in market analysis, product development, lifecycle management, and innovation within the carrier product portfolio. The role demands a blend of strategic thinking, technical proficiency, and customer-centricity to support bespoke client needs and contribute to the overall growth of the division. This position will work in very close collaboration with the Commercial and Sales Executive, assisting, supporting, and gradually taking over responsibilities to ensure divisional objectives are met.

Key duties and responsibilities

1. Strategic & Commercial Development

• Analyse macro‑ and micro‑market dynamics conducting thorough market research, identifying trends, opportunities, and competitive landscapes
• Develop business cases, pricing models in conjunction with Executive, and go‑to‑market strategies for new and existing carrier products.
• Present high‑impact recommendations to support capital allocation and post‑implementation ROI and ensure GM are achieved per customer, per product and holistically.
• Formalise, enhance and optimise product‑lifecycle processes, driving continuous innovation and improvement.
• Assist in the commercial development and go-to-market strategies for new and existing carrier products and solutions.
• Contribute to strategic planning for financial targets and milestones.
• Develop and present high-impact business cases to support capital allocation decisions, including strategic recommendations and post-implementation ROI evaluations.
• Analyse potential markets before product launch; responsible for analysing market data to determine the ideal customer for a given product.
• Craft sales playbooks using available data and sales expertise, and identify competitive differentiators.
• Drive innovation within the existing product sets and explore new technological advancements relevant to the carrier market.
• Compile comprehensive reports and presentations for board-level and executive management, contributing to data-driven decision-making.

2. Customer & Account Leadership

• Manage and nurture a portfolio of strategic carrier accounts, acting as a trusted advisor and fostering long-term relationships.
• Craft joint business plans, conduct quarterly reviews, and ensure SLA compliance and customer satisfaction.
• Leverage market and customer insights to enhance engagement, loyalty, and wallet‑share growth.
• Maintain an accurate sales funnel for assigned accounts and contribute data to divisional forecasts including hardware, stock forecast and planning in conjunction with the Executive.
• Stay informed on competitors, their pricing strategies, strengths, and weaknesses and obtain market insights across the market, compile into reports to assist in strategic decision making, driving product innovation and output.
• Utilise market insights to enhance client engagement and loyalty.
• Maintain an updated sales funnel for assigned accounts and participate in sales reviews.
• Analyse data to influence strategic decisions related to key accounts.
• Ensure profitable sales and high levels of customer satisfaction for managed accounts.
• Generate business in assigned accounts and actively pursue new opportunities.
• Implement effective sales strategies to ensure customer satisfaction in current accounts in conjunction with the Executive.
  

3. Product & Solution Innovation (Pre‑Sales)

• Act as subject‑matter expert for carrier‑grade services (GPON/XGS‑PON, IP/MPLS, transit, backhaul).
• Lead discovery workshops, high‑level solution designs, and the preparation of tailored proposals and bids.
• Secure internal approval for pricing and commercial terms, ensuring margin objectives are met per customer, per product / service and holistically.
• Design, formalisation, Support and Implement of SOPs, SLAs, and service‑introduction checklists with, Design, Operations and Service teams.
• Assist customers with bespoke technical requests, demonstrating a deep understanding of their requirements.
• Understand and articulate the technical requirements of products and services sold and delivered by Reflex, including Standard Operating Procedures (SOPs), Service Level Agreements (SLAs), hardware (specifically Passive Optical Network - PON), and general carrier networking principles.
• Provide solutions for customers in the ICT sector consuming carrier solutions where applicable and participate with the Carrier team and Executive.
• Act as a subject matter expert for carrier-related products and services.
• Develop tailored proposals and quotes for clients for products, services and stock / hardware.
• Assist in building and completing the systems environment to ease the feasibility and order taking process.
• Secure senior approval for pricing and proposals where necessary.
• Hardware and stock planning in conjunction with the Carrier team and Executive.

4. Collaboration & Operational Support

• Work closely with the Commercial & Sales Executive, providing analysis, reports, and strategic input.
• Partner cross‑functionally with Engineering, Finance, Marketing, and Service Delivery to meet objectives. Own and manage the product development process.
• Mentor junior team members and promote a culture of continuous improvement.
• Represent Reflex at industry forums, customer steering committees, and partner events.
• Work very closely with the Commercial and Sales Executive, providing direct support, assisting with their responsibilities, and preparing to take on aspects of their role.
• Collaborate effectively with support, operational, and resource teams to meet objectives.
• Work with senior management to define strategies and standards.
• Support the formalisation of delivery processes within the division.
• Assist the team in qualifying leads by using a deep understanding of the product offering and customer pain points.
• Establish and maintain relationships with current and new clients through relationship-building strategies.
• Increase business with new clients by creating an understanding of their business outcome requirements.
• Locate and acquire new business clients as required in conjunction with Executive.
• Demonstrate strong industry-related product knowledge.

5. Continuous Learning & Improvement:

• Stay informed on industry trends, best practices, and innovations in carrier solutions and the broader ICT sector.
• Attend relevant training sessions and actively pursue certifications to enhance expertise.
• Utilise CRM tools and other relevant techniques for effective customer and product management.

6. Additional Duties:

• Fulfil any duties assigned by the Commercial and Sales Executive.
• Support overall account management and divisional objectives in conjunction with the Billing and Revenue Assurance Specialist.

Education, Experience and Skills

• Bachelor’s degree in Business, Marketing, Engineering, ICT, or a related discipline
• Minimum 7
  years’ experience in telecommunications/ICT, covering product management, pre-sales, and commercial development of carrier solutions
• Demonstrable expertise in market research, product lifecycle management, and P&L ownership
• Solid understanding of carrier networking technologies (e.g., PON, Ethernet/IP, BNG, SD-WAN) and associated SOPs/SLAs
• Proven ability to build executive-level relationships and negotiate complex commercial agreements
• High-level written and verbal communication, presentation, and stakeholder management skills
• Strong analytical, financial modelling, and problem-solving capabilities
• Proficiency in MS Office / Google Workspace and CRM platforms; familiarity with project management tools (e.g., JIRA, Confluence) is a plus
• Entrepreneurial mindset; able to work independently, manage multiple priorities, and thrive in a fast-paced environment

Other information:

Is there any other specific professional membership or certification that would be advantageous?If yes, please detail.

- ITIL, PRINCE2, PMP, or Agile Product Owner

- MBA

Is there any specific industry experience that will be of benefit or is preferred? If so, please provide details.

-Exposure to ICASA regulatory frameworks and wholesale telecom compliance.

Additional information – please add any additional information that may be relevant here.

- Experience with financial modelling tools and business‑case development methodologies.

-Membership in industry bodies (e.g., ISPA, FTTH Council Africa) advantageous.