Business Development / Account Manager

Reports To: Head of CommercialPrimary Purpose: Generate new business, upsell/cross-sell to existing clients, conduct demos, handle client engagement, and manage sales administration.KEY RESPONSIBILITIESa) Sales and Lead Generation Identify, research, and prospect potential B2B clients. Conduct outreach (calls, emails, networking) and secure product demos Manage leads through the full sales pipeline, from qualification to successful deal closure.Develop and maintain a strong pipeline of high-value opportunities. b) Upselling and Cross-selling Identify opportunities to expand services and solutions within existing client accounts. Collaborate with marketing and implementation teams to support tailored proposals and solution recommendations. c) Client Engagement and Relationship Management Serve as the primary point of contact for client needs, queries, and feedback. Build and sustain strong, long-term client relationships that support retention and growth. Ensure a high level of customer satisfaction through proactive communication and service excellence. d) Sales Administration and CRM Management Maintain a clean, accurate, and up-to-date CRM leads, deals, activities, and communications properly logged. Track and report on sales metrics, pipeline progress, and key performance indicators. Ensure disciplined follow-ups and timely movement of deals through the pipeline. e) Requirements Gathering and Solution Alignment Engage clients to understand their business needs, challenges, and objectives. Translate client requirements into clear inputs for technical and implementation teams. Demonstrate relevant Zoho features based on client requirements, ensuring solution fit and value alignment. f) Market Expansion and Opportunity Identification Identify new markets, sectors, and customer segments aligned with the company’s strategic priorities. Pursue new business opportunities that support long-term growth and revenue diversification. g) Strategic Sales Planning Collaborate with senior management to develop, refine, and execute business development strategies. Contribute insights on market trends, competitive positioning, and growth opportunities. h) Proposal and Presentation Development Lead the creation of proposals, quotations, business cases, and presentations tailored to client needs. Ensure proposals are clear, value-driven, and aligned to client requirements and budgets. i) Partnership and Channel Development Build and nurture strategic partnerships that enhance brand visibility and support revenue growth. Explore collaborations that strengthen Infolytics’ positioning in key markets. j) Revenue Growth and Performance Delivery Drive revenue targets through structured sales activities, value-based selling, and consistent deal progression. Ensure achievement of quarterly and annual sales KPIs, including new revenue and upsell targets. k) Market and Competitive Intelligence Conduct research on industry trends, market conditions, and competitor activity. Use insights to inform sales strategy, positioning, and client engagements. RequirementsKEY PERFORMANCE INDICATORS (KPAs) Strategic Growth: Execution of business development strategies that result in measurable expansion and revenue generation. High-Value Deal Acquisition and Closure: Ability to identify, prospect, negotiate, and close deals (target average deal size of R85k or more). Client Relationship Management: Maintain strong client engagement, high satisfaction, and long-term retention. Operational Excellence: Timely, accurate, and effective execution of all business development activities, including client engagement, follow-ups, and administrative tasks. Pipeline Management and Sales Discipline: Maintain a healthy, accurate, and well-structured sales pipeline, ensuring leads progress through each stage with timely follow-ups, correct forecasting, and proper qualification. CRM Data and Pipeline Integrity: Maintain a clean, up-to-date, and accurate CRM database, ensuring proper tracking of leads, deals, activities, and sales stages. Sales Reporting and Analysis: Develop proposals, analyze sales metrics and dashboards, and present insights to management to support data-driven decisions. Core Competencies, Behaviors and Attributes a) Strategic Business Development and Growth Execution Ability to design, lead, and execute initiatives that drive measurable revenue and market expansion. Strong commercial acumen with a results-driven mindset. b) High-Value Deal Prospecting, Negotiation and Closing Skilled at identifying, qualifying, and converting high-value opportunities (target average deal size R85k+). Strong negotiation, pitching, and closing capabilities. c) Client Needs Analysis and Consultative Selling Deep ability to understand client business requirements. Aligns Zoho solutions to client needs with clarity and confidence. d) Zoho Systems Proficiency and Rapid Learning Quickly grasps Zoho features and modules and knows when to showcase relevant capabilities during demos. Able to position Zoho as a value-driven solution in various client scenarios. e) Pipeline Discipline and CRM Data Integrity Maintains a clean, accurate, and fully updated CRM database. Ensures structured pipeline management, correct forecasting, and consistent follow-ups. f) Analytical Thinking and Sales Reporting Strong capability to analyze sales metrics, dashboards, and performance trends. Prepares proposals, reports, and insights that support data-driven decision-making. g) Relationship Building and Stakeholder Management Builds strong rapport with diverse client stakeholders and internal teams. Maintains long-term client satisfaction and retention. h) Adaptability, Problem-Solving and Professional Integrity Thrives in a dynamic, fast-paced environment with shifting priorities. Proactively resolves challenges and identifies opportunities. Demonstrates professionalism, ethics, and high accountability. i) Attention to Detail and Operational Excellence Ensures accuracy in CRM entries, proposals, documentation, and client communications. Delivers consistently high-quality work with minimal oversight. Qualifications and Experience: Bachelor’s degree in Business Administration, Commerce, Business Management, Marketing, Law, Social Sciences, International Relations, or a related field (Honours or Masters advantageous but not required). Minimum 4–5 years of proven experience in B2B Sales or Business Development, preferably within technology, SaaS, consulting, or professional services environments. Demonstrated track record of meeting and exceeding sales targets, particularly in acquiring and closing high-value deals. Experience in prospecting, presenting, negotiating, and closing B2B opportunities end-to-end. Strong understanding of market dynamics, customer needs, and competitive landscapes, including identifying new market opportunities. Ability to understand and align business requirements to software solutions (CRM or SaaS experience advantageous). Experience conducting demos, proposals, and solution presentations to senior stakeholders is beneficial. Familiarity with CRM systems (Zoho preferred but not mandatory) and disciplined sales documentation practices. BenefitsWhy Join Us? Entrepreneurial, collaborative, and innovative work culture. Be part of a purpose-driven organization that makes a meaningful impact in and on society. Opportunity to shape the company’s growth trajectory and influence strategic decisions. Only candidates with valid legal documentation to work in South Africa will be considered for roles at Infolytics.