Commercial Business Development Manager

About

The Commercial Business Development Manager will drive strategic growth across bulk commodities and industrial logistics markets in South Africa. The incumbent will act as the first point of contact for new potential clients seeking information on products and services. Responds to tenders and develops sales in new sales territories. Meet targets by securing new business clients.

Duties & Responsibilities

• Identify and secure long-term and short-term bulk logistics contracts
• Structure commercially viable proposals and multi-year agreements
• Develop and execute strategic business development plans
• Maintain and strengthen relationships with mining houses, traders, industrial clients
• Lead negotiations for SLAs, pricing structures, and commercial terms
• Monitor commodity flows, competitor activity, and market dynamics
• Collaborate with operations and logistics teams
• Research and collate market reports
• Management of MDS system
• Provide expertise in assessing the gap between the current state and desired future direction and established effective ways for closing the gap in own area of accountability
• Provide advice and support in the analysis, development and implementation of best practice in area of specialisation
• Obtain, analyse and report on business performance and identify initiatives that will improve business results
• Provide value added practice improvements, initiatives and services to deliver on organisational objectives
• Drive and participate in forums that positively contribute to functional knowledge improvement
• Own and live up to the company values
• Provide advice to prevent and reduce financial wastage in the relevant business area
• Obtain and analyse client related information to identify practice optimisation initiatives
• Provide advice and give input to the service delivery excellence practice optimisation
• Lead generation by identifying new markets, clients, industry opportunities, market trends in conjunction with the group business development strategy, scouting and identifying tender opportunities
• Analyse data to determine volumes throughput and the required network infrastructure for new business opportunities
• Build a sustainable business case for logistics solutions using available software and BI tools
• Determine feasibility of actual opportunities with reference to the value, profitability, capital investment and the impact on business
• Manage and implement a sales process to achieve annual targets
• Complete tender responses or requests for proposal as well as submission of documentation
• Ensure that all queries are handled efficiently and effectively
• Manage and maintain current contract renewals and RFP or RFQ schedules
• Update and maintain annual escalation schedules with existing clients
• Manage escalation formulas and indices to ensure yearly reviews of rate negotiations and comparing financial performance versus budgets
• Identify and manage CI projects within the existing client base and identify principles of best practices and implementation of case studies where and if applicable
• Identify areas where the organisation can add value to the client by using knowledge and understanding of the clients business
• Develop relationships with new and potential clients to continue to build business opportunities
• Build trust and cooperation at all levels within the client organisation
• Benchmark services and processes against global best practices
• Conduct risk assessments to identify threats to the current business processes and Services
• Identify new innovative processes and procedures that will provide a competitive advantage
• Develop and maintain relationships with relevant stakeholders that contributes to a culture of customer service excellence
• Formulate strategies in conjunction with the client and associated operating companies to meet specific client needs

Desired Experience & Qualification

The role is accountable for driving the growth and commercial performance of the bulk commodities portfolio across the Sub‑Saharan Africa region. This includes identifying and securing new market opportunities, expanding share of wallet with existing customers, and deepening penetration into key sectors. A critical focus of the role is increasing contract volumes through the negotiation and execution of long‑term supply agreements that ensure sustained revenue streams and improved market stability.

• 5-7 years BD/commercial experience in bulk commodities/mining/logistics.
• Proven success in acquiring multi-year bulk handling contracts.
• Established industry relationships.
• Bachelor’s degree in commerce, Supply Chain, Logistics, or Industrial Engineer

Competencies

• Strong commercial acumen.
• Excellent relationship-building capabilities.
• Market research and analytical skills.
• Strong communication and negotiation skills.

Personal Attributes

• Self-driven and strategic.
• Strong networking capabilities.