Job Description:

Job Title: Business Development Manager – B2B

Department: Trade Sales

Reports To: Head of Sales

Location: Cape Town, South Africa (Hybrid)

Purpose of the Role

The Business Development Manager (BDM) plays a critical role in identifying and unlocking new growth opportunities within the luxury safari and experiential travel sector. This includes the acquisition of new accounts, proactive management of underdeveloped or dormant partners, and the design and execution of strategic sales initiatives to grow market share. The role directly contributes to driving occupancy and revenue across the portfolio while maintaining high standards in every interaction.

Key Responsibilities

1. Strategic Growth & Market Expansion

• Identify and engage new trade partners, corporate channels, and high-value direct clients across domestic and international markets.
• Analyse market trends, competitor activity, and booking behaviours to uncover new opportunities.

2. Account Management (New & Underdeveloped Accounts)

• Drive performance through tailored account strategies for newly acquired and underperforming accounts.
• Conduct regular reviews, set joint targets, and support partners with training, product knowledge, and marketing assets.

3. Sales Execution & Pipeline Management

• Manage the full sales funnel from lead generation to conversion.
• Maintain an accurate CRM pipeline, logging key milestones, activities, and outcomes.

4. Collaboration & Product Development

• Work with internal stakeholders (Marketing, Operations, Reservations) to develop and refine products based on client feedback and market demand.
• Support delivery of familiarisation trips, training webinars, and in-market activations.

5. Brand Representation & Trade Engagement

• Represent the company at key trade shows, networking events, roadshows, and partner activations.
• Champion the brand through professional, passionate, and consistent representation.

6. Reporting

• Monitor and report on performance against sales targets, account growth, and ROI from initiatives.

Key Performance Indicators (KPIs)

KPI Area & High-Level Description

• New Business Development - Number of new accounts acquired, qualified leads converted, and revenue contribution.
• Sales Target Achievement - Attainment of quarterly and annual revenue and bed night targets.
• Account Management - Growth of underdeveloped accounts, % increase in conversion and engagement.
• Pipeline & CRM Hygiene - Timely, accurate logging of activity and updates on CRM.
• Trade Engagement Number - of trade touchpoints (meetings, training, events) and quality of engagement.
• Cross-functional Collaboration - Contribution to product development, marketing alignment, and training delivery.
• Brand Alignment - Demonstrates brand values, proactive communication, and high-quality client service.