Business Development / Account Manager

Reports To: Head of Commercial
Primary Purpose: Generate new business, upsell/cross-sell to existing clients, conduct demos, handle client engagement, and manage sales administration.

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• Build and nurture strategic partnerships that enhance brand visibility and support revenue growth.
  
• Explore collaborations that strengthen Infolytics’ positioning in key markets.
  

• 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.
  

• Conduct research on industry trends, market conditions, and competitor activity.
  
• Use insights to inform sales strategy, positioning, and client engagements.
  

• 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.
  

• Ability to design, lead, and execute initiatives that drive measurable revenue and market expansion.
  
• Strong commercial acumen with a results-driven mindset.
  

• Skilled at identifying, qualifying, and converting high-value opportunities (target average deal size R85k+).
  
• Strong negotiation, pitching, and closing capabilities.
  

• Deep ability to understand client business requirements.
  
• Aligns Zoho solutions to client needs with clarity and confidence.
  

• 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.
  

• Maintains a clean, accurate, and fully updated CRM database.
  
• Ensures structured pipeline management, correct forecasting, and consistent follow-ups.
  

• Strong capability to analyze sales metrics, dashboards, and performance trends.
  
• Prepares proposals, reports, and insights that support data-driven decision-making.
  
  

• Builds strong rapport with diverse client stakeholders and internal teams.
  
• Maintains long-term client satisfaction and retention.
  

• Thrives in a dynamic, fast-paced environment with shifting priorities.
  
• Proactively resolves challenges and identifies opportunities.
  
• Demonstrates professionalism, ethics, and high accountability.
  

• Ensures accuracy in CRM entries, proposals, documentation, and client communications.
  
• Delivers consistently high-quality work with minimal oversight.
  

• 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.
  

• 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.