About the position
Purpose of the Role
The primary purpose of this role is to identify, develop, and secure new business opportunities within institutional catering, healthcare, retirement living, education, facilities management, hospitality, mining, and corporate dining sectors.
The successful candidate will be responsible for the full sales lifecycle, including prospecting, relationship development, needs analysis, solution consulting, proposal preparation, commercial negotiations, contract closure, and post-sale client transition.
This position requires strong commercial acumen, a consultative approach to selling, and the ability to engage senior stakeholders while positioning technology solutions that address operational challenges and support digital transformation initiatives.
Key Responsibilities
New Business Development
- Develop and execute strategic business development plans to achieve revenue, growth, and market expansion objectives.
- Identify and pursue new business opportunities across South Africa, broader Africa, and selected international markets.
- Build relationships with:
- Contract catering companies
- Facilities management providers
- Healthcare and hospital groups
- Retirement living operators
- Educational institutions
- Mining and industrial catering operations
- Corporate dining providers
- Hospitality groups
- Enterprise organisations requiring catering technology solutions
- Generate qualified opportunities through networking, referrals, industry events, market research, partnerships, and outbound prospecting.
- Establish and maintain a healthy sales pipeline through effective CRM management.
- Identify strategic partnership opportunities that support market growth and expansion.
Consultative Sales & Solution Selling
- Conduct discovery meetings to understand client operations, challenges, commercial objectives, and technology requirements.
- Present tailored software solutions aligned with customer needs and operational goals.
- Deliver product demonstrations, workshops, and solution presentations.
- Develop compelling business cases, ROI analyses, and value propositions.
- Manage proof-of-concept initiatives, pilot programmes, and evaluation projects where required.
- Drive opportunities through all stages of the sales process to successful contract closure.
- Negotiate commercial agreements and pricing structures in line with company objectives.
Stakeholder Engagement
- Develop relationships with executive and senior-level decision-makers, including:
- Chief Executive Officers
- Managing Directors
- Operations Directors
- Finance Directors
- Procurement Managers
- Information Technology Leaders
- Facilities Managers
- Catering and Hospitality Executives
- Navigate complex organisational structures and procurement processes.
- Manage tender and RFP opportunities where applicable.
- Position the organisation as a trusted technology partner and strategic advisor.
Account Growth & Client Management
- Ensure smooth handover of newly acquired clients to implementation, support, and client success teams.
- Maintain strategic engagement throughout onboarding and implementation phases.
- Identify opportunities for account expansion, upselling, and cross-selling additional solutions.
- Support customer retention initiatives and long-term relationship development.
- Monitor customer satisfaction and proactively address commercial opportunities.
Market Expansion & Strategic Growth
- Contribute to regional and international market expansion strategies.
- Identify emerging market opportunities and new verticals for growth.
- Support partnership development initiatives that strengthen market positioning.
- Provide market intelligence and customer insights to leadership and product development teams.
- Collaborate closely with Product, Development, and Client Success teams to ensure customer feedback informs future solution enhancements.
Market Intelligence
- Monitor competitor activity, market developments, and industry trends.
- Stay informed on developments within:
- Catering technology
- Hospitality technology
- Food service operations
- Enterprise software solutions
- Digital ordering platforms
- Facilities management
- Institutional catering
- SaaS and cloud-based technologies
- Gather customer feedback and provide actionable insights to support product innovation and market strategy.
Reporting & Administration
- Maintain accurate CRM records, opportunity tracking, and customer engagement history.
- Produce weekly, monthly, and quarterly sales reports.
- Manage pipeline forecasting and revenue projections.
- Track sales performance against targets and KPIs.
- Contribute to annual sales planning, budgeting, and growth forecasting activities.
Minimum Requirements
Qualifications
- Bachelor's Degree, Diploma, or equivalent qualification in:
- Business Management
- Sales and Marketing
- Commerce
- Information Technology
- Hospitality Management
- Software or Technology-related disciplines
- Related field
Experience
- Minimum 5 years' experience in Business Development, Enterprise Sales, or Strategic Account Management.
- Proven track record of achieving and exceeding sales targets.
- Experience selling SaaS, software, cloud-based, or technology solutions.
- Minimum 3 years' exposure to hospitality, catering, food service, facilities management, or related operational environments.
- Experience managing complex, consultative sales cycles.
- Experience engaging executive-level stakeholders and decision-makers.
- Exposure to procurement, tender, and enterprise buying processes.
- Understanding of software development environments and technology solution implementation would be advantageous.
Preferred Industry Experience
Experience selling solutions into one or more of the following sectors would be highly advantageous:
- Contract Catering
- Corporate Hospitality
- Healthcare
- Hospitals and Healthcare Groups
- Education
- Retirement Living and Aged Care
- Facilities Management
- Hospitality
- Corporate Dining
- Mining Services
- Food Service Operations
- Enterprise Software
- SaaS Solutions
- Technology Solutions
- Digital Commerce and Ordering Platforms
Key Competencies
Commercial Competencies
- Business Development
- Enterprise Sales
- Consultative Selling
- Solution-Based Selling
- SaaS Sales
- Strategic Account Management
- Commercial Negotiation
- Revenue Generation
- Pipeline Management
- Forecasting and Reporting
- Business Case Development
- Partnership Development
- Market Expansion Strategy
Relationship Competencies
- Executive-Level Engagement
- Stakeholder Management
- Networking and Relationship Building
- Influencing and Persuasion
- Presentation Skills
- Proposal Development
- Communication and Negotiation
- Customer-Centric Relationship Management
Personal Attributes
- Highly self-motivated and driven
- Entrepreneurial mindset
- Commercially astute
- Strategic thinker
- Results-oriented
- Professional and credible
- Resilient and persistent
- Adaptable and innovative
- Strong problem-solving ability
- Able to thrive in a fast-paced, high-growth environment
- Passionate about technology and business transformation
Key Performance Indicators (KPIs)
- New business revenue generated
- Annual sales target achievement
- Qualified pipeline growth
- Opportunity conversion rates
- Contract closure rates
- New client acquisitions
- Market expansion achievements
- Strategic partnership development
- Customer retention and account growth
- Forecast accuracy
- CRM compliance and reporting accuracy
- Client satisfaction and successful implementation handovers
***Salary - R30,000.00 - R65,000.00 (Negotiable further, based on skills, experience and in relation to current package)
Desired Skills:
