Business Development Manager (Commercial Sector)

Essential Duties and Responsibilities:

The Account Manager is accountable for managing assigned Mid-Market and Enterprise customer portfolios to achieve revenue growth, customer retention, opportunity conversion and solution adoption objectives. The role develops customer relationships, identifies business opportunities, coordinates internal resources and drives commercial activities that contribute to sustainable revenue growth while maintaining accurate pipeline visibility and forecast discipline.

1. Customer Portfolio Growth

• Develop and execute account growth plans for assigned customers.
• Identify opportunities to increase adoption of company solutions and services.
• Strengthen customer engagement through regular business interactions and account reviews.
• Maintain visibility of customer priorities, initiatives and business requirements.
• Execute activities that improve customer penetration and long-term account value.
  

2. Revenue & Gross Profit Achievement

• Own commercial performance against approved revenue and gross profit targets.
• Build and maintain a qualified sales pipeline aligned with approved targets.
• Progress opportunities through the commercial lifecycle to achieve revenue objectives.
• Prioritize opportunities based on customer demand, business value and commercial viability.
• Implement recovery actions when revenue performance is at risk.

3. Opportunity Development & Conversion

• Identify opportunities within existing and prospective customers.
• Assess customer requirements and align opportunities with relevant Company offerings.
• Coordinate internal resources required to develop proposals and customer solutions.
• Develop opportunity plans that improve conversion potential.
• Progress opportunities through approved sales processes and commercial stages.

4. Customer Relationship Management

• Build and maintain effective relationships with customer stakeholders.
• Conduct customer engagement activities that support account growth and customer satisfaction.
• Monitor customer concerns, commercial risks and service-related issues that may impact account performance.
• Coordinate relevant internal stakeholders to address customer needs.
• Strengthen customer confidence through consistent engagement and responsiveness.

5. Customer Retention & Portfolio Expansion

• Maintain visibility of renewal, retention, cross-sell and upsell opportunities.
• Develop account expansion initiatives that increase wallet share and customer dependency on Company solutions.
• Monitor customer engagement levels, renewal exposure and commercial risks.
• Act early to address customer concerns that could affect long-term business relationships.
• Strengthen recurring revenue opportunities across assigned customers.

6. Pipeline & Forecast Management

• Maintain accurate account, opportunity and forecast records within approved CRM systems.
• Monitor pipeline progression, opportunity ageing and conversion performance.
• Provide timely forecast updates in accordance with approved reporting requirements.
• Identify forecast risks and implement actions to improve attainment confidence.
• Ensure opportunity information remains complete, current and auditable.

Education and/or Work Experience Requirements:

• Bachelor's Degree in Business Administration, Marketing, Management, Information Technology or a related discipline
• Professional certification in Sales Management, Business Development, Commercial Negotiation, Account Management or related discipline
• Relevant exposure or certification in Cloud, Cybersecurity, Data & AI, Managed Servicem or Enterprise Technology certifications.
• Minimum 5–8 years of experience in Account Management, Enterprise Sales, Customer Success, Business Development or related commercial roles
• Proven experience managing customer portfolios, revenue targets, maintaining pipelines, forecast, and CRM records. 
• Experience identifying, developing business opportunities, engaging customers and coordinating commercial activities.
• Experience managing Mid-market or enterprise customer accounts, and selling technology solutions, managed services or enterprise services.
• Experience working within partner-led or solutions selling environment will be added advantage.