Business Development Manager - New Client Acquisition - SA

JOB ROLE: Business Development Manager – New Client Acquisition

LOCATION: Remote

HOURS: Monday - Friday 8am-5pm (UK hours)

SALARY: 20,000 ZAR per month + Bonus based on performance

About the role

Optimal delivers property maintenance and refurbishment services. We’re looking for a proactive, commercially driven salesperson whose sole focus is winning new business clients.

Your job is to identify suitable businesses, reach decision-makers, understand their property requirements and demonstrate why Optimal is the right partner for them. You’ll build your own pipeline, generate qualified opportunities and turn prospects into clients with the potential for regular, repeat work.

You’ll own the sales process from first contact through to securing the client and supporting their first confirmed opportunity. You’ll then provide a clear handover to our Client Project Management team, who will take responsibility for ongoing account management and delivery.

We’re building our own system with AI and automations to reduce administration and improve productivity. We want someone who already uses tools such as ChatGPT and is constantly looking for ways to research better, improve outreach and win more business.

Key responsibilities

Find and engage new prospects

• Identify businesses with ongoing property maintenance and refurbishment requirements.
• Build targeted prospect lists, focusing on organisations where Optimal can win profitable, repeat work.
• Identify decision-makers and understand how they appoint and assess maintenance contractors.
• Generate opportunities through outbound calls, email, LinkedIn, referrals and networking.
• Take ownership of your prospecting activity and consistently create new sales conversations.

Turn conversations into opportunities

• Understand each prospect’s property portfolio, service requirements and frustrations with existing arrangements.
• Ask effective questions to establish business potential, decision-making authority, buying process and timing.
• Explain clearly how Optimal can meet their needs and address their concerns.
• Secure meetings, introductions, quote opportunities and access to relevant supplier onboarding processes.
• Maintain consistent follow-up and move prospects towards a clear next step.

Win new business clients

• Own the new business sales process from initial approach through to agreement and activation.
• Work with the quoting and operational teams to develop credible proposals and competitive offers.
• Present proposals confidently, handle objections and negotiate within agreed commercial guidelines.
• Secure the first confirmed work and establish a clear opportunity for an ongoing relationship.
• Focus on clients whose needs fit Optimal’s capabilities and offer sustainable commercial value.
• Make accurate commitments on pricing, service and delivery, with internal agreement where needed.

Deliver a clear client handover

• Coordinate a smooth introduction to the Client Project Management team once the client is won.
• Record the client’s requirements, key contacts, agreed terms, commitments and immediate opportunities.
• Ensure the client understands who will manage their work and how to request services.
• Support the initial transition so the relationship starts well, then return your focus to winning the next client.

Manage your pipeline and performance

• Keep prospect records, sales stages, next actions and expected outcomes accurate in our system.
• Maintain a healthy pipeline and provide realistic forecasts.
• Track which sectors, messages and outreach methods produce the strongest results.
• Participate in daily stand-ups and regular sales reviews.
• Take responsibility for meeting agreed activity, conversion and new business targets.

Use AI to sell more effectively

• Use ChatGPT and other approved AI tools to support prospect research, meeting preparation, outreach drafting and follow-up.
• Personalise communications and check facts before contacting prospects.
• Use our developing system and automations to improve consistency and reduce repetitive administration.
• Keep learning about new AI capabilities and share practical ideas that improve sales performance.
• Handle prospect and company information responsibly.

What success looks like

Your primary measure of success is new business clients won and the profitable work they generate.

We’ll also measure:

• Qualified new business opportunities created.
• Meetings held with relevant decision-makers.
• Conversion from prospect to first confirmed job.
• New client revenue and gross profit against agreed targets.
• Sales cycle length and pipeline quality.
• The accuracy and completeness of client handovers.
• Activity targets support these outcomes. We want someone who turns outreach into commercial results.

Requirements

• A proven track record in outbound B2B sales and winning new business clients.

• Evidence that you can generate your own pipeline and close opportunities.
• Confidence making cold calls, reaching decision-makers and asking for business.
• Strong questioning, listening, presentation and negotiation skills.
• Persistence and discipline with follow-up, combined with sound judgement about where to focus your time.
• Commercial awareness and an understanding of the difference between winning revenue and winning profitable business.
• Experience in property maintenance, refurbishment, facilities management, construction or a related service sector.
• Enough trade knowledge to hold credible conversations, recognise opportunities and involve technical colleagues when needed.
• Hands-on experience using ChatGPT or similar AI tools to improve productivity.
• A commitment to continually developing your sales skills, trade knowledge and use of AI.
• Confidence using CRM systems, Microsoft Office and digital prospecting tools.
• Strong written and spoken communication and the ability to work independently against clear targets.
• Experience selling to property managers, managing agents, landlords, facilities teams or businesses with multiple sites is an advantage.

Additional requirement for remote working, you must have:

• Your own well-specified computer: A reliable, modern computer capable of running multiple business applications, AI tools and video calls smoothly.
• Two screens: A dual-screen setup for efficient prospecting, research and client communication.
• A good-quality camera: A clear, professional webcam for client and team meetings.
• A good-quality headset: Headphones with a clear microphone suitable for frequent sales calls.
• Fast, reliable internet: A stable connection that supports uninterrupted calls and cloud-based systems.
• A suitable home office: A dedicated, quiet and professional workspace where you can make sales calls without interruptions.
• Availability aligned with UK operations: The ability to work agreed hours that suit UK prospects and colleagues.
• You must be comfortable maintaining a consistent outbound sales routine, staying accessible and taking ownership of your results.

Benefits

• A role with a clear focus on winning new business.
• Support from quoting and delivery colleagues to help turn opportunities into successful client relationships.
• The opportunity to contribute to a business developing its own system with AI and automations.
• A collaborative, commercially focused environment where your results are visible.
• Opportunities to develop as the business grows.