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Job Description
Scope
The Business Development Manager will play a strategic role in driving the growth and market position of Transguard’s manpower supply and catering services across key sectors.
This position carries responsibility not only for generating new business opportunities and securing high-value contracts, but also for shaping client partnerships, influencing market strategy, and contributing to the long-term commercial success of the organisation.
Acting as a bridge between clients and operations, the role demands a strong commercial acumen, the ability to identify and capitalize on emerging opportunities, and the leadership to guide business growth initiatives.
Responsibilities:
Financial
Achieve a defined % increase in annual revenue through securing new manpower and catering contracts.
Maintain or exceed a minimum gross margin % on new business to ensure profitability.
Increase the average value of manpower and catering contracts secured, contributing to overall business scalability.
Ensure a healthy pipeline is maintained and is significantly higher in revenue than defined sales targets.
Provide weekly and monthly reports to the Senior Manager – Sales and monthly sales forecasts to the Business Units
Customer
Maintain extensive knowledge of the construction, manpower supply and catering industry and of the current market conditions.
Secure a set number or % increase in new client accounts across construction and catering BU’s
Working closely with the BU, achieve a defined % of client manpower requests filled within the agreed timeframe.
Understand key areas of Transguard’s business, that need to be included in sales pitches with key differentiators.
Understand key competitors and actively seek information and intelligence on their products and services.
Work with internal business units and team members to create solutions to clients’ needs.
Develop strong and positive partnerships with current and potential clients and act as the primary Point of Contact for all sales related queries.
Process
Strict adherence to the order validation process.
Maintain a high % of accurate, up-to-date client and opportunity data in Salesforce to support forecasting.
Achieve a defined % of proposals submitted that convert into awarded contracts.
Reduce the average time taken to move opportunities from initial contact through to contract signing.
Oversee the entire contract negotiations between client, Legal and Commercial, providing input to support internal decisions.
Review client documentation such as RFP’s, scope of work, tender documents and provide input to the management and bid team.
Work closely with pricing team to ensure all information is captured to price and seek relevant approvals before any quote or bid submission.
Innovation
Provide coaching, mentoring, or training to junior sales or coordination staff.
Prepare and deliver pitches and presentations to potential new clients.
Cross sell other services that Transguard can provide to clients.
Achieve a defined level of positive feedback from Operations, HR, and Finance teams on collaboration and alignment with business development activities.
Selection Criteria
5+ years of sales experience
5+ year of experience within a related industry
Demonstrated success in securing and managing high-value manpower supply and catering contracts.
Strong communication and presentation skills and fluent in English
Strong financial literacy with experience in pricing models, margin analysis, and contract negotiation.
Demonstrate the ability to think creatively and strategically.
Excellent organizational skills with the ability to manage your own time and follow all Transguard processes.
Self-motivated, resilient and target driven.
Ability to build, maintain, and expand long-term partnerships with clients at senior and executive levels, and also internally.
Experience in developing go-to-market strategies, identifying emerging opportunities, and positioning services competitively.
In-depth understanding of the manpower supply industry, including workforce planning, recruitment cycles, compliance requirements, and local labour laws and regulations
Familiarity with manpower and deployment processes, visa/ work permit requirements, and coordination with HR / Operations teams.
Proficiency in MS Office and CRM software such as sales force
Strong understanding of construction and catering industry regulations and guidelines
The Business Development Manager will play a strategic role in driving the growth and market position of Transguard’s manpower supply and catering services across key sectors.
This position carries responsibility not only for generating new business opportunities and securing high-value contracts, but also for shaping client partnerships, influencing market strategy, and contributing to the long-term commercial success of the organisation.
Acting as a bridge between clients and operations, the role demands a strong commercial acumen, the ability to identify and capitalize on emerging opportunities, and the leadership to guide business growth initiatives.
Responsibilities:
Financial
Achieve a defined % increase in annual revenue through securing new manpower and catering contracts.
Maintain or exceed a minimum gross margin % on new business to ensure profitability.
Increase the average value of manpower and catering contracts secured, contributing to overall business scalability.
Ensure a healthy pipeline is maintained and is significantly higher in revenue than defined sales targets.
Provide weekly and monthly reports to the Senior Manager – Sales and monthly sales forecasts to the Business Units
Customer
Maintain extensive knowledge of the construction, manpower supply and catering industry and of the current market conditions.
Secure a set number or % increase in new client accounts across construction and catering BU’s
Working closely with the BU, achieve a defined % of client manpower requests filled within the agreed timeframe.
Understand key areas of Transguard’s business, that need to be included in sales pitches with key differentiators.
Understand key competitors and actively seek information and intelligence on their products and services.
Work with internal business units and team members to create solutions to clients’ needs.
Develop strong and positive partnerships with current and potential clients and act as the primary Point of Contact for all sales related queries.
Process
Strict adherence to the order validation process.
Maintain a high % of accurate, up-to-date client and opportunity data in Salesforce to support forecasting.
Achieve a defined % of proposals submitted that convert into awarded contracts.
Reduce the average time taken to move opportunities from initial contact through to contract signing.
Oversee the entire contract negotiations between client, Legal and Commercial, providing input to support internal decisions.
Review client documentation such as RFP’s, scope of work, tender documents and provide input to the management and bid team.
Work closely with pricing team to ensure all information is captured to price and seek relevant approvals before any quote or bid submission.
Innovation
Provide coaching, mentoring, or training to junior sales or coordination staff.
Prepare and deliver pitches and presentations to potential new clients.
Cross sell other services that Transguard can provide to clients.
Achieve a defined level of positive feedback from Operations, HR, and Finance teams on collaboration and alignment with business development activities.
Selection Criteria
5+ years of sales experience
5+ year of experience within a related industry
Demonstrated success in securing and managing high-value manpower supply and catering contracts.
Strong communication and presentation skills and fluent in English
Strong financial literacy with experience in pricing models, margin analysis, and contract negotiation.
Demonstrate the ability to think creatively and strategically.
Excellent organizational skills with the ability to manage your own time and follow all Transguard processes.
Self-motivated, resilient and target driven.
Ability to build, maintain, and expand long-term partnerships with clients at senior and executive levels, and also internally.
Experience in developing go-to-market strategies, identifying emerging opportunities, and positioning services competitively.
In-depth understanding of the manpower supply industry, including workforce planning, recruitment cycles, compliance requirements, and local labour laws and regulations
Familiarity with manpower and deployment processes, visa/ work permit requirements, and coordination with HR / Operations teams.
Proficiency in MS Office and CRM software such as sales force
Strong understanding of construction and catering industry regulations and guidelines
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