Vacancy: Business Development Manager (Midrand)

Business Development Manager

Applications in the form of an updated CV to be addressed to Talia Marr Via e-mail on [email protected] 
Closing Date: 29 October 2021 @ 17h00 

Business Development Manager Role Description

Reporting to the Brand Executive, the successful candidates will be based in Midrand and will be responsible for the following: 

Key Responsibilities


  • Business Strategy Development and Execution 
  • Understand the development strategy for the vendor and implement in relevant sector

    • Increase customer coverage/count for vendor and Pinnacle 
    • Increase vendor product coverage for vendor 
    • Increase geographic coverage for vendor 

  • Define and document a development plan with each partner and focus on the execution 
  • Review the plan every quarter 
  • Present status of the development plan back to vendor 
  • Training and up-skilling of partners and Pinnacle 
  • Development partner to grow sales and presales resources of partner 
  • Training on vendor sales tools 
  • Training on vendor processes and systems 
  • Managing minimum certification level of partners 
  • Involving partners in vendor training and events 
  • Ensure operational excellence of vendor within the partner 
  • Orders are placed on vendor timeously 
  • Quotes are fast and accurate 
  • Credits are passed by vendor and to reseller/partner 
  • ETA and delivery information 
  • Escalation of partner operational issues at vendor and focus on resolution 
  • Alignment of vendor resources to partner
  • Making sure that stakeholders at the vendor interface with stakeholders at the partner at the following levels:  

    • Technical 
    • Presales 
    • Sales 
    • Management 
    • Marketing 

  • Working with the partner to drive marketing initiatives on behalf of the vendor, these initiatives may include:

    • Marketing events 
    • Tele-campaigns 
    • Internal incentives 
    • Promotion of vendor events 
    • Driving vendor GTM’s with the partner and ensuring focus on the GTM’s 

  • Managing the vendor sales process 
  • Deal registration 
  • Discount Management 
  • Lobbying support for partner at the vendor 
  • Margin management (ensuring the integrity of channel pricing) 
  • Vendor sales funnel management & reporting funnel to vendor 
  • Enlisting vendor support to drive opportunity to closure 
  • Vendor relationship management 
  • Making sure that relationships are maintained with key vendor contacts that are required to be successful quarterly review for the partner 
  • Solution focus for each partner 
  • Vendor focus for each product 
  • Take ultimate responsibility for the revenue target allocated to the partner 
  • Drive Pinnacle product focus within each respective partner 
  • Be the custodian of the vendor relationship at the partner 
  • Ensure that vendors’ products are top of mind with all key stakeholders within the partner 
  • Analyze market segments and develop marketing strategies to build product demand by creating effective solutions and awareness of the product and brand 
  • Provide marketing plans and GTM plans for the sales team 
  • Liaise with vendor and industry to understand product and market trends and amend plans accordingly to ensure efficient product life cycle management and maximize opportunities 
  • Clearly communicate product, market strategy, objectives and technical 
  • Strategic account management plan for all channel partners to be presented once a quarter as part of your quarterly review 
  • Monitor inventory (inventory turns, stock ageing, stock days, obsolesces, stock outs) in order for stock to meet all key performance indicators 
  • Negotiate targets, rebates, co-op marketing funds, stock rotation, pricing and supply 
  • Manage backorder and warranty return 
  • Ensure that customer related queries are effectively dealt with and solved
  • Assist the team with other related functions when and where required
  • Submit Weekly/Monthly/quarterly reports as required by management, vendors and analysts 

Talia Marr
Recruitment Specialist

+27 (11) 265 3277



  • Matric with mathematics is essential and a Sales and/or Marketing qualification is required, college diploma or university degree is preferred 
  • A minimum of three (3) years’ experience in a similar position 
  • Enterprise industry experience is non-negotiable and an absolute pre-requisite 
  • IT distribution experience will be an advantage 
  • Knowledge of the IT market, reseller channels, marketing and promotional strategies is essential 
  • Understanding of IT industry and OEM channel 
  • Mature outgoing personality, energetic go getter with will to succeed 
  • Strategic thinker with strong planning and execution skills 
  • Excellent customer engagement and relationship building skills 
  • Strong negotiation skills 
  • Own transport and valid driver’s license 
  • Good time management and well organized i.e. deadline driven, able to plan and prioritize a high workload 
  • Above average computer literacy in MS Word, Excel, Outlook and PowerPoint 
  • Service quality orientated 
  • Customer focused 
  • Copes effortlessly within a high stress and pressurized environment 
  • Excellent communication, writing and people skills 
  • Willing to go the extra mile and succeed 
  • Technology driven 
  • Basic calculations (ability to work with numbers) 
  • Self-actualization (capacity to assert oneself) 
  • Motivation (ability to motivate others) 
  • Negotiation (in a spirit of co-operation with the aim of an amicable outcome) 
  • Tact (courteous, diplomatic, respectful manner) 
  • Excellence orientation (set and achieve high standards & ongoing improvement) 
  • Feedback (provide positive, helpful & productive feedback) 
  • Liaison (establish effective personal contact / channel for Communication between parties) 
  • Written and verbal communication (convey information through written / verbal instruction) 
  • Decisiveness (ability to make decisions, render judgment, take action & apply corrective measures) 
  • Evaluating (ask questions, analyze, give attention to, and attend to detail) Negotiation
  • Matric with mathematics is essential and a Sales and/or Marketing qualification is required, college diploma or university degree is preferred 

Personal Attributes


  • Mature and outgoing individual 
  • High attention to detail 
  • Self-driven and willing to go the extra mile
  • A high level of perseverance
  • Be patient, tolerant and diplomatic 
  • Ability to work as part of a team 
  • Well-groomed and highly presentable
  • Well organized individual 
  • Assertive and positive individual 
  • High level of energy 
  • Motivated and driven
  • Self-starter and self-confidence
  • Problem solver 
  • Positive attitude 
  • Proactive individual Mature

All applications in the form of a detailed CV must be forwarded to:

Talia Marr
+27 (11) 265 3277
[email protected]

By sending your CV to apply for the position, you give your consent for the information to be processed and you also acknowledge and understand the purpose for which your personal information is required and will be used for. 

The Company is under no obligation to fill this position and should you not have had any feedback within 2 weeks after the closing date, you may consider your application unsuccessful.