Senior Business Development Manager Job at Vontier

• At Gilbarco AFS, part of Vontier, we're looking for a Senior Business Development Manager to help drive growth across Southern Africa. This is an opportunity to work with industry-leading technology solutions that support fuel retailers, convenience operators, mining organisations, and industrial customers across the region.
• You'll play a key role in expanding our market presence, developing strategic customer partnerships, and identifying new opportunities across a diverse portfolio of technology, hardware, software, service, and aftermarket solutions.

What You'll Be Doing

• As a senior individual contributor, you'll take ownership of business development and sales growth across both our Convenience Retail and Mining & Industrial markets, helping customers solve operational challenges through innovative technology solutions.

Key responsibilities include:

• Delivering sales and revenue targets across new business and existing customer accounts.
• Building, developing and managing a strong sales pipeline with accurate forecasting and opportunity management.
• Developing trusted relationships with key stakeholders across fuel retail, convenience, mining and industrial sectors.
• Leading complex sales opportunities from initial engagement through to negotiation and contract award.
• Identifying opportunities to expand existing customer relationships and increase adoption of our wider solution portfolio.
• Growing recurring revenue streams through service, support and aftermarket offerings.
• Collaborating with channel partners and internal teams to develop customer-focused solutions.
• Maintaining high-quality CRM records, account plans and sales forecasts
• Representing the business at customer meetings, industry events, tenders and commercial engagements across the Southern African region.

Required Skills / Qualifications / Certifications 

Essential 

• 7+ years in B2B sales / business development, with a proven record of carrying and exceeding quota.
• Demonstrated success closing complex, capital-equipment or technology-led sales with long cycles and multiple stakeholders.
• Sector familiarity with fueling infrastructure, forecourt/retail technology, mining or industrial equipment, or adjacent IoT, automation or cloud-enabled hardware.
• Strong commercial acumen: pricing, margin, mix, attach rates and pipeline management.
• Working knowledge of the South African commercial environment, including practical understanding of B-BBEE and its bearing on large contracts.
• Comfort operating across multiple Southern African markets with varied regulatory and currency conditions.
• Strong negotiation, presentation and relationship-building skills at senior customer level.
• CRM and forecasting discipline.
• Relevant tertiary qualification (commercial, engineering or business)
• Willingness to travel across the sub-region.

Preferable 

• Sector familiarity with fueling infrastructure, forecourt/retail technology, mining/industrial equipment, or adjacent IoT, automation and cloud-enabled hardware.

Outcomes and Deliverables 

Deliverables 

• An individual sales plan with segment-level targets and account priorities.
• A rolling, accurately forecast pipeline maintained in CRM.
• Structured account and pursuit plans for key customers.
• Regular sales reporting and forecast submissions to the Sales & Channel Director.
• Won contracts and bookings against quota, with documented commercial terms.
• Post-sale handover and attach/aftermarket follow-through on closed deals.

Outcomes

• Consistent achievement or over-achievement of individual revenue and margin targets across both segments.
• Improved commercial quality: better price realisation, mix and attach rates rather than volume alone.
• A protected and expanding installed base, with growing aftermarket and recurring revenue.
• A healthy, well-qualified pipeline with reliable forecast accuracy.
• Strong, durable senior relationships with key regional customers.
• Deal structuring that clears B-BBEE gating where relevant, unlocking access to large contracts.