Senior Business Development Manager

Senior Business Development Manager

Location: Johannesburg, South Africa (Hybrid)
Territory: South Africa, Namibia, Botswana, Lesotho & eSwatini

Shape the Future of Convenience Retail and Industrial Technology

Are you a commercially driven sales professional who thrives on building relationships, winning new business, and delivering growth?

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.

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WHO IS GILBARCO VEEDER-ROOT

Gilbarco Veeder-Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long-term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.

WHO IS VONTIER
Vontier (NYSE: VNT) is a global technology company powering the way the world moves. We empower businesses in the transport sector to adapt to a fast-changing landscape by uniting productivity, automation and multi-energy technologies.

Our smart, connected solutions serve roadside convenience retail stores, fleet operators, and auto repair technicians. From integrated payments and EV charging software to carwash technology and retail automation, we help customers stay productive and prepared for a rapidly evolving industry.

With decades of expertise and a balanced portfolio, Vontier enables businesses to navigate complexity, unlock growth, and build a cleaner, safer future. Driven by continuous improvement and the dedication of Team Vontier, we empower businesses to think bigger, act boldly, and thrive on the road ahead. Learn more at www.vontier.com

At Vontier, we empower you to steer your career in the direction of success with a dynamic, innovative, and inclusive environment.

Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.

Join our community of passionate people working together to navigate challenges and seize new opportunities. At Vontier, you are not on this journey alone, we are committed to equipping you with the tools and support you need to fuel your innovation, lead with impact, and thrive both personally and professionally.

Together, let’s power the way the world moves!