- An established engineering and industrial solutions organisation is seeking an experienced and commercially driven Business Development Manager - Electrical, Control & Instrumentation (EC&I) to develop and expand its business across the Western Cape.
- The successful candidate will be responsible for identifying new business opportunities, building strategic customer relationships, securing major industrial projects and promoting a comprehensive portfolio of electrical, automation, control and instrumentation products and solutions.
- This role requires a technically competent sales professional with strong commercial acumen, an established network within the Western Cape industrial market and a proven track record of generating new business.
- The ideal candidate will have extensive knowledge of LV/MV electrical systems, switchgear, motor control, drives, PLCs, SCADA, instrumentation and turnkey EC&I projects.
Key Responsibilities
Business Development & Sales Growth
- Identify and develop new business opportunities throughout the Western Cape.
- Develop and execute strategic sales plans aligned with business growth objectives.
- Build and maintain relationships with industrial customers, consulting engineers, contractors and end users.
- Generate and manage a strong sales pipeline through structured prospecting and CRM management.
- Identify and secure enquiries, tenders and major industrial project opportunities.
- Develop new customer accounts while strengthening existing business relationships.
- Identify opportunities for both individual product sales and complete engineered solutions.
- Achieve agreed revenue, sales growth and margin targets.
- Convert qualified opportunities into profitable long-term business.
Technical Sales & EC&I Solutions
- Promote a comprehensive range of electrical, control and instrumentation products and solutions, including:
- LV and MV electrical systems.
- Switchgear.
- Variable Speed Drives (VSDs) and motor control.
- Motor Control Centres (MCCs) and electrical panels.
- PLC and SCADA systems.
- Industrial automation solutions.
- Process instrumentation.
- Control systems and integration.
- Electrical infrastructure.
- Turnkey EC&I projects.
- Assess customer technical requirements and recommend appropriate products or engineered solutions.
- Collaborate with internal engineering and project teams to develop technically suitable solutions.
- Conduct technical product presentations and demonstrations.
- Support the preparation of quotations, technical proposals and tenders.
- Communicate the technical and commercial value of proposed solutions.
Western Cape Market Development
- Identify and develop opportunities across the Western Cape industrial market.
- Target industries including:
- Food and beverage manufacturing.
- FMCG and industrial processing.
- Water and wastewater treatment.
- Renewable energy.
- General manufacturing.
- Marine and port infrastructure.
- Utilities and electrical distribution.
- Mining and mineral processing.
- Commercial and industrial infrastructure.
- Monitor market trends, competitor activities and emerging opportunities.
- Identify potential industrial projects before formal tender stages.
- Develop relationships with engineering consultants, EPC/EPCM organisations and industrial contractors.
- Expand the organisation's market presence and customer base throughout the region.
Customer & Strategic Account Management
- Establish and maintain long-term relationships with key industrial customers.
- Engage with engineering managers, plant managers, maintenance managers, project managers and procurement decision-makers.
- Act as the primary commercial contact for strategic accounts within the region.
- Maintain regular customer engagement and provide a high standard of service.
- Identify additional business opportunities within existing accounts.
- Build credibility with both technical and executive stakeholders.
- Support customer retention and long-term account development.
Sales Pipeline, Tendering & Reporting
- Maintain accurate CRM records and sales opportunity information.
- Provide regular sales pipeline, forecasting and performance reports.
- Track opportunities from initial identification through to successful conversion.
- Coordinate tender submissions and commercial proposals.
- Assist with quotations and project commercial reviews.
- Monitor sales performance against agreed targets.
- Maintain visibility of potential revenue, project opportunities and expected sales margins.
- National Diploma, BTech, Degree or relevant Trade Qualification in Electrical Engineering, Instrumentation, Automation, Process Control or a related technical discipline.
- Minimum of 8 - 10 years' relevant experience within the electrical, automation, control or instrumentation industry.
- Minimum of 5 years' experience in business development, technical sales or key account management within the EC&I sector.
- Proven track record of generating new business and securing major industrial orders or projects.
- Strong technical understanding of LV/MV electrical systems, switchgear, motor control, drives, MCCs, PLCs, SCADA and instrumentation.
- Experience selling technical products, engineered solutions or industrial projects.
- Established customer relationships within the Western Cape industrial market.
- Experience engaging consulting engineers, EPC/EPCM contractors, industrial plants and end users.
- Strong commercial, negotiation and closing capabilities.
- Experience using CRM systems and managing sales pipelines.
- Ability and willingness to travel throughout the Western Cape.
- Stable and explainable employment history.
- Existing relationships with major industrial customers within Cape Town and the broader Western Cape.
- Experience selling ABB, Siemens, Schneider Electric, Rockwell Automation, WEG or similar industrial products and solutions.
- Experience in both technical product sales and turnkey project sales.
- Exposure to industrial plant upgrades, capital projects and maintenance-related opportunities.
- Experience working with engineering consultants and EPC/EPCM organisations.
- Experience securing large industrial contracts and profitable projects.
- Strong understanding of industrial procurement and tendering processes.
- Experience within food and beverage, FMCG, water treatment, renewable energy, manufacturing or marine and port infrastructure.
Key Competencies
The successful candidate will demonstrate:
- Strong technical knowledge of EC&I products and solutions.
- Excellent business development and new-business generation skills.
- Strong commercial awareness and financial acumen.
- Proven negotiation and closing ability.
- Excellent communication and presentation skills.
- Confidence engaging with senior technical and commercial stakeholders.
- A proactive, self-motivated and results-driven approach.
- Strong customer relationship management.
- Excellent planning and organisational skills.
- Ability to identify and convert major industrial project opportunities.
- Strong pipeline management and forecasting discipline.
- High levels of professionalism and integrity.
- A customer-focused approach.
- A stable career history and demonstrated professional commitment.
- The ideal candidate is a mature, technically qualified EC&I business development professional with extensive industrial sales experience, strong Western Cape customer relationships and a demonstrated ability to secure profitable business.
- You understand industrial electrical and automation solutions, can confidently engage engineers and project stakeholders, and have a proven track record of identifying opportunities, developing new accounts and winning significant industrial projects.
- You are comfortable selling both technical products and complete engineered solutions and can demonstrate measurable sales achievements, including revenue growth, major projects secured and margin performance.