Business Development Manager

• New Business Development • Identify and pursue target corporate prospects aligned with Kanoo Travel’s commercial strategy and target customer profile. • Build and maintain a qualified pipeline of new-business opportunities with clear values, stages, actions and expected close dates. • Develop relationships with Procurement, Finance, HR, IT, Travel Management and senior decision-makers within target organisations. • Create structured pursuit plans for priority opportunities and maintain momentum throughout the sales cycle. • Generate new opportunities through direct prospecting, referrals, networking, partnerships and market intelligence. 2. Opportunity Qualification & Commercial Discipline • Qualify opportunities based on revenue potential, transaction profile, service requirements, competitive position, implementation complexity and expected profitability. • Prioritise opportunities where Kanoo Travel has a credible proposition and commercially sustainable route to win. • Maintain disciplined opportunity records and ensure pipeline forecasts accurately reflect the stage and probability of each pursuit. • Escalate material commercial risks, unusual service requirements or pricing challenges before commitments are made. • Technology-Led Solution Selling & Demonstrations • Act as a commercial ambassador for the Kanoo Travel 2.0 technology proposition and confidently demonstrate the new technology stack to prospective customers. • Lead or support live technology demonstrations during the sales cycle, adapting the presentation to each customer’s requirements, pain points and strategic priorities. • Translate technical features and functionality into clear customer benefits, including improved traveller experience, greater visibility and control, process efficiency, policy compliance and actionable management information. • Sell through business outcomes rather than product features, linking technology capabilities to the customer’s operational, financial and traveller-experience objectives. • Maintain a strong working knowledge of corporate travel technology, online booking, mobile solutions, data and analytics, automation and emerging AI-enabled capabilities. • Gather structured prospect feedback on Kanoo Travel’s technology proposition and share market intelligence with Technology and Commercial leadership to support continuous development. • Proposals, RFPs & Presentations • Lead or coordinate responses to RFPs, RFQs and other new-business requests. • Develop persuasive client propositions that clearly articulate Kanoo Travel’s service model, technology, customer experience, regional capabilities and commercial value. • Coordinate inputs from Operations, IT, Finance, Marketing, MICE,MORE, Leisure, Destination Management and other specialist teams. • Deliver confident client presentations, technology demonstrations and pitch meetings. • Ensure commitments made during bids, presentations and demonstrations are achievable and appropriately approved. • Commercial Negotiation & Contracting • Lead commercial discussions with prospective customers in conjunction with relevant internal stakeholders. • Develop pricing recommendations that balance competitiveness with acceptable margin and account economics. • Challenge requests for discounts or service models that would undermine sustainable profitability. • Coordinate with Finance and Legal on significant commercial terms, liabilities and contractual requirements. • Support negotiations through to agreement while protecting Kanoo Travel’s commercial position and delegated authority requirements. • Solution Development & Cross-Selling • Understand each prospect’s travel programme, traveller needs, policy environment, service challenges and strategic priorities. • Bring together the right Kanoo Travel capabilities to create differentiated client solutions. • Identify opportunities across corporate travel, MICE / Business Events, leisure, destination management, VIP travel and other relevant value-added services. • Use technology, automation, data and service innovation to strengthen client propositions. • Position solutions around measurable customer value rather than price alone. • Market & Competitor Intelligence • Maintain a strong understanding of the local corporate travel market, target sectors and competitor activity. • Track market developments, emerging client requirements, technology trends and competitor propositions that could affect Kanoo Travel’s ability to win business. • Share actionable market intelligence with Commercial leadership and relevant internal teams. • Identify sectors, geographic areas and customer segments offering attractive growth potential. • Implementation Handover & Early-Life Support • Ensure won business is handed over to implementation and operational teams through a structured and documented process. • Communicate client commitments, commercial terms, service requirements and success measures clearly before go-live. • Remain commercially engaged through implementation and early-life stages to support a successful transition and protect the client relationship. • Ensure material gaps between the sold solution and operational delivery are escalated and resolved promptly. • Reporting & Stakeholder Collaboration • Provide accurate reporting on pipeline value, opportunity progression, wins, losses, forecasts and key commercial risks. • Analyse reasons for won and lost opportunities and apply lessons to future pursuits. • Work closely with Strategic Accounts, Customer Success, Operations, Finance, IT, Marketing and specialist business units. • Use CRM and digital sales tools effectively for prospecting, opportunity management, forecasting, presentations and sales reporting. • Contribute to commercial planning and campaigns designed to accelerate profitable growth. • Bachelor’s degree in Business, Commerce, Marketing, Travel Management, Technology or a related discipline. • Strong B2B business development, corporate sales or commercial experience. • Demonstrable track record of winning new corporate business and managing complex sales cycles. • Highly tech savvy and digitally fluent, preferably a digital native, with the confidence to learn and demonstrate new platforms quickly. • Strong experience in technology, SaaS, digital solutions or technology-enabled B2B sales, with the ability to translate technical capabilities into commercially relevant customer benefits. • Experience conducting live product demonstrations and technology-led client presentations. • Experience developing proposals, responding to RFPs and delivering client presentations. • Strong commercial understanding, including pricing, margin and profitability. • Strong negotiation, relationship-building and stakeholder-management skills. • Ability to communicate credibly with senior client decision-makers. • Strong pipeline management, forecasting and opportunity-management discipline.