ROLE PROFILE – BUSINESS DEVELOPMENT MANAGER

POSITION INFORMATION

Job Title Business Development Manager

Department Business Development

Function Group Commercial and Business Development

Reports To Chief Executive Officer (CEO)

Location Head Office – Johannesburg, with regular travel to Polokwane Plant, EPA Recycling, customers and project sites

Direct Reports Business Development Assistant, Sales Support Resources (as

assigned)

Matrix Relationships Operations, Logistics, Procurement, Finance, SHEQ, Technical

Services and Projects

Employment Type Permanent

Travel Requirements Extensive travel throughout South Africa and neighbouring

countries as required

Role Level Senior Management

ROLE PURPOSE

The Business Development Manager is responsible for driving sustainable revenue growth and expanding market presence across the Thando Kinetics Group. The incumbent will identify, develop and secure new business opportunities, strengthen strategic customer relationships and position the Group as a preferred supplier and solutions partner across the bitumen, mining, industrial chemicals, plastics, recycling, logistics, infrastructure, agriculture and manufacturing sectors.

The role supports business growth across the Group's entities, namely Thando Kinetics, Kwatha Logistics, EPA Recycling, TK Commercial and Shared Services, as reflected in the Group structure. The position reports directly to the CEO and is headquartered in Johannesburg

ORGANISATIONAL CONTEXT

Business Entity Business Focus

Thando Kinetics Manufacturing, Bitumen and Industrial Products Kwatha Logistics Transport, Fleet Management and Logistics Solutions EPA Recycling Recycling Operations and Environmental Solutions TK Commercial Plastics, Mining and Agricultural Products

Shared Services Finance, Procurement, HR, SHEQ and Technical Projects

The Group operates from Johannesburg Head Office with manufacturing facilities in Polokwane and EPA Recycling plants supporting national operations and EPA Recycling operations.

ROLE ACCOUNTABILITIES

A. Strategic Business Development

Key Deliverables Expected Outcomes

Develop Group business development strategies

Increased market share and revenue growth

Identify and pursue new markets Sustainable pipeline of opportunities Develop annual business development plans Achievement of growth objectives Establish strategic partnerships Long-term commercial relationships Conduct competitor and market analysis Improved competitive positioning

B. Sales and Revenue Generation

Key Deliverables Expected Outcomes

Generate and qualify leads Expanded customer base

Prepare quotations and proposals Increased conversion rates

Negotiate commercial agreements Improved profitability

Close new business opportunities Revenue growth

Manage tender and RFQ opportunities Increased project awards

Achieve monthly and annual sales targets Sustainable financial performance

Customer Relationship Management

Key Deliverables Expected Outcomes

Develop key accounts Improved customer retention

Build executive-level relationships Repeat business opportunities Conduct customer visits and presentations Enhanced customer satisfaction Resolve customer issues effectively Strong customer loyalty Maintain CRM and customer databases Accurate sales forecasting

Tendering and Contract Management

Key Deliverables Expected Outcomes

Identify tender opportunities Increased market penetration

Coordinate proposal preparation Competitive submissions

Negotiate contract terms Commercial risk mitigation

Manage customer contracts Sustainable profitability Ensure compliance with customer specifications Customer confidence

E. Market Intelligence and Innovation

Key Deliverables Expected Outcomes Monitor industry developments Identification of opportunities Analyse competitor activities Competitive advantage

Identify emerging sectors Diversification of revenue Recommend new products and services Business expansion Support new projects and ventures Long-term sustainability

F. Internal Collaboration

Key Deliverables Expected Outcomes

Work with Operations and Technical teams Seamless execution of customer requirements Liaise with Procurement and Logistics Efficient service delivery

Collaborate with Finance on commercial terms

Improved cashflow and profitability

Support SHEQ compliance requirements Reduced operational risks Participate in strategic planning processes Alignment with Group objectives

KEY PERFORMANCE AREAS (KPAs)

KPA Measurement

Revenue Growth Achievement of annual revenue targets New Customer Acquisition Number and value of new customers Pipeline Development Pipeline value and conversion ratio

Tender Success Rate Percentage of successful bids Gross Margin Performance Profitability of contracts Customer Retention Repeat business ratio

Strategic Partnerships Number and quality of partnerships Reporting and Forecasting Accuracy and timeliness

Market Expansion Entry into new sectors and territories

Customer Satisfaction Service excellence indicators

KEY PERFORMANCE INDICATORS (KPIs)

Indicator Target

Annual Revenue Growth 15%

New Customers Acquired Minimum 10 per annum

Pipeline Value 3 × annual revenue target

Customer Retention Rate 90%

Tender Win Ratio 40%

Proposal Turnaround Time 5 working days

Gross Margin In line with approved targets

Customer Visits Minimum 10 per month

CRM Updates Weekly

Management Reports Monthly

DECISION-MAKING AUTHORITY

The incumbent is authorised to:

• Recommend strategic business opportunities.
• Negotiate commercial proposals within delegated authority.
• Recommend pricing and contract terms.
• Represent the Group in customer engagements and industry forums.
• Escalate major commercial decisions to the CEO.

MINIMUM REQUIREMENTS

Qualification Requirement

Minimum Qualification

Bachelor's Degree in Business Management, Marketing, Commerce, Engineering or related field

Preferred Qualification MBA or Postgraduate Qualification

Experience Minimum 8 years' business development experience

Industry Exposure

Manufacturing, Chemicals, Mining, Logistics, Infrastructure, Construction or Recycling

Sales Experience Proven record in complex B2B sales Tender Experience RFQ, RFP and contract negotiations Driver's Licence Valid Code B driver's licence

Travel Extensive travel required

TECHNICAL COMPETENCIES

Competency Area

Business development and sales management Strategic planning

Contract negotiation

Market analysis and competitor intelligence Key account management

Tender preparation and proposal writing Commercial acumen

Financial analysis and budgeting

CRM systems and pipeline management Microsoft Office and reporting tools Presentation and communication skills Relationship management

BEHAVIOURAL COMPETENCIES

Competency Behavioural Indicators

Leadership Influences and drives results

Customer Focus Delivers value to customers

Initiative Proactively identifies opportunities

Resilience Performs under pressure

Accountability Takes ownership and responsibility

Negotiation Skills Achieves mutually beneficial outcomes

Innovation Identifies new growth avenues Relationship Building Establishes trust and credibility Commercial Orientation Understands business drivers Integrity Upholds ethical standards

INTERNAL AND EXTERNAL STAKEHOLDERS

Internal Stakeholders External Stakeholders

CEO Customers

Operations Managers Contractors

Plant Supervisors Mining Companies

Finance Department Government Institutions Procurement Department Municipalities

Logistics Team Suppliers

Technical Services Industry Associations

SHEQ Department Consulting Engineers

HR Department Project Developers

SUCCESS PROFILE

The successful incumbent will:

• Build and maintain a strong pipeline of commercial opportunities.
• Increase market share across all Group entities.
• Secure long-term strategic contracts.
• Position Thando Kinetics Group as a preferred industrial solutions partner.
• Strengthen relationships with customers, suppliers and stakeholders.
• Drive sustainable profitability and business growth.
• Contribute to diversification into mining, plastics, logistics, recycling and agriculture markets.
• Provide leadership and commercial insight that supports the Group's long-term strategic objectives.

WORKING CONDITIONS

• Based at Johannesburg Head Office.
• Frequent travel to Polokwane Plant, EPA Recycling facilities and customer sites.
• Interaction with customers, contractors, consultants and government stakeholders.
• Office and field-based environment.
• Occasional after-hours meetings and travel.

DISCLAIMER

This role profile has been designed to describe the general nature and level of work performed by the Business Development Manager. It is not intended to be an exhaustive list of all duties, responsibilities and competencies. Management reserves the right to amend the contents of this role profile in line with operational requirements, organisational restructuring, strategic priorities and business growth requirements.

This version has been strengthened and aligned to the Group structure and operating footprint reflected in the Thando Kinetics Group Organograms and existing role profile documents and incorporates broader strategic business development responsibilities consistent with senior commercial roles.