New Business Development - Digital Storage | Durban

Job Description

• We are seeking a driven, results-oriented and commercially minded Digital New Business Sales Representative to join our Digital Sales team. The successful candidate will be responsible for identifying, developing and securing new business opportunities through the sale of digital solutions that enable organisations to modernise their document management processes, improve operational efficiencies and accelerate their digital transformation journeys.
• This role is primarily focused on acquiring new clients and generating revenue from digital solutions, including document digitisation, electronic document management, digital archiving, workflow automation and related digital business solutions.
• The ideal candidate will have a strong hunter mentality, excellent prospecting skills and the ability to engage with decision-makers, understand business challenges and position digital solutions that deliver measurable business value.
• The successful candidate must be passionate about technology, consultative selling and helping businesses transition from traditional, paper-based processes to more efficient digital environments.

New Business Development and Revenue Generation

• Identify, prospect and acquire new customers with a specific focus on digital solutions and services.
• Develop and execute a structured sales strategy to achieve monthly, quarterly and annual new business revenue targets.
• Proactively identify opportunities across various industries where digital transformation, digitisation and process automation can address existing business challenges.
• Build and maintain a healthy sales pipeline through consistent outbound prospecting, networking, referrals, industry research and targeted account development.
• Develop relationships with prospective clients and convert opportunities into sustainable, revenue-generating accounts.
• Identify cross-selling and upselling opportunities for digital solutions within newly acquired accounts where appropriate.

Digital Solutions Sales

Promote and sell digital solutions, including:

• Document scanning and digitisation services.
• Electronic document management systems (EDMS).
• Digital archiving and electronic records access.
• Workflow automation and digital business processes.
• Electronic forms, approvals and document-signing solutions, where applicable.
• Other digital transformation products and services within the company's portfolio.
• Understand the client's current document management environment, operational challenges and digitalisation requirements.
• Articulate the business benefits of digital solutions, including improved productivity, reduced manual processing, enhanced accessibility, better governance and operational cost efficiencies.
• Conduct client presentations, product demonstrations and solution discussions in collaboration with relevant technical and operational teams.
• Prepare proposals, quotations and business cases that clearly demonstrate the value and return on investment of proposed solutions.

Client Relationship Management

• Build and maintain relationships with key stakeholders, including finance executives, operations managers, records management professionals and senior decision-makers.
• Engage clients in consultative discussions to uncover business needs and identify opportunities for digital transformation.
• Maintain regular communication with prospective clients throughout the sales cycle, from initial engagement through to negotiation and deal closure.
• Establish credibility as a trusted advisor by understanding the client's business environment and recommending appropriate digital solutions.

Pipeline Management and Sales Reporting

• Maintain accurate and up-to-date sales opportunities, activities, forecasts and client information within the company's CRM system.
• Track prospecting activity, meetings, proposals, pipeline value, conversion rates and closed revenue.
• Provide regular updates on sales performance, pipeline progression, forecast accuracy and anticipated deal closures.
• Monitor market developments, competitor activity and emerging opportunities within the digital solutions market.
• Work collaboratively with the wider digital, technical, implementation and customer support teams to ensure a smooth handover of newly secured business.

Requirements

• Matric certificate or equivalent qualification.
• A minimum of 2 to 5 years' experience in business-to-business (B2B) sales, new business development or solution-based selling.
• Proven experience in prospecting, lead generation, pipeline development and securing new business.
• Experience selling digital solutions, software, IT services, document management, digitisation or workflow automation will be highly advantageous.
• A demonstrated ability to achieve or exceed sales targets.
• Strong presentation, negotiation, communication and relationship-building skills.
• Proficiency in Microsoft Office and experience using a CRM system.
• A valid driver's licence and willingness to travel for client meetings, where required.

The successful candidate will demonstrate:

• Hunter mentality: Proactively identifies prospects and consistently pursues new business opportunities.
• Digital mindset: Understands the value of technology and can communicate digital solutions in practical business terms.
• Consultative selling: Identifies client pain points and positions solutions based on business needs rather than simply selling products.
• Commercial acumen: Understands revenue targets, margins, sales pipelines, deal values and the importance of profitable growth.
• Strong prospecting ability: Confidently engages new prospects through cold calling, email outreach, networking and face-to-face meetings.
• Negotiation and closing skills: Able to manage objections, influence decision-makers and convert opportunities into sales.
• Relationship management: Builds trust and maintains professional relationships with stakeholders at different organisational levels.
• Resilience and accountability: Remains motivated in a target-driven environment and takes ownership of individual performance.
• Planning and organisation: Manages multiple opportunities, sales activities and deadlines effectively.
• Adaptability: Willing to learn new technologies, products and evolving digital market trends.

Key Performance Indicators (KPIs)

Performance will be measured against agreed sales targets and activity-based objectives, including:

• Achievement of monthly, quarterly and annual new business revenue targets for digital solutions.
• Value and quality of the digital sales pipeline generated and maintained.
• Number of qualified new business opportunities created.
• Number of new client meetings, presentations and solution demonstrations conducted.
• Conversion rate from qualified opportunity to closed deal.
• Number of new clients acquired and revenue generated from those accounts.
• Average deal value and sales cycle progression.
• Accuracy of sales forecasts and CRM reporting.
• Achievement of agreed prospecting and client engagement targets.

Specific revenue targets, activity expectations and pipeline coverage ratios will be established by the Digital Sales Manager.

Benefits

• OTE :  R1.2m (commission uncapped)