Business Development Manager: Retail Electronic Shelf Labels (ESL)

This is an exciting opportunity for an experienced sales and business development leader who understands the retail environment and knows how to turn opportunity into sustainable growth.
You’ll be responsible for driving the growth of our Electronic Shelf Labels business, developing strategic customer relationships, identifying new opportunities and leading a high-performing sales team.

​NEC XON Cape Town Office, Oxford University Press Building, Vasco Blvd, Goodwood, Cape Town, 7460
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Permanent Contract
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All applications (updated CV and mo​tivational letter) to be emailed to [email protected]
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Closing Date: 07 September 2026
Main purpose of the job
The Business Development Manager: Retail Electronic Shelf Labels (ESL) is responsible for driving revenue growth, expanding market share, and achieving Business Unit profitability targets within the retail sector. 
The incumbent will identify, develop, and secure new business opportunities while leading and managing the Retail ESL sales team. The role requires the development of strategic customer relationships, execution of sales strategies, and oversight of all activities required to achieve annual sales, gross profit, and business growth objectives. 
The successful candidate will have extensive experience within major retail environments, including Massmart, Makro, SPAR, Checkers, Shoprite, Pick n Pay, or similar FMCG retail organisations, with a strong understanding of retail operations, merchandising, pricing, and digital transformation technologies. 
Key Responsibilities
1. Business Development 
  • Develop and execute a business development strategy to grow the Electronic Shelf Labels Business Unit. 
  • Identify, target, and secure new retail customers and opportunities. 
  • Establish and maintain strong relationships with executive, operational, and procurement stakeholders. 
  • Develop strategic account plans for key customers. 
  • Identify opportunities for expansion within existing customer accounts. 
  • Generate sustainable sales opportunities and maintain a robust sales pipeline. 
  • Monitor market conditions, competitor activities, and industry trends. 

2. Sales Leadership and Team Management 
  • Lead, manage, mentor, and motivate the Retail ESL sales team. 
  • Set individual and team sales targets aligned to Business Unit objectives. 
  • Conduct regular sales reviews, pipeline meetings, and forecasting sessions. 
  • Drive accountability and performance management initiatives. 
  • Support sales representatives in customer engagements and negotiations. 
  • Promote a high performance and customer-centric culture 

3. Revenue and Profitability Management 
  • Achieve annual, quarterly, and monthly revenue targets. 
  • Drive profitability and margin objectives across all opportunities. 
  • Develop accurate sales forecasts and business reports. 
  • Manage pipelines and conversion rates to ensure target achievement. 
  • Contribute to annual budgeting and business planning exercises. 
  • Ensure commercial viability of all proposed customer solutions. 

4. Account and Customer Management 
  • Build long-term relationships with key retail stakeholders. 
  • Conduct executive-level customer presentations and solution demonstrations. 
  • Manage strategic customer engagements and business reviews. 
  • Ensure customer satisfaction and retention. 
  • Manage escalations and customer concerns professionally. 
  • Support the successful implementation and adoption of ESL solutions. 

5. Proposal and Tender Management 
  • Lead and coordinate the preparation of quotations, proposals, and tender responses. 
  • Work closely with technical and operational teams to develop commercially and technically viable solutions. 
  • Participate in contract negotiations and deal closure activities. 
  • Ensure adherence to internal governance and approval processes. 

6. Market Development 
  • Promote NEC XON's Electronic Shelf Label solutions within the retail sector. 
  • Identify new product and market opportunities. 
  • Participate in industry exhibitions, conferences, and networking events. 
  • Develop go-to-market initiatives supporting strategic growth objectives. 
  • Foster strategic partnerships that enhance market reach and competitiveness. 
Key performance indicators
The role will be measured against: 
Financial 
  • Annual Revenue Target Achievement 
  • Gross Profit Achievement 
  • Business Unit Profitability 
  • Sales Pipeline Value and Growth 

Sales 
  • New Customer Acquisition 
  • Opportunity Conversion Rate 
  • Strategic Account Growth 
  • Forecast Accuracy 

Customer 
  • Customer Retention 
  • Customer Satisfaction ​

Minimum Qualifications ​
Essential 
  • Grade 12 (Matric) 

Preferred 
  • Diploma or Degree in: Sales and Marketing 
  • Business Management 
  • Retail Management 
  • Commerce 
  • Information Technology 
  • Supply Chain Management 

Equivalent industry experience will be considered. 
Experience Requirements
Essential 
  • Minimum 5-7 years' experience in Business Development, Sales Management, Key Account Management, or Retail Technology Sales. 
  • Minimum 3 years' experience leading and managing a sales team. 
  • Proven track record in achieving and exceeding sales targets. 
  • Experience managing large customer accounts and commercial negotiations. 
  • Experience with CRM systems and sales reporting. 

Highly Advantageous 
Experience within: 
  • Massmart 
  • Makro 
  • SPAR 
  • Financial Acumen 
  • Negotiation Skills 
  • Customer Focus 

Communication 
  • Executive-level Communication 
  • Presentation Skills 
  • Stakeholder Management 
  • Relationship Building 

Personal Attributes 
  • Results Driven 
  • Entrepreneurial Mindset 
  • Self-Motivated 
  • Professional and Ethical 
  • Resilient Under Pressure 
  • High Energy and Initiative 

ADDITIONAL REQUIREMENTS 
  • Valid South African Driver's Licence. 
  • Own reliable transport. 
  • Ability to travel nationally as required. 
  • Ability to work after hours when required for customer engagements and project requirements. ​