Business Development Manager

The Business Development Manager is responsible for driving profitable new business growth for Kanoo Travel by identifying, developing and converting high-value corporate opportunities. The role owns the new-business cycle from prospecting and qualification through solution development, proposal, negotiation, contract award and structured handover to implementation and account management. In line with Kanoo Travel 2.0, this is a technology-enabled, consultative sales role. The successful candidate must be highly tech savvy and digitally fluent, preferably a digital native, with a strong background in technology, SaaS or solution-led sales. A significant proportion of the sales effort will involve demonstrating Kanoo Travel’s new technology stack and translating its features and functionality into clear, meaningful customer benefits and measurable business outcomes. The position will represent Kanoo Travel’s broader value proposition across corporate travel and relevant adjacent services, building senior client relationships and positioning Kanoo Travel as a modern, customer-focused, technology-enabled and commercially competitive travel management partner. Responsibilities: 1. 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. 3. 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. 4. 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. 5. 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. 6. 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. 7. 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. 8. 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. 9. Reporting & Stakeholder Collaboration Provide accurate reporting on pipeline value, opportunity progression, wins, losses, forecasts and key commercial risks. Analyze 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. Requirements: 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 pipel