Business Development Manager

Introduction

HMA South Africa supplies fire detection, gas detection and suppression solutions into mining, minerals processing, petrochemical, power generation and critical-facility environments across Africa. This role owns the front end of that business: finding the work, building the relationships that produce it, and converting enquiries into awarded projects.

It is a hunting and account-development role, not an order-taking one. You will be out with consulting engineers, EPCMs, mine and plant engineering teams, contractors and end users — shaping specifications early, positioning the Det-Tronics, Autronica and Kidde platforms before a tender is written, and carrying opportunities through to close alongside the Applications Engineer.

Duties & Responsibilities

Market and pipeline development

• Build and work a pipeline of fire detection, gas detection and suppression opportunities across mining, minerals processing, petrochemical, power generation and data centre sectors.

• Identify projects early — at feasibility, FEED or specification stage — rather than reacting to published tenders.

• Call on consulting engineers, EPCM houses, mine and plant engineering departments, electrical and instrumentation contractors, and end-user maintenance teams.

• Position Det-Tronics and Autronica detection and Kidde suppression platforms into specifications, and work with consultants on compliant standards-based wording.

• Maintain accurate pipeline, forecast and call records; report on activity, conversion and prospects to the Operations Manager.

Client and project pursuit

• Qualify enquiries: scope, standard, budget, decision process and realistic chance of award, so engineering effort goes where it pays.

• Brief the Applications Engineer on client intent and site conditions, and work the proposal with them through to submission.

• Present and defend proposals to clients, consultants and adjudication panels on the commercial and relationship side.

• Negotiate terms, pricing and delivery arrangements within approved margin and authority limits.

• Drive opportunities to close, and keep contact through delivery so the next project comes back to HMA.

Commercial ownership

• Own an annual sales target for the detection and suppression portfolio, by sector and by key account.

• Develop account plans for strategic clients, including service, spares, upgrade and system-replacement revenue, not only new installations.

• Monitor competitor activity, pricing behaviour and specification trends, and adjust positioning accordingly.

• Support credit, contracting and hand-over administration so awarded work starts cleanly.

Principal and internal relationships

• Work with the Det-Tronics, Autronica and Kidde principals on market development, pricing support, product launches and joint client visits.

• Feed market intelligence and product gaps back to the principals and to the HMA Group's international business.

• Represent HMA South Africa at industry events, client technology days and relevant association forums.

Desired Experience & Qualification

Essential

• 5+ years selling technical fire, safety or industrial engineering systems into mining, petrochemical, power or commercial infrastructure clients in South Africa, with a demonstrable record against target.

• Working understanding of fire detection and gaseous suppression systems — enough to hold a credible technical conversation with a consulting engineer and to know when to bring the Applications Engineer in.

• Familiarity with the South African standards environment for fire systems (SANS 10139, SANS 14520 / ISO 14520, the fire provisions of SANS 10400) and with the SAQCC Fire registration regime.

• Experience selling through consulting engineers, EPCMs and contractors, including specification influence and tender pursuit.

• National Diploma or degree in an engineering, marketing or commercial discipline, or equivalent experience.

• Valid driver's licence and valid passport; able to pass site medicals and inductions for mining and petrochemical facilities.

Preferred

• Direct exposure to Det-Tronics, Autronica detection or Kidde suppression platforms, or to competing addressable detection and clean-agent systems.

• Existing relationships with fire consultants, EPCM houses or mine engineering departments in Gauteng and the broader inland region.

• Cross-border experience in Sub-Saharan Africa, including how projects there are funded, procured and delivered.

• Data centre, refining or power generation project experience.

• SAQCC Fire registration, or technical background in detection or suppression design or commissioning.

• CRM discipline and structured pipeline reporting experience.

Attributes we're looking for

• Prospects deliberately. Pipeline is built by planned calling, not by waiting for enquiries to arrive.

• Technically honest. Will not sell a configuration the engineering team cannot stand behind.

• Comfortable in both a boardroom and a live plant, and willing to travel to reach either.

• Patient with long project cycles, and organised enough to keep many of them warm at once.

• Clear written English; proposals, specifications and follow-ups are read by people who did not take the call.

What success looks like

• First 3 months — Det-Tronics, Autronica and Kidde ranges and HMA's capability understood well enough to present unaided; existing accounts met, and a qualified pipeline built and loaded.

• 6 months — Consistent call activity with consultants, EPCMs and end users; HMA-friendly wording appearing in client specifications; first self-originated awards closed.

• 12 months — Sales target met, with a pipeline covering the following year; recognised by key clients as HMA's point of contact for detection and suppression.

Package & Remuneration

• Market-related salary package.

• Principal-led training on Det-Tronics, Autronica and Kidde platforms; overseas training may be required.

• Established principal relationships and an installed base to sell into, rather than a cold start.

• Access to the HMA Group's engineering expertise across Australia, New Zealand, Indonesia and South Africa.

Interested?

Apply through portal. Attach your CV and include a short summary of the sectors and accounts you currently sell into. In your application, describe one project you won from first contact to award — how you found it, who you had to convince, what the competing position was, and what made the difference.