Group Chief Business Development Officer

Full Job Description
This advert is open for application by external applicants.
Equity Statement :Preference will be given to suitably qualified Applicants who are members of the
designated groups in line with the Employment Equity Plan and Targets of the Organisation/Operating
Candidates will be subjected to assessments and intensive vetting process as per the requirements of
the job that might include State Security Screening, Lifestyle Audit, Social Media Checks.
Applicants that are interested in applying for any of the advertised positions must apply by registering on the Careers section
of the Transnet Internet. Please take care in completing all required details on the profile, and then apply for the position.
Alternative Application Methods: (Completed Curriculum Vitae to be submitted)
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The closing date is on 13.03.2020. It is the responsibility of the applicant to ensure that HR has received the application
before the closing date of the advertisement.
Note: if you have not been contacted within 30 days of the closing date of this advertisement please consider your
application as unsuccessful.
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Operating Division : Transnet Group Services
Position Title : Group Chief Business Development Officer
Employee Group : Permanent
Department : Business Dev
Location : Johannesburg
Reporting To : Group Chief Executive
Grade Level : A
Reference Number : 6003522
Position Purpose:
Lead and direct Transnet’s market positioning, client acquisition and retention strategies and plans to achieve business
growth targets and objectives through:
increasing the share of logistics spend with existing customers;
identification and pursuing of new and diversified growth business opportunities;
geographic expansion into new markets.
Increase Transnet’s share of logistics spend with existing customers and increase market share in new market segments
through the delivery of sustainable end-to end commercial and freight logistics solutions.

In collaboration and partnership with the private and public sectors, identify and pursue new and diversified growth business
opportunities to achieve Transnet’s growth targets and objective.
Execute Transnet’s international strategy to grow and serve the international market through Transnet International Holdings
(TIH), seeking new markets through geographic expansion by delivering end-to-end logistics solutions through partnerships
to ensure mutual sustainable growth.
Manage and operate the luxury Blue Train and leverage its status as a prestigious, award-winning national treasure to attract
tourists worldwide and grow Transnet’s business.
Position outputs:
Lead the business development cycle (opportunity for revenue generation):
Establish in-depth understanding of the industry landscape through detailed environmental scanning and market analysis;
Identify and pursue additional opportunities to establish alternative revenue streams;
Provide business development insight and subject matter expertise into client acquisition strategies and programs;
Ensure management of key account relationships to improve or maintain a high level of customer satisfaction, with a view to
increasing Total Customer profitability and placing customers at the centre of Transnet’s universe;
Lead analysis of current demand and forecast future demand so contract volumes are appropriate for meeting the growth
objectives of the business.
Proposition/Product/Service Offering Development:
Formulate innovative value propositions to diversify Transnet’s business portfolio and grow its share of the logistics chain;
Ensure development of innovative customer focused service offerings across the logistics chain based on industry,
competitor and market insight;
Customise business solutions through advanced data analytics and design thinking that places the customer at the centre of
the Transnet value chain;
New Customer Targeting:
Increase the share of logistics spend with existing customers, and identify and increase market share in new market
segments through sustainable end-to-end commercial and freight logistics solutions (including partnering solutions);
Reduce the cost of logistics in key economic value chains;
Lead the development of new target customer profiles, customer segmentation;
Ensure the building of key customer relationships and guide proposal development, solutions design, bid and negotiation
Manage negotiations and conclusion of contracts with prospective customers to win new business, and existing customers to
increase share of their logistics play.
Marketing & Sales Management:
Lead marketing, branding, advertising and promotion activities;
Utilise market segment-specific branding and customer engagement opportunities to enhance the positioning of Transnet and
its services with customers;
Lead sales strategy approach for customer segments, including pricing strategy;
Champion the brand to internal and external stakeholders;
Transnet International Holdings:
Conduct, oversee and direct all Transnet operations and projects outside;
of South Africa, in line with the company’s international expansion strategy;
Is accountable for end-to-end business value chain offerings and for ensuring that it has both the capacity and capability to
grow and serve the international market by deploying Transnet’s integrated international value proposition;

Blue Train:
Increase revenue generated by the Blue Train by leveraging its brand as a flagship tourism experience and national treasure
to draw new audiences and compel regular travelers and tourists to return.
Customer Centricity:
Improve customer experience by providing a streamlined, effective and integrated contract management process across the
company, ensuring the adoption of sound commercial practices, compliant with legal and contractual terms and effective
management of contracts;
Ensure seamless customer service through establishing an integrated Sales and Marketing organisation closely aligned with
asset and infrastructure availability and operational performance;
Ensure a total view of the customer, improving stakeholder engagement and collaboration through digital channels;
Manage and coordinate key industry clusters with a view to implementing technology-based customer solutions;
Functional Leadership:
Ensure the team delivers to the agreed standards of functional and cross functional teamwork aligned to one Transnet way of
Qualifications & Experience:
B-degree in Commerce, Finance Economics, or relevant with minimum 15 years’ experience in business development in a
large organization.
Experience in complex operations and commercial environment, of which at least 5 – 7 years at an executive leadership
In the absence of a relevant formal qualification, minimum 20 years’ experience and knowledge gained in business
development in a large organization.
Experience in complex operations and commercial environment, of which 5 – 7 years at an executive leadership level.
Seasoned professional with advanced knowledge of business development, and an in-depth understanding of the local and
international competitive freight logistics environment
Experience with leading major transformation in an organisation.
Standard Job Requirements:
Driver’s license code 08
Local and international travel as required by the business
Inspirational & Ethical Leadership
Strategic Thinking
Relationship Management
Corporate Governance and Compliance
Business Performance and Delivery
Personal Mastery
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