Business Development Manager – Managed Print Services

Reports to: ICT Services and Solutions – Sales Manager
Location: Onsite (Office & Field-Based)

About the Role
The Business Development Manager – Managed Print Services (MPS) is primarily responsible for driving new business acquisition and expanding the organisation’s footprint across target markets.
This is a highly proactive, hunter-focused role centred on identifying, qualifying, and converting new Managed Print Services opportunities. The successful candidate will engage prospective clients, assess print environments, and deliver tailored MPS solutions that reduce cost, improve efficiency, and enhance document security.
Working within a dynamic ICT Sales team, this role requires a results-driven individual with strong prospecting, negotiation, and closing skills in a competitive, fast-paced environment.

Main Purpose of the Role

• Drive new business acquisition within the Managed Print Services market.
• Build and maintain a strong pipeline of qualified MPS opportunities.
• Achieve consistent year-on-year growth in new customer revenue and contracted devices.
• Identify and penetrate target sectors and accounts within the assigned territory.
• Deliver a high-quality, consultative sales experience to prospective customers.

• Operates as part of a high-performance ICT and MPS sales team with a strong focus on growth.
• Reports directly to the ICT Services and Solutions Sales Manager.
• Hybrid role combining office-based planning with extensive field-based prospecting.
• Engages primarily with new customers, decision-makers, and key stakeholders.
• Works closely with pre-sales, technical consultants, and vendor partners to design winning solutions.
• Plays a key role in expanding market share and brand presence in the MPS space.

• Identify, target, and secure new Managed Print Services opportunities across defined sectors.
• Proactively prospect through cold calling, networking, referrals, and market research.
• Conduct detailed print audits and site assessments for prospective clients.
• Develop and present tailored MPS proposals, including cost-per-page models and ROI analysis.
• Manage the full sales cycle from lead generation through to negotiation and contract closure.
• Build and maintain a strong, active sales pipeline with accurate forecasting.
• Achieve and exceed new business sales targets and KPIs.

• Understand client business challenges related to print, document workflows, and cost control.
• Position Managed Print Services as a strategic solution to improve efficiency and reduce waste.
• Collaborate with technical teams to design and present end-to-end MPS solutions.
• Deliver compelling presentations to stakeholders at all levels, including senior decision-makers.

• Develop and execute a targeted territory and account penetration strategy.
• Identify high-potential industries and organisations for MPS adoption.
• Build relationships with key decision-makers and influencers in target accounts.
• Monitor market trends, competitor activity, and emerging technologies within the MPS space.

• Maintain accurate CRM records, pipeline tracking, and sales reporting.
• Collaborate effectively with internal departments including marketing, service delivery, and finance.
• Demonstrate strong commercial awareness, particularly around pricing models and profitability.
• Commit to continuous professional development and MPS/vendor certifications.
• Ensure compliance with data protection and document security standards.

• Minimum 3 years’ experience in new business development, B2B sales, or solution selling.
• Proven track record in winning new business and achieving sales targets.
• Experience in Managed Print Services, document solutions, or related technology sales is highly desirable.

• Vendor certifications (e.g., HP, Canon, Xerox, Kyocera) or willingness to achieve within 12 months.

• Understanding of MPS offerings, print infrastructure, and cost optimisation models.
• Strong CRM and pipeline management experience.
• Commercially focused with the ability to build business cases and ROI models.

• Full clean driver’s licence.
• Fluent English (written and spoken).
• Excellent communication, negotiation, and closing skills.
• Strong presentation and stakeholder engagement ability.
• Experience in tender submissions and proposal writing is advantageous.

• Competitive company pension plan.
• Supportive and high-performance sales environment.
• Sponsored training and MPS/vendor certifications.
• Life assurance coverage.
• Comprehensive wellness programme, including employee assistance support.
• Team-building and engagement initiatives.
• Paid volunteer days for community involvement.