About the position
Our client in the infrastructure and construction industry is seeking a Head of Business Development Manager to spearhead strategic growth initiatives across Southern Africa.
Purpose of the Role
The Head of Business Development Manager will drive market expansion by securing large-scale government infrastructure projects funded by Multilateral Development Banks (MDBs) and Development Finance Institutions (DFIs). This executive role bridges technical capabilities with procurement requirements, ensuring bids are compliant, commercially viable, and aligned with regional regulations.
Key Responsibilities
- Strategic Market Intelligence: Develop and execute multi-year growth strategies, monitor national development plans, and conduct competitor analysis.
- DFI & Government Relations: Build networks with ministries and funding bodies, track funded projects, and ensure compliance with international anti-corruption standards.
- Tender & Proposal Oversight: Lead bid preparation, ensure technical and commercial alignment, and negotiate FIDIC-based contracts post-submission.
- Partnership & JV Strategy: Identify and vet local partners, negotiate joint ventures, and maintain strong partner relationships.
- Drive annual growth by achieving order book value targets through successful project acquisition.
- Ensure tender success by maintaining a strong hit rate across submissions.
- Maintain compliance excellence with zero disqualifications in tender processes.
- Develop and sustain a robust pipeline of qualified leads valued at 10x annual revenue targets.
Requirements
- Bachelor's Degree in Civil Engineering, Construction Management, or related technical field.
- Post-Graduate qualification (MBA, MSc Finance, or International Business) highly preferred.
- Professional registration (e.g., ECSA, ERB) advantageous.
- Minimum 15 years in civil engineering or construction.
- At least 7 years in senior Business Development or Commercial Management.
- Demonstrated experience securing and managing projects funded by multilateral development banks (example AfDB, World Bank, ADB, or EIB).
- Extensive SADC regional expertise.
- Multinational contractor background desirable.
Core Competencies & Skills
- Mastery of Development Finance Institution procurement guidelines and bidding documents.
- Expert knowledge of FIDIC contracts (Red, Yellow, Silver books).
- Strong financial literacy and ability to interpret project IRRs.
- Advanced project management skills (MS Project, Primavera).
- Behavioural strengths: meticulous attention to detail, cultural intelligence, resilience under pressure, and strategic negotiation skills.
Desired Skills:
- Leadership & Negotiation
- Strategic Market Intelligence
- DFI Procurement Expertise
- Stakeholder Engagement
- Tender & Proposal Oversight
