Head of Business Development

The client is looking for a Head of Business Development to work in Johannesburg.

Job purpose:

• The Head of Business Development is a high-impact executive role responsible for spearheading the company’s strategic growth across Southern Africa.
• The primary purpose is to identify, qualify, and secure large-scale government infrastructure projects funded by Multilateral Development Banks (MDBs) and Development Finance Institutions (DFIs).
• This role serves as the critical link between the company’s technical capabilities and the specific procurement requirements of funders such as the African Development Bank (AfDB), Asian Development Bank (ADB), and European Investment Bank (EIB).
• The incumbent must navigate complex geopolitical landscapes, manage high-level stakeholder relationships, and ensure that the company’s bid submissions are technically compliant, commercially viable, and meticulously aligned with both ownership expectations and local Southern African regulatory environments.

Key Job Outputs and Elements:

• Output 1: Strategic Market Intelligence & Growth Planning
  • Develop and execute a multi-year business development strategy to increase market share in the Southern African infrastructure sector.
  • Strategic Scanning: Continuously monitor national development plans (NDPs) of Southern African nations to identify upcoming infrastructure pipelines.
  • Competitor Analysis: Maintain a detailed database of competitor activity, pricing trends, and joint venture (JV) structures within the region.
  • Feasibility Assessment: Lead the “Go/No-Go” evaluation process for new leads, assessing risk, profitability, and alignment with the firm’s core competencies.
  • Country Entry Strategies: Formulate specific expansion plans for target markets in Botswana, Namibia, Lesotho, South Africa, Malawi and Zambia accounting for local content requirements.
• Output 2: DFI & Government Relations Management
  • Establish and maintain a robust network of high-level contacts within government ministries and international funding bodies.
  • Funded Project Tracking: Build direct lines of communication with DFI procurement officers to understand upcoming project financing and pre-qualification criteria.
  • Government Liaison: Act as the primary point of contact for Ministries of Transport, Public Works, and Water Affairs to position the firm as a preferred partner.
  • Regulatory Compliance: Ensure all business development activities comply with both international anti-corruption standards (e.g.,World Bank Integrity guidelines) and local laws.
  • Lobbying & Influence: Represent the firm at regional infrastructure summits, DFI seminars, and industry forums to enhance brand visibility.
• Output 3: End-to-End Tender & Proposal Oversight
  • Assist in the preparation of winning, high-quality, and meticulous bid submissions for large-scale infrastructure projects.
  • Proposal Quality Control: Assist the technical and commercial bid teams to ensure every line item of a Request for Proposal (RFP) is addressed with precision.
  • Technical Alignment: Coordinate with tendering team to ensure proposed solutions meet DFI-specific technical standards and Environmental and Social (E&S) safeguards.
  • Commercial Structuring: Work with the Tendering Department to develop competitive pricing models that account for currency fluctuations, local labor laws, and DFI disbursement cycles.
  • Post-Submission Management: Lead the clarification process and negotiate contract terms (FIDIC-based) following successful shortlisting.
• Output 4: Partnership & Joint Venture (JV) Strategy
  • Identify and manage strategic partnerships to meet local content requirements and enhance technical bidding strength.
  • Partner Vetting: Conduct rigorous due diligence on potential local partners to ensure they meet the company’s ethical and operational standards.
  • JV Negotiation: Draft and negotiate Memorandum of Understandings (MoUs) and Joint Venture agreements that protect the firm’s interests while satisfying local empowerment mandates.
  • Relationship Stewardship: Maintain ongoing health checks on existing partnerships to ensure seamless project handovers from BD to Operations.

Minimum Requirements (education and experience):

• Education:
  • Bachelor’s Degree: B.Eng or B.Sc in Civil Engineering, Construction Management, or a related technical field.
  • Post-Graduate Degree: MBA, M.Sc in Finance, or Masters in International Business (Highly Preferred).
  • Professional Registration: Registration with a recognized professional engineering body (e.g., ECSA, ERB) is an advantage.
• Experience:
  • Total Experience: Minimum of 15 years in the civil engineering or construction industry.
  • Leadership Experience: At least 7 years in a senior Business Development or Commercial Management role.
  • DFI Exposure: Proven track record of securing and managing projects funded by AfDB, World Bank, ADB, or EIB.
  • Regional Expertise: Extensive experience operating within Southern Africa (SADC region).
  • Ownership Context: Previous experience working within a large multinational contractor is highly desirable.

Core Competencies and Technical Skills:

• Technical Skills:
  • Procurement Knowledge: Mastery of DFI procurement guidelines and standard bidding documents (SBDs).
  • Contractual Knowledge: Expert understanding of FIDIC Red, Yellow, and Silver books.
  • Financial Literacy: Ability to interpret complex financial models, project IRRs, and DFI funding structures.
  • Project Management: Understanding of MS Project or Primavera to oversee bid timelines.
• Behavioural Competencies:
  • Meticulous Attention to Detail: An uncompromising approach to the accuracy and presentation of data, reports, and bid documents.
  • Cultural Intelligence: The ability to bridge the gap in a multicultural environment with different corporate reporting styles and Southern African business etiquette.
  • Strategic Negotiation: High-level persuasion skills to navigate multi-party negotiations involving government officials and lenders.
  • Resilience: Ability to perform under extreme pressure during high value tender deadlines.

Key Performance Indicators (KPIs):

• Order Book Value: Annual target for the total value of new contracts signed.
• Tender Hit Rate: Percentage of successful bids vs. total bids submitted.
• DFI Compliance: Zero disqualifications on the basis of administrative or technical non-compliance.
• Strategic Pipeline: Maintenance of a qualified lead pipeline valued at 10x the annual revenue target.