Head of Business Development

An established infrastructure business delivering decentralised water solutions is seeking an experienced Head of Business Development to lead the Commercial & Industrial (C&I) division.

This role is responsible for owning the full C&I sales cycle, from business development and opportunity qualification through to proposal development, commercial negotiations, and contract closure. The successful candidate will play a pivotal role in scaling the C&I business by developing a sustainable sales pipeline, securing high-value contracts, and building a high-performing commercial team.

Key Responsibilities

Business Development & Pipeline Management

• Identify and secure new Commercial & Industrial business opportunities across key market sectors.
• Build and manage a robust sales pipeline through direct business development, strategic partnerships, and existing client relationships.
• Qualify opportunities based on commercial viability, technical requirements, and client needs.
• Maintain accurate CRM reporting, sales forecasting, and pipeline management.

Proposal & Commercial Management

• Lead the development of commercial proposals from initial scoping through to contract negotiation.
• Collaborate closely with engineering, operations, and finance teams to develop commercially competitive solutions.
• Negotiate and close high-value commercial contracts successfully.

Commercial Leadership

• Own revenue targets for the C&I business division.
• Develop scalable sales processes, proposal templates, and qualification frameworks.
• Build, mentor, and lead the C&I sales team as the business grows.
• Represent the company at industry events and key client engagements.

Qualifications & Experience

• Minimum of 8 years of B2B sales experience.
• Minimum of 4 years of experience selling complex engineered solutions to Commercial & Industrial clients within South Africa.
• Proven track record of personally closing commercial contracts valued at R5 million or more.
• Demonstrated experience leading commercial proposals, pricing, financial modelling, and contract negotiations.
• Strong understanding of decentralised water solutions, including groundwater supply, water treatment, purification systems, and long-term operations and maintenance.
• Strong CRM management and sales forecasting expertise.
• Valid driver's licence and reliable own transport.

Skills & Competencies

• Exceptional business development and commercial negotiation skills.
• Proven ability to structure complex commercial solutions.
• Aptitude for translating technical solutions into clear commercial value for clients.
• Strong stakeholder management and presentation skills.
• Excellent leadership, communication, and team development capabilities.

Advantageous

• Existing network within the commercial, industrial, manufacturing, mining, healthcare, or property sectors.
• Experience with project finance, leasing, or "as-a-service" commercial models.
• Experience selling for an EPC, OEM, water treatment, or industrial services business.
• Previous experience building and scaling a commercial sales function.
• Technical qualification in water, chemical, mechanical, or environmental engineering.

Important Note

Applicants must have a minimum of 8 years of B2B sales experience, including at least 4 years selling complex engineered solutions to Commercial & Industrial clients in South Africa. Candidates must demonstrate a proven track record of personally closing commercial contracts valued at R5 million or more, alongside experience managing the full sales cycle from business development through to commercial negotiation and contract award. Applicants who do not meet these essential requirements will not be considered.