Position Overview
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 close. The successful candidate will play a key 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.
Work closely with engineering, operations and finance teams to develop commercially competitive solutions.
Negotiate and close high-value commercial contracts.
Commercial Leadership
Own revenue targets for the C&I business.
Develop sales processes, proposal templates and qualification frameworks.
Build, mentor and lead the C&I sales team as the business grows.
Represent the business at industry events and key client engagements.
Qualifications & Experience
Minimum of 8 years' B2B sales experience.
Minimum of 4 years' experience selling complex engineered solutions into 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 experience.
Valid driver's licence and own reliable transport.
Skills & Competencies
Strong business development and commercial negotiation skills.
Experience structuring complex commercial solutions.
Ability to translate technical solutions into commercial value for clients.
Strong stakeholder management and presentation skills.
Excellent leadership, communication and team development capability.
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' B2B sales experience, including at least 4 years selling complex engineered solutions into Commercial & Industrial clients in South Africa. Candidates must demonstrate a proven track record of personally closing R5 million+ commercial contracts, together with 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.