Position Overview
An established renewable infrastructure developer and funder is seeking a Head of Business Development to lead the growth of its Commercial & Industrial (C&I) decentralised water solutions business.
The business provides integrated water infrastructure encompassing groundwater sourcing, borehole drilling and testing, on-site purification, system design, installation, and ongoing operations and maintenance. Projects can also be delivered through long-term financed structures, enabling clients to improve water security without the upfront capital expenditure associated with conventional infrastructure projects.
This is a senior commercial role responsible for the full C&I sales cycle, from originating and qualifying opportunities through solution development, commercial structuring and contract signature. As the business scales, the successful candidate will also develop the sales playbook and build the C&I sales team.
Key Responsibilities
Business Development & Origination
Originate new C&I opportunities across manufacturing, food and beverage, healthcare, mining, logistics, property and other target sectors.
Build and manage a multi-channel pipeline through direct outreach, partner referrals, industry events, consultants, EPC partners and existing-client opportunities.
Qualify opportunities based on water requirements, site conditions, decision-makers, commercial viability, financing suitability and project timelines.
Build relationships with C-suite executives, operational stakeholders and other key decision-makers.
Maintain accurate CRM records and manage pipeline coverage, conversion and forecasting.
Proposal Development & Commercial Negotiation
Lead end-to-end proposal development, including technical scope, commercial structuring, financial modelling and financing terms.
Translate site assessments and engineering inputs into commercially compelling client proposals.
Coordinate with engineering, operations, finance and external partners to establish technically deliverable and commercially viable solutions.
Lead commercial negotiations and progress opportunities through to signed contracts.
Balance commercial objectives with project deliverability and risk.
C&I Water Solutions
Develop a strong working understanding of decentralised water solutions, including borehole supply, filtration, softening, reverse osmosis and operations and maintenance.
Translate technical specifications and water-quality information into commercial outcomes such as uptime, cost per kilolitre, compliance and ESG benefits.
Work alongside engineering teams during site assessments and solution scoping.
Commercial Leadership
Own C&I revenue targets and develop the commercial plan required to achieve them.
Develop the C&I sales playbook, including ideal customer profiles, messaging, qualification frameworks, proposal templates and deal-stage definitions.
Build and lead the C&I sales team as the business scales.
Represent the business at industry events, partner forums and strategic client engagements.
Qualifications & Experience
Minimum of 8 years' B2B sales experience.
At least 4 years' experience selling complex or engineered solutions to Commercial & Industrial clients in South Africa.
Demonstrable track record of personally closing deals valued at R5 million or more involving multi-stakeholder buying groups.
Working knowledge of water solutions, including borehole supply, filtration, softening, reverse osmosis and operations and maintenance.
Proven experience owning complex proposals from scoping and pricing through financial modelling, negotiation and contracting.
Strong CRM discipline and sales forecasting capability.
Based in Johannesburg or willing to relocate.
Valid driver's licence and own reliable transport.
An engineering degree is not required; commercial credibility and sufficient technical understanding of water solutions are essential.
Advantageous
Established C&I network within food and beverage, mining, manufacturing, healthcare, property or related sectors.
Exposure to project finance, leasing or as-a-service commercial structures.
Previous experience within an OEM, EPC, water-treatment specialist or industrial services business.
Experience building a sales function, developing a sales playbook and subsequently hiring a team.
Technical training or qualifications in water, chemical, mechanical or environmental engineering.
Important Note
Applicants must have at least 8 years' B2B sales experience, including a minimum of 4 years selling complex or engineered solutions into South African C&I clients. A proven personal track record of closing deals valued at R5 million or more is essential, together with the ability to own complex commercial proposals and negotiations from initial scoping through to contract signature.
