Indepth Research Services (IRES) is an international training and consultancy organization with its head office in Nairobi, Kenya. The Business Development Officer role involves comprehensive P&L ownership, strategic portfolio management, and driving market penetration for the business unit. This position demands a high level of accountability for achieving revenue and profit margin targets and serving as the final authority on commercial deal governance.
Key Responsibilities & Deliverables
Portfolio Strategy & Management
- Develop and execute the unit's overarching portfolio strategy, defining the optimal balance between high-margin and high-volume/partner-led revenue streams.
- Continuously analyze market trends, competitive landscape, and internal capabilities to adjust the portfolio mix for maximum competitive advantage and risk mitigation.
- Own the long-term roadmap for the unit's service/product portfolio, ensuring it aligns with the broader corporate strategy.
P&L Ownership & Financial Stewardship
- Be fully accountable for the unit's Total Revenue and Profit Margin targets.
- Develop the unit's annual operating plan (AOP), including detailed revenue forecasts, margin expectations, and operational budgets.
- Monitor financial performance rigorously, implementing corrective actions to address variances and capitalize on opportunities.
Profitability Gatekeeping & Deal Governance (The Final Authority)
- Act as the final approving authority for all commercial deals, with a mandatory focus on protecting and enhancing unit profitability.
- For all Partner-led deals, ensure Vendor Fees and Royalty structures are rigorously modelled, negotiated, and incorporated into final margin calculations before approval.
- Establish and enforce commercial governance frameworks, pricing guidelines, and discounting policies.
Strategic Leadership & Market Penetration
- Define and drive the unit's accounts Penetration Strategy. This involves identifying, prioritizing, and developing comprehensive account plans for a curated list of high-potential clients that are critical to the unit's strategic goals.
- Determine the optimal engagement model for each target account to maximize win probability and profitability.
- Identify and prioritize new market segments or strategic partnerships that align with the unit's growth objectives.
- Foster a culture of strategic agility and innovation within the unit's business development and execution teams.
Cross-Functional Leadership & Alignment
- Collaborate closely with other departments to ensure the strategy is effectively translated into executable plans.
- Lead, mentor, and develop the unit's business development and strategy team, setting clear goals and fostering a high-performance culture.
- Serve as the primary ambassador and voice for the business unit in internal and external forums.
Qualifications & Experience
- Education: Bachelor’s degree in Economics and Statistics, Project Management, Monitoring & Evaluation, Business, Finance, or a related field; MBA or equivalent advanced degree strongly preferred.
- Experience: 3+ years of progressive experience in Strategic Business Development, Technical Sales, Corporate Strategy, or P&L Management, preferably within Consulting, Technology, or Service industries.
- Proven track record of owning and exceeding revenue and profitability targets for a significant business segment.
- Deep experience in managing complex partner ecosystems.
- Demonstrated ability to develop and execute multi-year business strategies.
