The Head of Business Development is responsible for leading the acquisition of new business opportunities, driving profitable revenue growth, and expanding AGL Kenya's market presence across strategic industry sectors. The role provides leadership to the Business Development team, develops commercial strategies, strengthens customer relationships, and ensures sustainable pipeline generation aligned with the company's growth objectives.
The successful candidate will play a key leadership role in identifying high-value opportunities, leading complex sales engagements, coordinating cross-functional bid teams, and delivering profitable long-term business.
Based in Nairobi and reporting to the Commercial Manager Kenya, the successful candidate will have specific responsibilities as below:
Key Responsibilities
Commercial Growth
Develop and execute the country's business development strategy.
Deliver annual new business Gross Margin and Revenue targets.
Identify, qualify and convert strategic opportunities across target sectors.
Build and maintain a healthy commercial pipeline with sufficient coverage against budget.
Drive profitable growth while protecting commercial margins.
Sales Leadership
Lead, coach and develop the Business Development Managers.
Set clear sales objectives, KPIs and activity targets.
Conduct regular pipeline and opportunity review meetings.
Ensure disciplined CRM management and forecast accuracy.
Build a high-performance commercial culture focused on execution and accountability.
Strategic Business Development
Identify new market opportunities, emerging industries and strategic customers.
Develop customer acquisition strategies for priority sectors.
Lead customer engagement for major tenders and strategic bids.
Customer Engagement
Lead commercial negotiations for major opportunities.
Represent AGL at customer meetings, industry forums and networking events.
Ensure a consultative sales approach focused on customer value creation.
Develop long-term relationships with strategic prospects.
Tender & Proposal Management
Lead major RFIs, RFQs and RFPs.
Coordinate pricing, operations, legal and finance teams during bid preparation.
Ensure timely submission of high-quality proposals.
Conduct bid debriefs and capture lessons learned.
Market Intelligence
Monitor market trends, competitor activities and customer developments.
Identify opportunities arising from industry changes and investment projects.
Share market intelligence to influence commercial strategy.
Cross-Functional Collaboration
Work closely with Operations to ensure solution feasibility.
Partner with Pricing to develop competitive commercial offers.
Collaborate with Supply Chain Solutions on integrated logistics opportunities.
Support implementation teams during customer onboarding.
Profile & Requirements
Bachelor's Degree in Business, Logistics, Supply Chain, Marketing or related field.
Master's Degree is an added advantage.
Professional sales or logistics qualifications are desirable.
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