VP of Business Development

Organization
Sanivation
Location
Kenya
Job Type
Full-time
Deadline for Applications
04/30/2023
How to Apply
Applications may be done through the link https://www.fuzu.com/kenya/jobs/vp-of-business-development-sanivation-044d7d2a or send an email to talent@sanivation.com
Where to Apply
talent@sanivation.com
Tags
Full-time
Role: VP of Business Development Lead by: CEO
Quick Summary
• Sanivation has been working in East Africa for the past 7 years developing an innovative sanitation model to the meet the needs of local governments. The company is currently in 8 cities and has robust product offerings
• Sanivation’s work has been featured by World Bank, Kenya National Government, IFC, World Economic Forum
• Currently recruiting for a VP of Business Development to oversee business development and coordinate revenue generation teams. Previously this work was led by the CEO.Role Overview
The VP of Business Development will lead Sanivation’s Business Development Division. This role will mainly be responsible for managing and overseeing a division of 10 people across capture management, local government account management, project development, and reuse sales to secure opportunities across the following revenue streams:
1. Infrastructure Development: identifying and securing opportunities for profitably developing, designing, building, and operating sanitation infrastructure across Africa
2. Reuse Sales: identifying, securing, and negotiating multi-year offtake contracts for biomass fuel sales with large scale industries
3. Consulting: identifying and securing opportunities to undertake consulting and feasibility work across the waste management markets
4. Engineering, Procurement, Construction (EPC): identifying and securing opportunities for Sanivation to generate revenue through executing sanitation projects for clientsEach of these segments already has teams in place at Sanivation, to varying degrees of maturity. You will be responsible for coordinating all teams. In addition, you will have responsibility for an aggregated annual revenue target and will be expected to think strategically and long-term, as well as tactically and near-term. You will be responsible for immediate revenue targets as well as coaching a strong team already in place.
Locations: This role can be based in Naivasha (HQ) or Nairobi, Kenya.Experience Required
• 4+ years leading a company’s B2B or B2G sales process, managing a sales pipeline of greater than $40M
• 4+ years’ experience with a mid to senior level role at a company that does infrastructure development
• 4+ years of experience leading or overseeing a tender or RFP process for opportunities >$5M
• Demonstrated skills managing strong, high-quality proposals for World Bank, USAID, AFD or other development banks
• Able to build and maintain excellent working relationships with staff at all levels of the organization and external clients from diverse backgrounds.
• Demonstrated success managing/mentoring/guiding a team. Adept at providing guidance to direct reports and team members to resolve problems and overcome obstacles.
• Ability to lead and manage in matrixed structure, working collaboratively and effectively across business units, departments, functions, and teams.
• Strong analytical and commercial experience

Personal Attributes
● An excellent verbal and written communicator who has strong existing networks
● Eager to be part of high-growth company working with local governments and development banks
● Ability to create a performance-driven culture and excels at being part of a senior leadership team
● Ability to travel ~30%

Key Responsibilities

• Strategic planning: With CEO, owning and delivering on the organization’s growth strategy. Developing and managing to sales forecasts across multiple divisions of the company and sufficient to meet annual targets and high quality. Facilitate regular pipeline, opportunity and business planning reviews.
• Team management + Revenue growth: Growing revenue through coordinating among revenue teams to achieve annual aggregated target. Train and empower capture managers and respective functional heads to deliver on co-created strategies. Overseeing both Kenya and regional expansion. Supervise, mentor, and recruit as needed capture and proposal managers to ensure they are equipped to fulfill their responsibilities effectively. Set clear expectations and provide feedback on a regular and ongoing basis.
• Brand + product positioning: Oversee Sanivation’s positioning in the market and refining product scaling strategies
• Proposal structuring + deal close: Ensuring proposals and bids are competitive and commercially structured. Serve as a strategic proposal reviewer on high priority proposals and troubleshoot where necessary. Understands how to use intel networks to assess bid requirements to enable high win rate on RFP response