Summary

Head of Business Development Job AGL. Responsible for leading business development strategy, identifying growth opportunities, managing key client relationships, and driving revenue expansion. Requires a relevant business, marketing, or finance qualification, extensive business development experience, and strong leadership and negotiation skills.

Mission Description

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.

Key Responsibilities

Based in Nairobi and reporting to the Commercial Manager Kenya, the successful candidate will have specific responsibilities as below:-

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.

Qualifications

• 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.

• 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.
• 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.
• 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.
• 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.
• 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.
• Monitor market trends, competitor activities and customer developments.
• Identify opportunities arising from industry changes and investment projects.
• Share market intelligence to influence commercial strategy.
• 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.

• Strong leadership and negotiation skills
• Extensive business development experience
• Relevant business, marketing, or finance qualification
• Commercial acumen
• Strategic thinking
• Sales management
• Customer relationship management
• Tender and proposal management
• Market analysis
• Cross-functional collaboration

• 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.