Business Development Manager

Principle Accountabilities

Deal Origination (Primary Mandate)

• Proactively identify and engage landowners, developers, and investors with high-potential assets.
• Build a strong pipeline of bankable land-based opportunities.
• Position the organization as a trusted partner in unlocking land value.

Business Case Development & Financial Structuring

• Develop robust, data-driven business cases for landowners and partners.
• Conduct feasibility analysis and financial modelling (returns, cash flows, viability).
• Structure commercially sound deals that balance profitability, risk, and client value.

Relationship Management

• Act as the primary relationship owner for landowners and strategic partners.
• Build long-term, trust-based relationships with high-value clients.
• Influence decision-making through credible, insight-led advisory.

Deal Negotiation & Conversion

• Lead negotiations on deal structures, commercial terms, and partnerships.
• Drive opportunities from initial engagement to approval (“greenlight”).
• Maintain strong conversion rates and pipeline momentum.

Stakeholder Management (End-to-End)

• Coordinate internal and external stakeholders across the deal lifecycle.
• Ensure seamless transition from BD → Project → Sales.
• Maintain engagement with clients throughout the contractual period up to exit.

Pipeline Management & Execution Discipline

• Maintain a healthy, trackable pipeline with clear timelines and milestones.
• Ensure all leads are actively managed and expedited to decision stage.
• Provide accurate reporting on pipeline value, conversion, and risks.

Key Competencies and Skills

Strong Business Acumen:

• Ability to evaluate opportunities commercially, not just technically.
• Strong understanding of financial returns, deal viability, and value creation.
• Confidence in building and defending investment-grade business cases.
• Ability to balance risk and reward in decision-making.

Strategic Thinking & Planning:

• Market Analysis: Ability to analyze the Kenyan real estate market, understanding local trends, demand drivers, and emerging opportunities. This includes being aware of specific sub-markets and their nuances.
• Target Market Identification: Skill in identifying and segmenting potential client groups (e.g., developers, investors – both local and diaspora, property owners, corporations seeking space) within the Kenyan context.
• Strategic Partnership Development: Ability to identify and forge beneficial partnerships with local industry players (e.g., real estate agents, brokers, financial institutions, legal firms, government agencies).
• Goal Setting & Execution: Proven ability to develop and execute strategic business development plans with clear, measurable goals relevant to the Kenyan market.

Sales & Negotiation Skills:

• Value Proposition Communication: Ability to articulate the company's value proposition in a way that resonates with the specific needs and challenges of the Kenyan real estate market.
• Persuasion & Influence: Strong ability to persuade and influence potential clients and partners, building trust and credibility in the local business culture.
• Negotiation & Closing: Proven track record of successfully negotiating and closing deals within the Kenyan business environment, understanding local business practices.

 Relationship Management:

• Networking: Strong ability to build and maintain a robust network of contacts within the Kenyan real estate industry. This includes understanding local networking dynamics and key influencers.
• Stakeholder Management: Skill in managing relationships with diverse stakeholders, including clients, partners, and internal teams, with sensitivity to local customs and communication styles.
• Client Retention & Growth: Ability to nurture relationships to ensure client satisfaction and identify opportunities for repeat business and referrals within the Kenyan market.

 Lead Generation & Qualification:

• Local Lead Generation Strategies: Knowledge of effective lead generation strategies within the Kenyan real estate context, including leveraging local networks, industry events, and digital platforms relevant to the Kenyan audience.
• Qualification & Prioritization: Ability to efficiently qualify leads based on their potential and alignment with the company's goals in the Kenyan market.

Market Knowledge

• Understanding Local Regulations: Awareness of Kenyan real estate laws, regulations, and approval processes.
• Knowledge of Property Types: Understanding the dynamics of different property types prevalent in Nairobi and Kenya (e.g., residential apartments, commercial buildings, land, mixed-use developments).
• Awareness of Economic Factors: Understanding how local economic conditions, interest rates, and infrastructure development impact the Kenyan real estate market.

Communication & Presentation

• Clear & Concise Communication: Ability to communicate effectively in both English and potentially local languages (like Swahili) to build stronger connections within the Kenyan market.
• Culturally Sensitive Communication: Awareness of local cultural nuances and communication styles to build rapport and avoid misunderstandings.
• Persuasive Presentations: Ability to deliver compelling presentations tailored to the interests and understanding of a Kenyan audience.

Minimum Qualifications, Knowledge and Experience

Academic & Professional

• Bachelor’s degree in Business, Finance, Real Estate, or related field.
• Master's degree in a relevant field. Added advantage.
• Professional certifications such as CPA-K and CIFA are highly recommended.

Experience

• 5 years of proven experience in business development, sales, or a client-facing role within the real estate industry in Kenya.
• Over 5 years of experience in Corporate/Commercial Banking Relationship Management.
• Hands-on experience in project management, project coordination of not less than 5 years.
• Strong relationship management experience preferably managing high net worth clients.
• Proven experience in structuring and closing real estate transactions and partnerships.
• Proven and successful ability to lead a group of personnel towards growth in enhanced business growth and enhance revenue generation