Senior Tendering & Business Development Manager

Department

Business Development & Commercial

Reports To

Managing Director

Functional Reporting

Executive Management

Location

Nairobi, Kenya

Scope

Construction, Civil Engineering, Building Projects, Infrastructure Works and Real Estate Developments

Geographic Coverage

Kenya and East Africa

Working Hours

Full-Time, with flexibility to meet client, bid and project requirements

ROLE PURPOSE

The Senior Tendering & Business Development Manager holds single-point accountability for the Company's business growth, market expansion, opportunity pipeline development, tender acquisition and conversion of opportunities into profitable projects.

The role exists because sustainable growth in a construction business depends on securing the right projects, at the right margins, under acceptable contractual and commercial conditions. Opportunities must be identified before competitors, relationships developed before tenders are released, risks assessed before bids are submitted and commercial terms negotiated before commitments are made.

The Senior Tendering & Business Development Manager is responsible for developing and maintaining a robust project pipeline, directing the entire tendering process, building strategic client relationships and ensuring that all bids align with the Company's profitability, capacity and risk objectives.

The role serves as the primary commercial growth driver for the business and is expected to influence strategic planning, project selection, pricing decisions, tender strategy and client engagement while maintaining the highest standards of commercial discipline and corporate reputation.

KEY RESPONSIBILITIES

3.1 Business Development and Revenue Growth

• Develop and implement the Company's business development strategy.
• Achieve annual order intake, revenue and profitability targets.
• Identify new business opportunities within public, private and donor-funded sectors.
• Develop a strong project pipeline sufficient to achieve approved growth objectives.
• Expand the Company's market presence across target sectors and geographic regions.
• Evaluate new markets, sectors and strategic growth opportunities.

3.2 Client Relationship Management

• Build relationships with clients, developers, consultants, government agencies and investors.
• Develop strategic account management plans for key clients.
• Identify decision-makers and influencers within target organizations.
• Maintain regular engagement with existing and prospective clients.
• Position the Company as a preferred contractor for future opportunities.
• Increase repeat business opportunities and customer retention.

3.3 Tendering and Bid Management

• Lead the end-to-end tendering process from opportunity identification through award.
• Review tender opportunities and recommend bid participation.
• Coordinate technical, commercial and financial inputs required for submissions.
• Ensure tender submissions comply fully with client requirements.
• Manage bid schedules and submission deadlines.
• Establish bid strategies that maximize competitiveness and profitability.

3.4 Commercial Evaluation and Pricing

• Lead review of project costs, pricing assumptions and commercial strategy.
• Evaluate project risks prior to tender submission.
• Recommend competitive pricing structures that protect profitability.
• Ensure bids reflect realistic market conditions and resource requirements.
• Review contractual terms and identify commercial exposures.
• Challenge tender opportunities that fail to meet approved commercial criteria.

3.5 Market Intelligence and Strategic Analysis

• Monitor construction market trends and emerging opportunities.
• Track competitors, market positioning and pricing movements.
• Analyze government development programs and infrastructure plans.
• Gather intelligence on major upcoming projects.
• Identify emerging sectors and growth opportunities.
• Provide management with market analysis supporting strategic decisions.

3.6 Proposal Development and Presentation

• Direct preparation of technical and commercial proposals.
• Ensure proposals effectively communicate the Company's capabilities and value proposition.
• Review bid documentation for quality and compliance.
• Coordinate presentations to clients, consultants and evaluation committees.
• Ensure submissions strengthen the Company's competitive position.
• Maintain proposal standards consistent with the Company's brand and reputation.

3.7 Contract Negotiation and Award Support

• Lead commercial discussions during tender clarification stages.
• Participate in negotiations relating to scope, pricing and contractual terms.
• Support preparation of contract documentation following award.
• Ensure project assumptions are documented before handover.
• Minimize commercial risks during contract finalization.
• Protect the Company's commercial interests throughout negotiations.

3.8 Pipeline Management and Forecasting

• Maintain a live opportunity pipeline and forecast register.
• Track opportunities through all stages of pursuit.
• Forecast future order intake and conversion rates.
• Monitor business development performance against plans.
• Ensure management has visibility on upcoming opportunities.
• Recommend corrective actions where business targets are at risk.

3.9 Risk Management and Governance

• Apply tendering governance and approval procedures consistently.
• Ensure commercial risks are identified and documented.
• Maintain bid review and approval processes.
• Ensure tender submissions comply with legal, regulatory and ethical standards.
• Escalate risks and deviations requiring management review.
• Maintain confidentiality and integrity throughout bid processes.

3.10 Marketing and Brand Development

• Support the development of corporate marketing initiatives.
• Promote the Company's capabilities through industry events and professional networks.
• Strengthen visibility within target construction sectors.
• Develop marketing campaigns supporting business growth objectives.
• Enhance brand recognition among clients and industry stakeholders.
• Ensure marketing activities align with strategic business objectives.

3.11 Team Leadership and Development

• Lead and develop the tendering and business development team.
• Establish performance objectives and accountability standards.
• Build capability in tender management, client engagement and commercial analysis.
• Mentor staff in proposal preparation and business development practices.
• Promote collaboration between commercial, technical and operational functions.
• Foster a results-oriented and customer-focused culture

DECISION AUTHORITY

• Opportunity Identification
• Full Authority
• Pipeline Development
• Full Authority
• Tender Participation Recommendation
• Recommends to Management
• Bid Strategy
• Leads and Recommends
• Pricing Recommendation
• Recommends for Approval
• Proposal Submission Coordination
• Full Authority
• Client Relationship Management
• Full Authority
• Market Development Initiatives
• Full Authority
• Strategic Partnerships
• Recommends
• Recruitment within Department
• Recommends
• Marketing Activities
• Manages within Approved Budgets
• Contract Negotiation Support
• Leads Commercial Discussions

PERFORMANCE EXPECTATIONS

• Order Intake
• Annual order book targets achieved
• Revenue Pipeline
• Robust and sustainable opportunity pipeline maintained
• Win Rate
• Improved tender conversion and bid success rate
• Profitability
• Projects secured at approved margin levels
• Client Development
• Growth in key account relationships
• Market Expansion
• New clients and sectors successfully developed
• Forecasting Accuracy
• Reliable and accurate pipeline forecasting
• Tender Compliance
• High-quality and compliant bid submissions
• Commercial Risk Management
• Risks identified and mitigated prior to submission
• Customer Satisfaction
• Positive client engagement and reputation
• Team Performance
• Effective and motivated business development team
• Strategic Growth
• Contribution to overall business expansion objectives

PERSON SPECIFICATION

• Education
• Bachelor's Degree in Engineering, Construction Management, Quantity Surveying, Business or related field
• MBA or Master's Degree
• Professional Qualification
• Relevant professional registration or membership
• Business Development or Project Management Certification
• Experience
• Minimum 12-15 years in construction business development, tendering or commercial management
• Regional East African experience
• Tendering Experience
• Proven track record managing major construction bids and proposals
• Experience with international donor-funded projects
• Commercial Experience
• Pricing, costing, budgeting and commercial evaluation
• Contract negotiation experience
• Market Knowledge
• Strong understanding of the construction sector
• Real estate and infrastructure development exposure
• Leadership
• Experience managing business development and tendering teams
• Multi-country team leadership
• Client Management
• Strong client relationship and stakeholder engagement experience
• Established industry network
• Systems
• Proficiency in Microsoft Office, CRM and tender management tools
• ERP knowledge
• Location
• Willing to be based in Nairobi and travel extensively
• Established regional industry contacts

6.1 Personal Attributes

• Commercially driven and highly results-oriented.
• Strong negotiation and influencing skills.
• Strategic thinker with a growth mindset.
• Excellent interpersonal and relationship-building capability.
• Strong presentation and communication skills.
• Disciplined and detail-oriented.
• High integrity and ethical standards.
• Capable of performing effectively under tight deadlines.
• Proactive and opportunity-focused.
• Strong leadership and people development capability.

CORE COMPETENCIES

• Business Development Leadership
• Strategic Thinking
• Client Relationship Management
• Tendering and Bid Management
• Commercial Acumen
• Negotiation and Influence
• Market Intelligence
• Financial Awareness
• Risk Assessment
• Team Leadership