Tendering & Business Development Manager Mep

Function

Sales, Tendering & Business Development

Entity

Master Power Systems Limited (MPSL)

Reports To

Chief Operating Officer (COO)

Functional Reporting

General Manager MEP

Base Location

Kenya and Uganda

Geographic Coverage

East Africa

Travel Requirement

Extensive travel across East Africa for client development, tender pursuits, project opportunities, negotiations, and industry engagement

ROLE PURPOSE

The Tendering & Business Development Manager MEP Kenya holds single-point accountability for the Company's order intake pipeline, tendering strategy, business development activities and conversion of opportunities into profitable contracts across the East African market.

The role exists because growth in an EPC business is determined long before a project reaches site. Opportunities must be identified before they are announced, relationships built before bids are invited, risks priced before contracts are signed, and projects won on terms that can be executed profitably. The role is therefore accountable not merely for revenue generation, but for ensuring that the Company secures the right projects, at the right margins, with the right contractual and commercial structures.

Because the role sits at the intersection of sales, commercial management and operations, it is expected to influence opportunity selection, bid strategy, pricing, client engagement and contract negotiation before commitments are made. The incumbent must be equally capable of developing executive-level client relationships, directing a complex tender submission, defending a pricing strategy and challenging opportunities that fail to meet the Company's profitability, risk or funding criteria.

The role reports to the Chief Operating Officer for operational direction and works closely with the General Manager MEP, Project Execution, Procurement, Contracts and Finance functions to ensure growth targets are achieved without compromising commercial discipline.

SCOPE OF THE ROLE

• Entity Scope
• Master Power Systems Limited MEP business and associated operations across East Africa
• Business Scope
• Mechanical, Electrical and Plumbing EPC; Industrial, Commercial and Infrastructure MEP Projects
• Commercial Scope
• Order intake, sales pipeline, business development, tendering, bidding, contract acquisition and key account development
• Functional Scope
• Business development, market intelligence, tender management, estimation oversight, pricing strategy, bid negotiation, client relationship management, contract acquisition and project handover
• Governance Scope
• Tender compliance, commercial approvals, proposal governance, contractual risk review and bid authorization processes
• Team Scope
• MEP Engineers, Project Managers and tendering personnel assigned to bid development and proposal preparation

KEY RESPONSIBILITIES

4.1 Business Development and Market Growth

• Develop and implement the annual business development strategy for the MEP business across East Africa, aligned to the Company's growth objectives and profitability targets.
• Identify, qualify and pursue new business opportunities within private, public and multinational sectors.
• Establish and maintain relationships with key decision-makers, consultants, developers, contractors, industrial clients and government entities.
• Build and maintain a sustainable pipeline of opportunities sufficient to achieve approved order intake targets.
• Monitor market developments, competitor activity, procurement trends and upcoming projects, and provide strategic recommendations to Management.
• Develop entry strategies for new sectors, industries and geographic markets within East Africa.

4.2 Tender Strategy and Opportunity Management

• Lead the identification, evaluation and selection of tender opportunities based on technical suitability, commercial attractiveness and strategic value.
• Determine bid participation recommendations using a structured assessment of profitability, resource requirements, competition and execution risk.
• Establish bid strategies for strategic opportunities and ensure all key stakeholders are aligned before submission.
• Drive bid pursuit plans from opportunity identification through submission and award.
• Ensure all tender activities comply with Company governance requirements and client tender procedures.

4.3 Estimation, Pricing and Commercial Structuring

• Lead the development of competitive tender submissions incorporating technical, commercial and contractual requirements.
• Direct the preparation and validation of cost estimates, pricing models and commercial assumptions.
• Ensure all estimates are reviewed and validated by Project Execution and Procurement before submission.
• Determine and recommend tender pricing strategies that balance competitiveness with profitability.
• Ensure cost assumptions, contingencies, escalation provisions, logistics allowances and execution risks are adequately reflected in pricing.
• Challenge estimates that do not adequately account for technical complexity, commercial exposure or market realities.

4.4 Tender Submission and Proposal Development

• Oversee preparation of complete tender documentation including technical submissions, commercial proposals, qualifications, schedules and supporting documentation.
• Ensure proposals are compliant with client specifications, contractual requirements and regulatory obligations.
• Manage internal reviews and approvals before submission.
• Maintain tender quality standards and ensure submissions reflect the Company's technical capability, project experience and value proposition.
• Develop proposal presentations and executive summaries suitable for senior client stakeholders.

4.5 Client Engagement and Contract Acquisition

• Present technical and commercial proposals to clients and evaluation committees.
• Lead clarification meetings, negotiations and commercial discussions.
• Develop negotiation strategies designed to secure favorable commercial and contractual terms.
• Ensure client concerns are addressed promptly and professionally.
• Build long-term strategic relationships that position the Company favourably for future opportunities.
• Negotiate contracts in alignment with Company standards, risk appetite and approved commercial parameters.

4.6 Commercial Risk Assessment

• Review tender risks including scope gaps, pricing exposure, schedule constraints, liquidated damages, retention provisions, payment terms and performance security requirements.
• Coordinate with Contracts, Finance, Procurement and Operations functions to establish mitigation measures prior to bid submission.
• Escalate opportunities carrying unacceptable commercial or operational risk.
• Ensure risk registers are maintained for major pursuits and strategic tenders.
• Recommend bid qualifications where necessary to protect the Company's commercial position.

4.7 Pipeline Management and Performance Tracking

• Maintain a comprehensive and current opportunity pipeline covering all active pursuits.
• Forecast order intake, conversion rates and revenue generation from identified opportunities.
• Monitor bid success rates and identify areas requiring corrective action.
• Track key sales and tendering metrics and provide management reporting on a defined cycle.
• Ensure management receives accurate visibility of pipeline health, forecast awards and strategic opportunities.

4.8 Cross-Functional Coordination

• Work closely with Project Execution to ensure opportunities pursued are executable with available resources and capability.
• Coordinate with Procurement to validate supplier quotations, market pricing and delivery assumptions.
• Engage Finance on pricing models, payment terms and financial viability assessments.
• Collaborate with Contracts to review legal and commercial conditions before commitment.
• Ensure project requirements are effectively communicated during internal tender reviews.

4.9 Project Handover and Contract Transition

• Ensure successful projects are handed over to execution teams through a structured transition process.
• Transfer all technical, commercial and contractual information necessary for project execution.
• Ensure assumptions used during tendering are fully documented and communicated.
• Participate in project kick-off activities where required.
• Support resolution of commercial issues arising immediately after project award.

4.10 Systems, Process and Information Management

• Maintain accurate records of opportunities, tenders, clarifications, submissions and outcomes.
• Ensure tender information is properly archived and retrievable.
• Drive adoption of structured sales and customer relationship management processes.
• Improve bid management efficiency and standardization across the business.
• Develop proposal templates, pricing tools and submission frameworks that improve competitiveness and quality.

4.11 Team Leadership and Stakeholder Relations

• Lead, supervise and develop MEP Engineers, Project Managers and tendering personnel involved in business acquisition activities.
• Allocate responsibilities and establish review discipline throughout the tender lifecycle.
• Develop capability in estimation, bid strategy, commercial awareness and client engagement.
• Represent the Company before clients, consultants, developers, government agencies and industry stakeholders.
• Model and enforce the Company's standards of professionalism, ethics and commercial governance.

AUTHORITY AND DECISION RIGHTS

The role exercises authority subject at all times to the Group Delegation of Authority and approved business plans.

• Approval / Escalation Required From
• Opportunity qualification and pipeline prioritisation
• Decides
• COO informed on strategic pursuits
• Bid participation recommendation
• Recommends
• COO and GM-MEP
• Tender pricing strategy
• Recommends
• COO and Executive Management
• Tender submission approval
• Coordinates approval process
• COO per authority matrix
• Commercial negotiations
• Leads and recommends
• COO where contractual risk exceeds approved thresholds
• Order intake forecasting
• Decides
• COO review
• Client relationship strategy
• Decides
• Resource allocation within tender team
• Decides
• Recruitment into approved positions
• Recommends
• Group HR and COO
• Strategic partnerships and alliances
• Recommends
• Executive Management
• Contract terms outside standard commercial parameters
• Recommends
• COO and Contracts Function
• Project handover authorization
• Decides
• GM-MEP informed

ROLE BOUNDARIES

• COO
• Business performance, operational delivery and strategic direction
• Growth pipeline, order acquisition and bid conversion
• General Manager MEP
• Operational execution and resource management
• Opportunity acquisition and commercial positioning
• Project Managers
• Project delivery, schedule, budget and quality
• Project acquisition and pre-award strategy
• Procurement
• Supplier sourcing, procurement and commercial negotiations with vendors
• Bid development and commercial structuring of opportunities
• Finance
• Pricing validation, financial analysis and commercial governance
• Revenue generation and opportunity conversion
• Contracts Function
• Contract review and legal risk management
• Commercial negotiation and contract acquisition strategy
• MEP Engineers
• Technical design and engineering support
• Bid leadership and proposal management
• Group Human Resources
• Organization design and recruitment governance
• Functional leadership and performance management of direct reports

1. KEY INTERFACES

Interface

Purpose

Internal

COO, General Manager MEP, Project Managers, MEP Engineers, Procurement, Finance, Contracts, Group Human Resources, ICT and Executive Management

External

Clients, consultants, developers, contractors, architects, government agencies, utility companies, financial institutions, suppliers, industry associations and strategic partners

QUALIFICATIONS AND EXPERIENCE

• Education
• Bachelor's Degree in Mechanical Engineering or a related Engineering discipline
• Required
• Professional Qualification
• Commercial, Project Management or Construction-related certification
• Preferred
• Postgraduate
• MBA or Master's Degree in Business, Marketing, Engineering or Project Management
• Preferred
• Experience Total
• Minimum 1520 years' experience within EPC, Engineering or Construction environments
• Required
• Experience Tendering
• Minimum 58 years of direct hands-on experience in estimation, costing, tender preparation and bid management
• Required
• Experience Business Development
• Proven track record in securing major EPC or MEP contracts and delivering sustained order intake growth
• Required
• Experience Sector
• In-depth exposure to MEP Projects, engineering design, construction and EPC project delivery
• Required
• Experience Commercial
• Strong knowledge of pricing strategy, budgeting, contract negotiation and techno-commercial evaluation
• Required
• Experience Leadership
• Leading sales, business development and tendering teams in a project-based business environment
• Required
• Technical Knowledge
• Tendering processes, estimation methodologies, construction regulations and commercial contracting principles
• Required
• Systems
• CRM systems, ERP platforms, proposal development tools and advanced Microsoft Office capability
• Preferred
• Geographic Exposure
• Experience operating within Kenya and the wider East African market
• Preferred

CORE COMPETENCIES

• Strategic Business Development
• Identifies opportunities ahead of competitors and converts relationships into sustainable revenue growth
• Commercial Judgement
• Balances competitiveness with profitability and disciplined risk management
• Tender Leadership
• Directs complex bid processes while maintaining quality, compliance and timelines
• Client Influence
• Develops trusted executive relationships and influences key decision-makers
• Market Intelligence
• Anticipates market developments and adjusts strategy proactively
• Negotiation Capability
• Secures favourable commercial outcomes while protecting long-term client relationships
• Cross-Functional Leadership
• Aligns technical, operational and commercial stakeholders around common objectives
• Governance and Ethics
• Applies commercial discipline and Company policy consistently, even where doing so is commercially inconvenient