Director Business Development at Royal HaskoningDHV South Africa

Role Purpose

• The focus is on lead generation, sales and regional market intelligence, but you will also be responsible for proposal preparation, commercial negotiation and contractual agreements. The successful candidate will have a proven track record of generating new business, managing key accounts and coordinating business development efforts. You will be responsible for the coordination and tasking of all business development activities in the Water Advisory Group in the BL Southern Africa region, providing direct feedback to the Director of the Water Advisory Group . You will shape, develop and realize our vision on new services, products and solutions across the whole region and will be pivotal to our future aspirations and objectives.

What you will do 

Sales Strategy and Business Plan:

• Contribute to the formulation of the Business Strategy and business plan within the Water Advisory Group
• Develop the business development plan for the Water Advisory Group
• Provide information on specific market areas and across borders, with an eye to overall integration
• Develop and manage the business development plan for the assigned AG/accounts and ensure realisation in line with the RHDHV strategy
• Organise Business Development; know the current market share and key clients within the water market
• Explore new markets and new clients
• Collaborate selectively for synergies across BU and country border

Market Knowledge:

•  Provide insights regarding relevant developments in order to ensure alignment between commercial opportunities and products/services offered
• Conduct periodic strategic market reviews
• Ensure up-to-date market knowledge using diverse internal and external sources

Get Work processes:

• Create, recommend and convert business opportunities
• Analyse commercial developments and business needs, generate actionable insights and define commercial and innovation opportunities
• Give insight that enhances commercial decision-making
• Lead and work actively with other assigned Business Developers on agreed areas of opportunity and jointly signal new developments
• Raise brand awareness

Relationships and Account Management:

• Lead the development of client intimacy as well as relationships of trust with other parties who are important to the RHDHV business
• Obtain and communicate (client) feedback
• Build, maintain and utilise a network of internal and external stakeholders/partners and represent the business unit within and outside of RHDHV
• Create a network that is sustainable and accessible, which contributes to the realisation of commercial goals
• Initiate and maintain relations with strategic (potential) clients/accounts, monitor the developments and performance of own accounts and coordinate (the execution of) internal and external processes and activities of the account managers in assigned market area

Proposals and Projects:

• Prepare or lead preparation of (proposals for) contracts, lead, participate and/or support negotiations in order to close contracts that meet the business objectives and ensure the correct handover from ‘Get work’ phase to ‘Do work’ phase
• Identify and manage risk, and ensure appropriate profitability
• Act as Project Director, Specialist or Project Manager on a selected number of specific projects

What you bring

• A master’s degree or equivalent expertise in a relevant field is preferred
• A strong track record in the water sector, with experience in the business-to-business environment and sharp business acumen
• Experience in an engineering and consultancy firm is an essential asset
• A proven track-record in achieving sales targets
• An existing network of decision makers within the water market
• Experience with market implementation of new services and solutions and building successful partnerships—specific
• knowledge and expertise on business case development would be considered as an asset
• Excellent social skills with the ability to initiate, inspire, drive and boost revenue growth and profitability within our position in the market
• Fluency, including oral and written communication, in English