Head of Business Development


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An esteemed company seeks to fill the above position with suitable and qualified persons. 

Job Brief:

  • The Head of Business Development will support business growth across all solutions and the achievement of Arca revenue targets by articulating and driving the delivery of a strategic business development plan 

Job Description:

The role will be charged but not limited to the following responsibilities:

Strategy Development & Planning

  • Provide insights into the Executive Management to support the development of the Sales strategic plan and execution approach
  • Prepares the annual Sales plan in line with the Company strategy and submits to the COO for approval.
  • Communicates and cascades the sales strategy and plans to the team members
  • Draws up weekly sales plan for the Team:  Draws up an activity list of prospective clients and reviews with COO for possible inputs
  • Oversees the generation of relevant market intelligence and feeds this to the COO/Executive management towards crafting effective strategies to improve product market share

People management

  • Oversees and coordinates the day to day activities of the sales team and ensures sales and service targets are achieved
  • Agrees on annual scorecard measures and sales targets with team members based on agreed objectives and targets
  • Coaches challenges team members and works to ensure that they are empowered to deliver on agreed targets
  • Engages with the relevant internal support functions to build team member’s capabilities through training eg HR, Finance
  • Develops tactical initiatives to bridge identified gaps

Sales Activities

  • Coordinates sales activities (presentation, prospecting)
  • Prospects for new opportunities and identifies new profitable customers for Arca products/Services
  • Mobilises team to build a viable customer pipeline
  • Engages with relevant internal and external contacts to generate sales leads /opportunities and product ideas 
  • Follows up on leads and opportunities to ensure they are translated into sales
  • Cross-sells and up-sells group’s products & solutions to existing clients/ customers
  • Identifies networking opportunities, sales conferences and events that would provide a positive impact on the sales bottom line
  • Attends exhibitions to generate sales leads/opportunities that can be converted to sales post-event
  • Carries out external presentations to potential customers; performs customer demonstrations
  • Develops proposals for customers
  • Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements/ MOU/NDA and works with the Legal team to finalize and execute the contracts with client
  • Ensures that relevant documents and agreements with clients/sales opportunities are executed and linked to the customer profile
  • Actively uses and ensures that team members maintain accurately & up to date information on all clients (customer database)
  • Prepares and attends Performance Evaluation sessions with COO

Customer Relationship and Account management

  • Develops, manages and sustains accounts relationships for future business success
  • Develops and maintains a strong relationship with key customers
  • Liaises with relevant internal teams to ensure customer issues and complaints are properly resolved (escalates where necessary)
  • Carries out account management activities using the key account management framework

Competition/Market Feedback Analysis

  • Monitors trends in client buying behavior and provides relevant market feedback about competing products & solutions to Executive Management/relevant internal teams
  • Understands industry trends and sells value proposition based on case studies
  • Provides input about competitor product (features/pricing/strategy) that can aid Arca offering/sales efforts

Receivables Management

  • Coordinates team members & works with finance to ensure that all balance payments for signed off projects from clients are promptly paid within stipulated periods

Risk Management & Compliance

  • Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing/potential)
  • Ensures proper agreements & MOU are duly executed with clients and securely filed

Performance Review and Monitoring

  • Carries out a daily review of open opportunities for the team to ensure they are closed in the month of consideration
  • Reviews set targets against actual with the COO with respect to sales turnover and revenue
  • Reviews possible revenue lines and income for the coming quarter to ensure that company performance remains on track
  • Monitors sales performance & deviations from targets


  • Prepares and submit weekly, monthly reports on sales activities to the COO & CEO
  • Prepares periodic reports on growth and opportunities in the assigned sector
  • Prepares a periodic report on revenue analysis
  • Prepares ad hoc reports on sales activities as required from time to time.



  • University Degree pref. in Banking / Business Management / Marketing.
  • Minimum 8 years’ relevant experience with at least 5 years in leading and overseeing strategy development or driving new business.
  • Exceptional presentation skills, has experience working with C-level executives
  • Advanced skills in Excel and PowerPoint with ability to create executive level management presentations
  • Proven track record of generating new business and achieving revenue growth.
  • Natural leader and motivator of sales and business development teams.
  • Ambitious and target focused with a drive to succeed.
  • Strong organizational skills
  • Driven individual who can lead and work independently and consistently deliver accurate information on-time
  • Advanced skills in written and oral communications



Compensation and benefits are highly attractive and competitive. 



We make it a point to review all application received and contact those we want to speak to further within 10 calendar days. With that in mind, if we are interested in a further discussion, you will hear from us again within 10 calendar days from the date of your application submission.




Job Level

Manager (Staff Supervisor/Head of Department)




Consulting/Business Strategy & Planning

Job Type


Minimum Qualification


Preferred Years of Experience

7 - 10 years