Head of Business Development
Location
Cape Town, South Africa
Reporting To
Chief Executive Officer / Managing Director
About the Opportunity
An established and growing HVAC, building services, manufacturing, and maintenance business is seeking an exceptional Head of Business Development to lead its next phase of growth.
This is a strategic leadership role for a commercially driven individual who understands the HVAC industry, can identify and unlock new market opportunities, and has a proven ability to build sustainable revenue streams. The successful candidate will play a pivotal role in transforming the business from a predominantly tender-driven operation into a proactive, opportunity-led organisation with a strong pipeline of direct clients and recurring revenue.
This position offers the opportunity to influence business strategy at the executive level while building and leading a high-performing commercial function.
Key Responsibilities
Commercial Strategy & Growth
- Develop and execute a group-wide business development and sales strategy aligned to ambitious growth objectives.
- Drive the transition from reactive tendering to proactive opportunity generation.
- Identify, evaluate, and penetrate target sectors including commercial, industrial, retail, hospitality, data centres, healthcare, and mixed-use developments.
- Build a sustainable pipeline of direct opportunities and strategic client relationships.
- Develop growth plans that increase market share, revenue, and profitability.
Business Development
- Identify and secure new business opportunities with developers, property groups, asset managers, consulting engineers, contractors, and portfolio owners.
- Build long-term relationships with key industry stakeholders.
- Lead major client engagements, presentations, negotiations, and strategic pitches.
- Develop and execute account management strategies that drive repeat business and client retention.
- Create cross-selling opportunities across projects, manufacturing, and service divisions.
Service & Recurring Revenue Growth
- Drive growth in maintenance and service contract portfolios.
- Develop strategies to increase recurring revenue through Service Level Agreements (SLAs) and maintenance contracts.
- Convert project-based clients into long-term service customers.
- Improve revenue predictability and long-term margin stability through annuity-based income streams.
Manufacturing Business Development
- Expand external sales opportunities for the manufacturing division.
- Position the manufacturing operation as a preferred supplier within the market.
- Develop relationships with contractors, developers, consultants, and other industry participants to drive independent revenue growth.
Marketing Leadership
- Lead the development and execution of integrated marketing initiatives.
- Strengthen brand positioning and market presence.
- Drive digital marketing activities, thought leadership, project showcases, and case-study development.
- Ensure marketing activities directly support pipeline development, lead generation, and revenue growth.
Revenue & Pipeline Management
- Maintain a robust sales pipeline aligned with revenue targets.
- Develop accurate revenue forecasts and reporting mechanisms.
- Monitor commercial performance and implement corrective actions where required.
- Establish and track key commercial metrics to ensure sustainable growth.
Essential Requirements
Non-Negotiable Experience
- Significant HVAC industry experience is essential.
- Proven track record within HVAC, building services, mechanical contracting, or related construction sectors.
- Demonstrated success in business development, sales leadership, and revenue generation.
- Experience building and managing high-value sales pipelines.
- Strong history of securing new clients and developing strategic relationships.
- Experience driving business growth, scaling operations, or expanding market presence.
- Strong commercial and financial acumen.
Preferred Experience
- Experience with maintenance contracts, service agreements, and recurring revenue models.
- Exposure to manufacturing-related sales within the HVAC or construction environment.
- Experience engaging with developers, consulting engineers, property groups, REITs, asset managers, and contractors.
- Experience leading or mentoring commercial teams.
Qualifications
Required
- Degree or Diploma in Engineering, Business, Marketing, Commerce, or a related field.
Advantageous
- Postgraduate qualification in Business, Management, Marketing, or a related discipline.
Personal Attributes
The ideal candidate will demonstrate:
- Strong commercial thinking and business acumen.
- Entrepreneurial and intrapreneurial mindset.
- Exceptional relationship-building and networking abilities.
- Strategic thinking combined with hands-on execution capability.
- Results-driven leadership style.
- Adaptability and resilience in a fast-paced environment.
- Strong client focus and stakeholder management skills.
- Excellent communication, presentation, and negotiation skills.
What Success Looks Like
Within the first 12–24 months, the successful candidate will have:
- Built a substantial pipeline of direct business opportunities.
- Reduced reliance on tender-based revenue.
- Increased market penetration across targeted sectors.
- Delivered measurable growth in recurring service revenue.
- Expanded external sales opportunities within the manufacturing division.
- Strengthened strategic relationships across the property, development, and engineering sectors.
- Established a high-performing commercial and marketing function that consistently supports revenue growth.
Why This Role?
This is an opportunity for an experienced HVAC commercial leader to make a significant impact, shape growth strategy, and build a lasting legacy within a business that is poised for expansion. The role offers executive-level influence, significant autonomy, and the opportunity to directly drive commercial success.