Business Development Manager
HF Group is an integrated financial solutions provider that is registered as a non–operating holding company (under the Banking Act Cap.488) and regulated by the Central Bank of Kenya (CBK). HFDI, is the property development and investment subsidiary of HF Group. Over the years, HFDI has been involved in the development of landmark estates including Buruburu and Komarock.
The Business Development Manager will be responsible for identifying, developing, and securing new business opportunities to drive revenue growth and expand the company’s market presence within the real estate sector. This role involves strategic planning, market analysis, building and maintaining relationships with key stakeholders, and effectively communicating the company’s value proposition to potential clients and partners. The role is also pivotal in managing the full project lifecycle—particularly overseeing client relationships and ensuring smooth project exit and handover processes.
Deadline: 2025-06-07
Category: HFDI
Subsidiary: HFDI
Principle Accountabilities
Strategic Planning and Execution:
- Develop and implement strategic business development plans aligned with the company’s overall goals and objectives within the real estate market.
- Identify target markets, key opportunities, and potential partnerships for growth.
- Analyze market trends, competitor activities, and customer needs to identify new business avenues.
Lead Generation and Qualification:
- Proactively identify and generate new leads through various channels, including networking, industry events, referrals, and online research.
- Qualify leads based on established criteria and prioritize opportunities with the highest potential.
Relationship Building and Management:
- Cultivate and maintain strong relationships with key stakeholders, including potential clients (developers, investors, property owners), industry partners (brokers, consultants, lenders), and referral sources.
- Represent the company professionally at industry events, conferences, and networking opportunities.
Sales and Negotiation:
- Present the company’s services and value proposition effectively to prospective clients.
- Develop and deliver compelling proposals and presentations tailored to client needs.
- Negotiate terms and close deals to achieve sales targets and revenue goals.
Market Research and Analysis:
- Conduct ongoing market research to identify emerging trends, opportunities, and competitive threats within the real estate landscape in Nairobi and potentially beyond.
- Provide insights and recommendations to the leadership team on market dynamics and potential strategic moves.
Collaboration with Internal Teams:
- Work closely with marketing, sales, operations, and other internal teams to ensure seamless execution of business development strategies.
- Provide feedback from the market to inform product/service development and improvement.
Reporting and Tracking:
- Maintain accurate records of business development activities, leads, and opportunities in CRM systems.
- Prepare regular reports on progress, achievements, and challenges.
- Track and analyze key performance indicators (KPIs) related to business development efforts.
Brand Advocacy:
- Serve as a strong advocate for the company’s brand and values in all interactions.
- Ensure consistent and positive messaging across all business development activities.
Revenue Generation:
- Deliver projects worth Kes.1.3 B in project revenue.
- Develop exit plan for all projects. Exit includes statutory exit.
Key Competencies and Skills
Strategic Thinking & Planning:
- Market Analysis (Local Focus): Ability to analyze the Nairobi and broader Kenyan real estate market, understanding local trends, demand drivers, and emerging opportunities. This includes being aware of specific sub-markets and their nuances.
- Target Market Identification: Skill in identifying and segmenting potential client groups (e.g., developers, investors – both local and diaspora, property owners, corporations seeking space) within the Kenyan context.
- Strategic Partnership Development: Ability to identify and forge beneficial partnerships with local industry players (e.g., real estate agents, brokers, financial institutions, legal firms, government agencies).
- Goal Setting & Execution: Proven ability to develop and execute strategic business development plans with clear, measurable goals relevant to the Kenyan market.
Sales & Negotiation Skills:
- Value Proposition Communication (Local Needs): Ability to articulate the company’s value proposition in a way that resonates with the specific needs and challenges of the Kenyan real estate market.
- Persuasion & Influence: Strong ability to persuade and influence potential clients and partners, building trust and credibility within the local business culture.
- Negotiation & Closing: Proven track record of successfully negotiating and closing deals within the Kenyan business environment, understanding local business practices.
Relationship Management:
- Networking (Local Context): Strong ability to build and maintain a robust network of contacts within the Nairobi and Kenyan real estate industry. This includes understanding local networking dynamics and key influencers.
- Stakeholder Management: Skill in managing relationships with diverse stakeholders, including clients, partners, and internal teams, with sensitivity to local customs and communication styles.
- Client Retention & Growth: Ability to nurture relationships to ensure client satisfaction and identify opportunities for repeat business and referrals within the Kenyan market.
Lead Generation & Qualification:
- Local Lead Generation Strategies: Knowledge of effective lead generation strategies within the Kenyan real estate context, including leveraging local networks, industry events, and digital platforms relevant to the Kenyan audience.
- Qualification & Prioritization: Ability to efficiently qualify leads based on their potential and alignment with the company’s goals in the Kenyan market.
Market Knowledge (Kenyan Real Estate):
- Understanding Local Regulations: Awareness of Kenyan real estate laws, regulations, and approval processes.
- Knowledge of Property Types: Understanding the dynamics of different property types prevalent in Nairobi and Kenya (e.g., residential apartments, commercial buildings, land, mixed-use developments).
- Awareness of Economic Factors: Understanding how local economic conditions, interest rates, and infrastructure development impact the Kenyan real estate market.
Communication & Presentation (Local Nuances):
- Clear & Concise Communication: Ability to communicate effectively in both English and potentially local languages (like Swahili) to build stronger connections within the Kenyan market.
- Culturally Sensitive Communication: Awareness of local cultural nuances and communication styles to build rapport and avoid misunderstandings.
- Persuasive Presentations: Ability to deliver compelling presentations tailored to the interests and understanding of a Kenyan audience.
Minimum Qualifications, Knowledge and Experience
Academic and Professional Qualifications
- Bachelor’s degree in Business Administration, Marketing, Real Estate, or a related field.
- Master’s degree in a relevant field is an added advantage.
Experience
- 5 years of proven experience in business development, sales, or a client-facing role within the real estate industry in Kenya.
- Hands-on experience in project management, project coordination of not less than 5 years.
- Strong relationship management experience preferably managing high net worth clients.
- Proven experience in structuring and closing real estate transactions and partnerships.
- Proven and successful ability to lead a group of personnel towards growth in enhanced business growth and enhance revenue generation.
