Housing Finance Development and Investment (HFDI) is seeking a Business Development Manager to lead deal origination and financial structuring. The role is primary focused on identifying and engaging landowners, developers, and investors with high-potential assets to build a strong pipeline of bankable real estate opportunities.
Principle Accountabilities
Deal Origination
- Proactively identify and engage landowners, developers, and investors with high-potential assets.
- Build a strong pipeline of bankable land-based opportunities.
- Position the organization as a trusted partner in unlocking land value.
Business Case Development & Financial Structuring
- Develop robust, data-driven business cases for landowners and partners.
- Conduct feasibility analysis and financial modelling (returns, cash flows, viability).
- Structure commercially sound deals that balance profitability, risk, and client value.
Relationship Management
- Act as the primary relationship owner for landowners and strategic partners.
- Build long-term, trust-based relationships with high-value clients.
- Influence decision-making through credible, insight-led advisory.
Deal Negotiation & Conversion
- Lead negotiations on deal structures, commercial terms, and partnerships.
- Drive opportunities from initial engagement to approval ("greenlight").
- Maintain strong conversion rates and pipeline momentum.
Stakeholder Management
- Coordinate internal and external stakeholders across the deal lifecycle.
- Ensure seamless transition from Business Development to Project and Sales teams.
- Maintain engagement with clients throughout the contractual period up to exit.
Pipeline Management & Execution Discipline
- Maintain a healthy, trackable pipeline with clear timelines and milestones.
- Ensure all leads are actively managed and expedited to decision stage.
- Provide accurate reporting on pipeline value, conversion, and risks.
Key Competencies and Skills
- Strong Business Acumen: Ability to evaluate opportunities commercially; strong understanding of financial returns and value creation.
- Strategic Thinking & Planning: Proficient in market analysis, target market identification, and strategic partnership development.
- Sales & Negotiation: Proven track record of successfully negotiating and closing deals within the Kenyan business environment.
- Relationship Management: Strong networking and stakeholder management skills with sensitivity to local customs.
- Market Knowledge: Deep awareness of Kenyan real estate laws, regulations, and property type dynamics in Nairobi.
- Communication: Clear, concise, and culturally sensitive communication in English and Swahili.
Minimum Qualifications
- Academic: Bachelor’s degree in Business, Finance, Real Estate, or related field. A Master's degree is an added advantage.
- Professional: Certifications such as CPA-K and CIFA are highly recommended.
- Experience:
- At least 5 years of proven experience in business development or sales within the Kenyan real estate industry.
- Over 5 years of experience in Corporate/Commercial Banking Relationship Management.
- Minimum of 5 years hands-on experience in project management and coordination.
- Proven experience in structuring and closing real estate transactions and partnerships.
