Job Title
Manager
Job Description Summary
Job Description
Position Summary
The Head of Business Development is responsible for driving business growth across Engineering, Procurement and Construction (EPC) projects, with a strong focus on cooling systems, HVAC optimization, energy efficiency, and sustainability solutions across multiple sectors. This role carries a strong emphasis on client development and tender leadership, with responsibility for identifying opportunities, building client relationships, and leading end-to-end bid and proposal management. The role requires both commercial leadership and hands-on execution, working closely with internal stakeholders to ensure alignment across technical, procurement, operations, and project delivery teams.
In addition to external market development, the role plays a critical part in strengthening internal processes, improving tender governance, and ensuring smooth transition from business development to project execution. The ideal candidate should possess strong commercial acumen, business development experience, and a good technical understanding of HVAC systems, cooling plant solutions, and sustainability-related engineering services.
Key Responsibilities
Business Development & Client Acquisition
- Identify, develop, and secure new business opportunities in EPC cooling projects across commercial, industrial, institutional, and infrastructure sectors.
- Drive business growth in HVAC systems, chiller plant optimization, cooling tower solutions, ACMV retrofits, energy efficiency upgrades, and sustainability-driven engineering solutions.
- Develop and maintain strong relationships with clients, consultants, developers, building owners, asset managers, and strategic partners.
- Lead client engagement efforts to understand business needs and position suitable technical and commercial solutions.
- Expand market presence across key sectors and support growth opportunities.
- Maintain a strong sales pipeline and drive opportunity conversion from prospecting to project award.
Tender Management & Proposal Leadership
- Take ownership of tender management, including opportunity assessment, qualification, bid strategy, and submission planning.
- Lead tender preparation and submission processes in collaboration with engineering, procurement, finance, operations, and project delivery teams.
- Prepare, review, and manage technical and commercial proposals, tender documents, costing submissions, and client presentations.
- Ensure timely delivery of high-quality, compliant, and competitive tender submissions.
- Support commercial negotiations, tender clarifications, and post-bid discussions with clients.
- Improve internal tender governance, bid quality, and submission efficiency across the business.
Internal Alignment & Commercial Support
- Work closely with internal teams to ensure smooth handover from business development to project execution.
- Align technical, procurement, operational, and commercial teams to improve project delivery readiness and bid success.
- Support pricing strategy, project feasibility reviews, resource planning, and commercial risk assessments.
- Ensure compliance with internal approval processes, governance requirements, and contract management protocols.
- Strengthen internal coordination and reporting processes to improve project performance and business outcomes.
Sustainability & Technical Solutions Advisory
- Support the promotion and integration of sustainability-focused engineering solutions, including energy audits, Green Mark, LEED, WELL, ESG advisory, and decarbonization initiatives where relevant.
- Recommend practical and cost-effective solutions involving energy savings, carbon reduction, water efficiency, waste reduction, and operational optimization.
- Provide technical-commercial input for sustainability and energy performance improvement projects.
- Support clients in meeting environmental compliance requirements and sustainability-related standards and certifications.
- Work with internal technical teams and the other C&W Business Units to provide integrated sustainability services and solutions where applicable.
Team Development & Capability Building
- Support the development of business development and technical capabilities for EPC cooling and sustainability projects.
- Mentor team members in tender preparation, proposal writing, commercial thinking, and client engagement.
- Drive collaboration across functions to improve delivery standards and long-term business growth.
Requirements
- Bachelor’s Degree (Mechanical, Electrical, Building Services, Energy, or related discipline preferred)
- Minimum 5–10 years of relevant experience in business development, EPC projects, HVAC, ACMV, cooling systems, energy solutions, or related engineering services
- Strong experience in tender management, proposal preparation, commercial negotiations, and project bid leadership
- Good technical understanding of HVAC systems, chiller plants, cooling towers, ACMV systems, and energy efficiency solutions
- Experience in sustainability services such as Green Mark, LEED, ESG advisory, or energy audit projects is an added advantage
- Strong stakeholder management, negotiation, presentation, and client engagement skills
- Proven ability to manage both strategic business development and hands-on tender execution responsibilities
- Track record of securing projects and building strong client relationships across multiple sectors
Preferred Attributes
- Strong commercial mindset with a proactive approach to business growth and opportunity development
- Ability to balance strategic planning with operational execution
- Strong leadership and cross-functional coordination capabilities
- Able to bridge technical and commercial discussions effectively
- Familiarity with EPC delivery environments and project lifecycle management
- Results-driven, disciplined, and capable of managing multiple priorities in a fast-paced environment
INCO: “Cushman & Wakefield”