Waterleau seeks an experienced Business Development Manager to lead revenue growth across a strategic portfolio of key industrial clients across English-speaking Africa. This role owns the full sales lifecycle - from relationship management and contract renewals to identifying capital expansion opportunities and defending market position against competitive threats. You will manage a mixed revenue model: recurring SLA/O&M contracts, capital equipment sales, and maintenance services.

Account Management & Growth

• Manage €1-3M in annual recurring revenue

• Develop and execute annual account plans for each client; identify upsell and cross-sell opportunities

• Drive contract renewals; secure commitment from clients before competitive bids are invited

• Build and maintain executive-level relationships with operations and procurement contacts

• Quarterly business reviews with each major account to assess performance, identify issues, and plan growth

Sales Execution

• Pipeline management: track all open opportunities, forecast revenue with 90%+ accuracy

• Lead pursuit of capital opportunities (new installations, expansions, technology upgrades)

• Prepare RFQ responses, technical proposals, and commercial terms; negotiate contracts

• Collaborate with technical team to ensure scope, pricing, and delivery are aligned

• Close deals; manage sales cycle from lead to contract signature

• Generate €7 million in annual project sales (capital and new installations)

• Generate €300 thousand of recurring opportunities per month in the CRM

• Generate €2 million of non-recurring project leads per month in the CRM

Competitive & Market Intelligence

• Monitor competitive activity; identify threats and opportunities

• Present counter-evidence to competitive claims; support sales team with credible, factual messaging

• Recommend pricing strategy, contract terms, and product positioning based on market dynamics

• Track win/loss analysis; feed insights into product and strategy decisions

Operational & Strategic

• Maintain accurate CRM data; provide monthly/quarterly sales reports and forecasts

• Support marketing with case studies, customer testimonials, and win stories

• Represent Waterleau at client events, conferences, and industry forums

• Contribute to annual business planning and sales strategy

• 8+ years in B2B sales management (industrial, water treatment, energy, or similar)

• Proven track record: closed €1M+ in annual contracts; managed teams; grew accounts by 20%+

• Experience with recurring revenue models (SLA, O&M, maintenance contracts)

• Strong negotiation and contract management skills

• Data-driven: comfort with CRM, Excel, forecasting and KPI tracking

• Fluency in English (regional language a plus)

• Ability to travel 30–40% within assigned region

DESIRABLE QUALIFICATIONS

• Background in water treatment, wastewater, or industrial process technology

• Experience with beverage, brewery, or FMCG clients

• Familiarity with African markets and supply chain dynamics

• Knowledge of SLA and O&M contract structures

KEY SUCCESS METRICS

• Revenue: Achieve 100%+ of annual recurring and capital sales targets

• Project Sales: Generate €7 million in annual project sales (capital and new installations)

• Renewals: Secure 95%+ renewal rate on SLA/O&M contracts

• Pipeline: Maintain 3x revenue coverage in qualified pipeline

• Forecast accuracy: Achieve 90%+ accuracy in monthly/quarterly forecasts

Apply Now!

Please send your application to jobs@waterleau.com