Business Development Manager – HFDI

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 operates as a deal originator and Relationship Manager, focused on unlocking high-value real estate opportunities within the landowner wealth management space. The role requires strong commercial judgment, financial structuring capability, and stakeholder influence to convert land into viable, revenue-generating developments. The role holder will be responsible for originating, structuring, and driving complex property deals to greenlight, acting as the bridge between landowners, investors, and internal execution teams. Your work directly fuels the organization’s project pipeline, revenue growth, and market expansion.

• Deadline: 2026-05-04
• Category: HFDI
• Subsidiary: HFDI

Principle Accountabilities

Deal Origination (Primary Mandate)

• 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 (End-to-End)

• Coordinate internal and external stakeholders across the deal lifecycle.
• Ensure seamless transition from BD → Project → Sales.
• 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, not just technically.
• Strong understanding of financial returns, deal viability, and value creation.
• Confidence in building and defending investment-grade business cases.
• Ability to balance risk and reward in decision-making.

Strategic Thinking & Planning:

• Market Analysis: Ability to analyze the 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: 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 in 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: Strong ability to build and maintain a robust network of contacts within the 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

• 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

• 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 & Professional

• Bachelor’s degree in Business, Finance, Real Estate, or related field.
• Master’s degree in a relevant field. Added advantage.
• Professional certifications such as CPA-K and CIFA are highly recommended.

Experience

• 5 years of proven experience in business development, sales, or a client-facing role within the real estate industry in Kenya.
• Over 5 years of experience in Corporate/Commercial Banking Relationship Management.
• 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