Business Development Lead - Lighting

Business Development Lead – Lighting

Reporting Structure

Reports to: Head of Sales

Direct Reports: Internal Sales Support Consultant

The Purpose of this Role

The Business Development Lead – Lighting is responsible for driving the growth of Rubicon's Lighting business through the identification, development and conversion of strategic commercial opportunities across South Africa. Acting as a senior representative of the Lighting division, the role focuses on building and maintaining executive-level relationships with end-users, property developers, consulting engineers, architects, contractors and other key industry stakeholders to influence project specifications and secure long-term business opportunities.

The role is accountable for originating and developing large-scale lighting opportunities across the commercial, industrial and institutional sectors, with a particular focus on strategic accounts, project pipelines and market expansion initiatives. Working closely with internal design, technical, project delivery and sales support teams, the incumbent will lead the commercial engagement process from opportunity identification through to project award and handover.

As a senior member of the Lighting business, the role provides commercial leadership, market insight and industry expertise, contributing to divisional strategy, market positioning and sustainable revenue growth. While the role carries limited formal people management responsibility, it is expected to provide leadership through influence, mentorship and subject matter expertise across the broader Lighting team.

Key Responsibilities

• Drive strategic business development initiatives to grow Rubicon's Lighting business across targeted markets and customer segments.
• Develop and execute account growth strategies for key customers, consultants, developers, contractors and end-users.
• Identify and originate new commercial, industrial and infrastructure lighting opportunities.
• Build and maintain strong relationships with consulting engineers, architects, quantity surveyors, developers, contractors and other key market influencers.
• Influence project specifications and position Rubicon solutions early in the project lifecycle.
• Lead commercial engagements, presentations, solution discussions, negotiations and proposal development for strategic opportunities.
• Work closely with internal design, technical and project delivery teams to ensure commercially viable and technically appropriate solutions are developed.
• Maintain ownership of strategic opportunities from initial engagement through to project award and successful handover.
• Contribute to divisional strategy through market intelligence, competitor analysis and identification of emerging opportunities.
• Support the development and mentoring of junior sales and technical team members where appropriate.
• Maintain accurate opportunity, pipeline and forecast information within company CRM platforms.
• Represent Rubicon at industry events, networking forums and customer engagements to strengthen market presence and relationships.

Decision-Making Authority

Operate with a high degree of autonomy in the management of customer relationships, project origination activities, opportunity development and commercial engagements. Influence solution design, project strategy and market development initiatives. Final commercial approvals remain subject to delegated authority limits.

Key Stakeholders

• Head of Sales
• Design & Engineering Teams
• Project Delivery Teams
• Procurement
• Operations
• Finance
• Internal Sales & Sales Support
• End-Users
• Property Developers
• Consulting Engineers
• Architects
• Contractors
• Quantity Surveyors
• Industry Bodies and Associations

Key Performance Indicators

• Revenue generated
• Gross profit generated
• Pipeline value
• Pipeline conversion rate
• Strategic account growth
• Customer retention
• Specification wins
• Market share growth
• Forecast accuracy
• CRM compliance
• New business development activity

Technical Knowledge

• Commercial and Industrial Lighting Applications
• LED Lighting Technologies
• Smart Lighting Controls
• Lighting Design Principles
• Energy-Efficient Lighting Solutions
• Building Management System Integration
• Lighting Standards and Compliance
• Project Tendering and Bid Processes
• Specification Development
• Commercial Project Delivery

Experience & Qualifications

• Relevant Electrical, Technical, Engineering, Commercial or Business qualification preferred.
• 7–10 years' experience in business development, strategic sales or commercial leadership roles within the lighting, electrical, construction, property development or related built-environment sectors.
• Proven success in developing and securing large-scale commercial, industrial or infrastructure lighting projects through specification, consulting engineer, contractor, developer or end-user engagement.
• Demonstrated ability to engage and influence executive-level stakeholders and key decision-makers.
• Strong commercial acumen with experience managing complex sales cycles and high-value opportunities.
• Valid driver's licence and willingness to travel nationally as required.