Position: Business Head Generators and Government Tenders
Location: Kampala, Uganda
Reports To: Managing Director
Employment Type: Full Time
Client Overview
Our client is a leading player in Uganda’s automotive and mobility sector, with a strong presence in the motorcycle market. The organization specializes in the distribution and retail of motorcycles, spare parts, after-sales services, local motorcycle assembly, and asset financing, supported by a growing branch and distribution network across Uganda.
Position Summary
We are appointing a senior leader who has already grown a generator business in Uganda and can take charge from day one. The role has two main outcomes: win government tenders for generators and motorcycles and identify, develop and close generator customers. The person will own the commercial plan, tender pipeline, key accounts and sales team. An existing service lead manages technical maintenance; the business head will coordinate with that lead on technical proposals and customer commitments. The generator range is from 5kVA to 1250kVA.
Key Duties and Responsibilities
Government tenders for generators and motorcycles
- Build a rolling tender pipeline across ministries, agencies, districts, public institutions and other relevant buyers. Monitor procurement plans, invitations and prequalification opportunities; establish legitimate relationships with procurement and end user teams.
- Own the complete bid process: assess fit and eligibility, recommend bid or no bid, maintain supplier registration and compliance documents, coordinate technical specifications and pricing, submit on time, respond to clarifications and manage award handover.
- For motorcycle tenders, work with the existing motorcycle team to confirm models, stock, delivery capacity, warranty and aftersales terms. For generator tenders, work with the service lead and suppliers to validate sizing, installation, warranty and service commitments.
- For motorcycle tenders, work with the existing motorcycle team to confirm models, stock, delivery capacity, warranty and aftersales terms. For generator tenders, work with the service lead and suppliers to validate sizing, installation, warranty and service commitments
- Develop realistic bid economics with finance and management: landed cost, margin, bid securities or guarantees where required, payment terms, working capital exposure and delivery risks. Obtain approval before binding the company to price or contract terms.
- After award, remain the commercial owner through contract execution, acceptance documents, invoicing and collection, while coordinating delivery with the responsible operations teams
Grow the generator business
- Use established knowledge of Uganda’s generator market to select priority customer segments, territories and products. Build named target account lists and a practical route to market for corporate, construction, industrial, hospitality, healthcare, telecom and other suitable buyers.
- Personally open and develop key accounts; lead prospecting, meetings, site surveys with technical staff, proposals, negotiation, closing and account growth. Build a measurable pipeline with next actions and realistic forecasts.
- Develop the commercial offer with management and suppliers: product range, positioning, prices, warranties, installation, maintenance contracts, dealer or partner channels and gross margin expectations.
- Build and lead the generator sales and tender team as the business grows. Recommend hires, set territories and targets, review opportunities weekly, coach staff and report results and risks to management.
- Work with the existing service lead to align sales promises with technical capacity, coordinate client handovers and resolve commercial escalations. The service lead owns maintenance execution, technicians and technical diagnosis.
Decision authority and accountability
- The business head owns the government tender pipeline, generator commercial plan, key accounts, team performance, proposals and follow through after award.
- The existing service lead owns technical service delivery. Both work together on service contract commitments and customer escalations. Management approves budgets, major hires, bid pricing, contract commitments and capital expenditure under an agreed authority matrix
Expected out put
- Days 1 to 30
- Audit tender readiness and live opportunities; meet the motorcycle team, generator suppliers and service lead; present a market map, named target account list, priority client meetings and a costed 9 day plan.
- Days 31 to 60
- Set up a bid calendar and document library, qualify tender opportunities, visit target generator clients, launch a weekly pipeline review and submit the first properly screened bids where deadlines permit.
- Days 61 to 90
- Show an active tender and generator sales pipeline, credible client proposals, bid outcomes to date and a 12month plan covering revenue, gross margin, team, investment needs and risks.
Performance Measurement
- Government tenders: qualified opportunities, compliant bids submitted on time, award value, win rate, awarded gross margin, contract fulfilment and collection.
- Generator business: qualified pipeline by customer and stage, client meetings and proposals, orders won, revenue, gross margin, repeat business and cash collection against the approved plan.
- Forecast accuracy, bid quality, team output and timely coordination of commercial commitments with the motorcycle team and generator service lead.
Relevant Experience
- Significant leadership experience with an established generator distributor, manufacturer or power solutions business in Uganda
- Must have personally generated sales, opened accounts, managed a team or business unit and delivered measurable revenue and margin growth.
- A strong personal record of preparing and winning Uganda government tenders.
- Able to run the full bid process for generators and with input from the motorcycle team, motorcycle tenders.
- Working knowledge of PPDA processes, eligibility documents and bid submission discipline.
- Enough generator product knowledge to discuss customer applications, sizing, installation, operating costs, warranties and aftersales terms, and to bring the service lead into technical decisions at the right time.
- Experience building and managing a sales or tender team, negotiating with suppliers, forecasting sales and following contracts through to payment.
- An active understanding of Uganda’s generator buyers, purchase cycles, competitors and decision makers. Knowledge of potential generator customers, distributors or projects in South Sudan or the Democratic Republic of Congo is an advantage, not a requirement.
Qualifications
- A relevant engineering or business qualification is welcome; demonstrable commercial and tender results matter most
