About this role
<h2>General Manager – Sales (Government & Multilateral), Philippines</h2> <p><strong>Location:</strong> Manila, Philippines</p> <hr> <h2><strong>A. Overall Purpose of the Role</strong></h2> <p>The General Manager – Sales (Government & Multilateral) is the senior commercial leader responsible for driving revenue growth and market expansion in the Philippines, with a primary focus on <strong>government entities, multilateral development banks, NGOs, and ODA-funded programs</strong>.</p> <p>This role will lead the development and execution of a targeted <strong>government and institutional sales strategy</strong>, focusing on complex, high-value service solutions, long-cycle procurement processes, and strategic partnerships across agencies such as <strong>DPWH, DOTr</strong>, and international institutions such as <strong>ADB and JICA (JIWA)</strong>.</p> <p>The role combines <strong>strategic leadership, deep relationship management, and hands-on deal execution</strong> to position the organization as a trusted partner for government and development-funded projects.</p> <hr> <h2><strong>B. Key Responsibilities</strong></h2> <h3><strong>1. Government & Institutional Business Development</strong></h3> <ul> <li>Develop and execute a comprehensive <strong>government and ODA sales strategy</strong> aligned with country and regional priorities</li> <li>Identify, pursue, and secure large-scale contracts with: <ul> <li>National government agencies (e.g. DPWH, DOTr, DOH)</li> <li>Multilateral development banks (e.g. ADB, World Bank)</li> <li>Bilateral agencies and ODA institutions (e.g. JICA/JIWA)</li> <li>NGOs and prime contractors</li> </ul> </li> <li>Lead complex <strong>tendering, RFP, and bid processes</strong>, ensuring compliance with procurement regulations</li> <li>Build a robust pipeline of long-term, high-value opportunities</li> </ul> <hr> <h3><strong>2. Strategic Relationship Management</strong></h3> <ul> <li>Establish and maintain <strong>CXO-level relationships</strong> across government entities and donors</li> <li>Position the company as a <strong>trusted advisor</strong> in health, security, infrastructure support, or consulting services</li> <li>Build partnerships with: <ul> <li>Local and international NGOs</li> <li>Engineering, consulting, and EPC firms</li> <li>Prime contractors on funded projects</li> </ul> </li> <li>Represent the organization in <strong>government forums, industry groups, and donor events</strong></li> </ul> <hr> <h3><strong>3. Commercial Leadership & Sales Execution</strong></h3> <ul> <li>Lead and mentor a high-performing sales team focused on institutional clients</li> <li>Personally own and close <strong>strategic, high-value deals</strong></li> <li>Drive disciplined <strong>pipeline management, forecasting, and CRM utilisation</strong></li> <li>Ensure alignment between <strong>sales, operations, and technical teams</strong> for solution delivery</li> </ul> <hr> <h3><strong>4. Market Intelligence & Strategy</strong></h3> <ul> <li>Monitor Philippine public sector priorities, national development plans, and funding pipelines</li> <li>Track <strong>ODA funding flows and donor priorities</strong> to identify upcoming opportunities</li> <li>Analyze competitor positioning and consortium strategies</li> <li>Shape <strong>go-to-market strategies</strong> for complex service offerings</li> </ul> <hr> <h3><strong>5. Governance, Compliance & Risk Management</strong></h3> <ul> <li>Ensure strict compliance with: <ul> <li>Government procurement laws</li> <li>Anti-bribery and anti-corruption regulations</li> <li>Donor funding requirements</li> </ul> </li> <li>Oversee contract structuring, risk mitigation, and commercial governance</li> <li>Collaborate with legal and finance teams on contract negotiations</li> </ul> <hr> <h3><strong>6. Financial & Performance Accountability</strong></h3> <ul> <li>Own revenue targets, pipeline conversion, and margin performance</li> <li>Contribute to overall country P&L through <strong>profitable government sector growth</strong></li> <li>Drive sustainable expansion through long-term framework agreements and repeat business</li> </ul> <hr> <h2><strong>C. Candidate Profile</strong></h2> <h3><strong>Experience</strong></h3> <ul> <li>10–15+ years of experience in <strong>sales/business development of complex services</strong></li> <li>Proven track record of selling into: <ul> <li>Government agencies in the Philippines</li> <li>NGOs and multilateral organizations (ADB, World Bank, JICA/JIWA)</li> </ul> </li> <li>Demonstrated success in winning and managing <strong>large-scale tenders and funded projects</strong></li> <li>Experience working within or alongside <strong>ODA-funded projects or government contracting environments</strong></li> <li>Strong understanding of <strong>public sector procurement processes</strong></li> </ul> <hr> <h3><strong>Skills & Competencies</strong></h3> <ul> <li>Deep network within <strong>Philippine government and development ecosystem</strong></li> <li>Strong commercial acumen and ability to structure complex deals</li> <li>Excellent stakeholder management and influencing skills</li> <li>Strategic thinker with hands-on execution capability</li> <li>High integrity with strong understanding of compliance and governance</li> </ul> <hr> <h3><strong>Education</strong></h3> <ul> <li>Bachelor’s degree in Business, Economics, Engineering, Public Policy, or related field</li> <li>MBA or postgraduate qualification preferred</li> </ul> <hr> <h3><strong>Languages</strong></h3> <ul> <li>Fluent English (written and spoken)</li> </ul> <p> </p><div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>About the role</b></H2> </div><div></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Key responsibilities</b></H2> </div><div></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>About you</b></H2> </div><div></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Benefits</b></H2> </div><div></div></div></div>