Market Director

Cape Town - Century City, WC ZA;
Tshwane - Pretoria, GP 0081 ZA (Primary)

Zutari:
Co-creating an engineered impact.

Zutari is a well-established, management-owned engineering firm with almost 90 years' experience. As human-centred engineering consultants and advisors, we are trusted by our clients, business partners, communities and other stakeholders across Africa. We co-create engineering solutions that have a positive impact and improve people's lives. Zutari values inclusion and recognises the importance of a diverse, talented workforce, believing that people need other people to succeed.

What kind of talent do we pursue?

We employ people with the right attitude and a positive mindset, who are motivated by doing the right thing, getting things done and share a sense of urgency. People who have an impact in our teams and broader community. People who think differently and connect with those around them to co-create new opportunities and leave a meaningful legacy.

The Market Director is a senior commercial leader responsible for driving long-term, enterprise-level growth across the Middle East and Africa. This role focuses on identifying, shaping, and securing major strategic opportunities that define the company’s future trajectory. The Market Director operates as a high-impact, cross-functional leader. Rather than being tied to a single business unit, sector, or geography, Market Directors flexibly deploy their expertise across regions and disciplines to target high-value clients, large-scale projects, and key financing partners.

Key responsibilities include driving growth through multi-year strategic planning, targeted pursuits, and deep market engagement, leading the company’s most critical opportunities to shape its long-term commercial direction, and cultivating strong, senior-level relationships with top-tier clients and stakeholders to ensure sustained enterprise-wide impact. Market Directors serve as catalysts for enterprise growth, ensuring the organisation secures its most critical opportunities and remains competitive in dynamic markets.

• Generate revenue at acceptable margins to achieve a sustainable, profitable future for the market sector
• Formulate and implement an annual sales budget
• Achieve annual financial targets
• Navigate the commercial challenges of professional consulting across diverse industries
• Demonstrate results that maximise commercial returns, grow revenue and pipeline whilst minimising enterprise risk exposure
• Look beyond metrics and revenue levels to evaluate the wider commercial impact of short-term decisions

• Act as executive relationship owner for priority clients, strategic accounts, and major partners
• Build and sustain high-level relationships with private sector clients, developers, multilateral agencies, PPP investors, and financing institutions
• Represent the company externally as a senior commercial leader at executive meetings, industry forums, and strategic negotiations

• Lead strategic bids, program frameworks, and high-value proposal efforts end-to-end
• Navigate diverse procurement frameworks and client requirements across public and private sectors where relevant
• Oversee development of pursuit strategies, win themes, partnerships, consortium approaches, commercial risk management, pricing alignment, and governance for major opportunities
• Ensure commercial risk assessment, pricing alignment, and bid governance are applied rigorously
• Collaborate with internal stakeholders to validate delivery capacity, technical approach, and solution feasibility
• Collaborate with internal stakeholders on pricing strategy, negotiation planning, and contract structuring for major pursuits

• Lead bid/no-bid decisions with rigorous evaluation of commercial, delivery, financial, and reputational risk
• Promote commercial excellence through disciplined pursuit governance, risk management, and financial alignment on major opportunities
• Comply fully with internal policies, procedures, and approval workflows related to procurement, contracting, financial management, and project execution

• Conduct all business development and client engagement activities with transparency, fairness, and respect for country-specific laws and legislation
• Avoid any form of misrepresentation, coercion, or unethical persuasion in securing contracts or partnerships
• Disclose any potential conflicts of interest that may arise during the sourcing or negotiation of work
• Maintain the highest standards of integrity in all dealings and relationships
• Promptly report any observed or suspected breaches of policy, misconduct, or unethical behaviour through appropriate channels

• Work closely with Managing Directors to ensure opportunities align with business unit strategy, technical capability, and delivery readiness
• Collaborate and…