Business Development Lead

Duration of Position 12 months

Location Kampala, Uganda

Reports to Green Leaf Team Lead

Language Requirements English

Start date Immediately

Application deadline Open until filled

Background

Farm Radio International is a non-profit organization that uses radio and interactive communication tools to reach millions of small-scale farmers across sub-Saharan Africa. Through its Green Leaf Platforms, Farm Radio is advancing scalable, cost-effective agricultural extension platforms that support climate-resilient and regenerative farming practices.

Significant foundational work has already been completed, including a landscape analysis, a commercial feasibility study, and a detailed business plan. The next phase requires transitioning from planning to execution—building a viable, revenue-generating social enterprise.

Job Overview

We are seeking a results-driven Business Development Lead with strong entrepreneurial and operational experience to take Green Leaf from strategy to execution.

This is not a traditional business development or fundraising role. The successful candidate will function as a venture builder and commercial lead—responsible for operationalizing the existing business plan, driving consistent and repeat revenue, and leading the enterprise toward financial viability and profitability.

Gender inclusion is a core, cross-cutting principle of the Green Leaf social enterprise. The Business Development Lead is expected to ensure that all aspects of the enterprise—from market development and product design to partnerships and revenue models—intentionally consider and advance equitable access and benefits for women, men, and marginalized groups.

The role requires someone who can operate at the intersection of business and social impact: able to structure commercially sound deals while maintaining alignment with Green Leaf’s development objectives.

Performance will be measured primarily on revenue generation, customer acquisition, and progress toward financial sustainability.

RESPONSIBILITIES:

1. Business Plan Execution & Enterprise Leadership
   1. Translate the existing business plan into an actionable, execution-focused roadmap with clear milestones and revenue targets
   2. Lead day-to-day commercial operations of the Green Leaf social enterprise
   3. Manage and lead a cross-functional enterprise team, ensuring alignment, accountability, and delivery against business objectives
   4. Establish systems, processes, and performance tracking mechanisms required to run a viable business
   5. Continuously refine the business model based on market feedback and performance data
2. Revenue Generation & Sales Leadership
   1. Own and deliver on revenue targets through structured sales pipelines and repeatable business development processes
   2. Identify, pursue, and close high-value contracts with development partners, governments, private sector actors, and media partners
   3. Develop and implement pricing strategies and revenue models (e.g., data services, sponsorship, content partnerships, licensing)
   4. Build a predictable and diversified revenue stream beyond donor funding
3. Market Development & Customer Acquisition
   1. Identify priority customer segments and develop tailored value propositions
   2. Lead customer discovery, engagement, and conversion efforts
   3. Strengthen Green Leaf’s positioning as a data insights and communication platform for development and commercial partners
   4. Build long-term client relationships that drive repeat business
4. Strategic Partnerships & Deal Structuring
   1. Identify and structure strategic partnerships that unlock revenue and scale (e.g., agribusinesses, telecoms, NGOs, government agencies)
   2. Negotiate commercially sound agreements aligned with both financial and social objectives
   3. Expand and deepen relationships with core ecosystem partners, including radio stations and extension systems
5. Performance Management & Accountability
   1. Establish clear KPIs linked to revenue, growth, and sustainability
   2. Track performance against targets and adjust strategies accordingly
   3. Provide regular reporting on commercial performance, pipeline, and forecasts
   4. Operate with a strong results and accountability culture
6. Team Leadership & Capacity Building
   1. Work closely with internal teams (programs, MERL, communications, digital) to align delivery with market needs
   2. Build internal capacity on business development and commercial thinking
   3. Support Green Leaf partners (e.g., radio stations) to strengthen their own revenue-generation capabilities

QUALIFICATIONS AND COMPETENCIES

• Bachelor’s degree in Business, Marketing, Economics, or a related field (MBA or equivalent experience strongly preferred)
• 7+ years of experience in business development, commercial leadership, or startup/social enterprise management
• Experience in management consulting, particularly in strategy, business transformation, or market entry, is highly desirable
• Proven track record of building or scaling a venture, business unit, or revenue-generating initiative
• Demonstrated success in meeting or exceeding revenue targets and closing complex deals
• Strong understanding of business model development, sales systems, and market-driven execution
• Experience working at the intersection of private sector and development/social impact is highly desirable

Performance Expectations

In addition to commercial performance, success in this role will also be assessed based on the extent to which gender inclusion is embedded in business operations and outcomes.

This is a performance-based role with clear expectations:

• Achievement of agreed revenue targets within defined timelines
• Establishment of repeatable and predictable revenue streams
• Demonstrable progress toward financial sustainability and profitability
• Successful operationalization of the Green Leaf social enterprise model

Compensation structure may include performance-based incentives tied to revenue and business growth.