Country GM, Philippines

General Manager – Sales (Government & Multilateral), Philippines

Location: Manila, Philippines

A. Overall Purpose of the Role

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 government entities, multilateral development banks, NGOs, and ODA-funded programs.

This role will lead the development and execution of a targeted government and institutional sales strategy, focusing on complex, high-value service solutions, long-cycle procurement processes, and strategic partnerships across agencies such as DPWH, DOTr, and international institutions such as ADB and JICA (JIWA).

The role combines strategic leadership, deep relationship management, and hands-on deal execution to position the organization as a trusted partner for government and development-funded projects.

B. Key Responsibilities

1. Government & Institutional Business Development

• Develop and execute a comprehensive government and ODA sales strategy aligned with country and regional priorities
• Identify, pursue, and secure large-scale contracts with:
  • National government agencies (e.g. DPWH, DOTr, DOH)
  • Multilateral development banks (e.g. ADB, World Bank)
  • Bilateral agencies and ODA institutions (e.g. JICA/JIWA)
  • NGOs and prime contractors
• Lead complex tendering, RFP, and bid processes, ensuring compliance with procurement regulations
• Build a robust pipeline of long-term, high-value opportunities

2. Strategic Relationship Management

• Establish and maintain CXO-level relationships across government entities and donors
• Position the company as a trusted advisor in health, security, infrastructure support, or consulting services
• Build partnerships with:
  • Local and international NGOs
  • Engineering, consulting, and EPC firms
  • Prime contractors on funded projects
• Represent the organization in government forums, industry groups, and donor events

3. Commercial Leadership & Sales Execution

• Lead and mentor a high-performing sales team focused on institutional clients
• Personally own and close strategic, high-value deals
• Drive disciplined pipeline management, forecasting, and CRM utilisation
• Ensure alignment between sales, operations, and technical teams for solution delivery

4. Market Intelligence & Strategy

• Monitor Philippine public sector priorities, national development plans, and funding pipelines
• Track ODA funding flows and donor priorities to identify upcoming opportunities
• Analyze competitor positioning and consortium strategies
• Shape go-to-market strategies for complex service offerings

5. Governance, Compliance & Risk Management

• Ensure strict compliance with:
  • Government procurement laws
  • Anti-bribery and anti-corruption regulations
  • Donor funding requirements
• Oversee contract structuring, risk mitigation, and commercial governance
• Collaborate with legal and finance teams on contract negotiations

6. Financial & Performance Accountability

• Own revenue targets, pipeline conversion, and margin performance
• Contribute to overall country P&L through profitable government sector growth
• Drive sustainable expansion through long-term framework agreements and repeat business

C. Candidate Profile

Experience

• 10–15+ years of experience in sales/business development of complex services
• Proven track record of selling into:
  • Government agencies in the Philippines
  • NGOs and multilateral organizations (ADB, World Bank, JICA/JIWA)
• Demonstrated success in winning and managing large-scale tenders and funded projects
• Experience working within or alongside ODA-funded projects or government contracting environments
• Strong understanding of public sector procurement processes

Skills & Competencies

• Deep network within Philippine government and development ecosystem
• Strong commercial acumen and ability to structure complex deals
• Excellent stakeholder management and influencing skills
• Strategic thinker with hands-on execution capability
• High integrity with strong understanding of compliance and governance

Education

• Bachelor’s degree in Business, Economics, Engineering, Public Policy, or related field
• MBA or postgraduate qualification preferred

Languages

• Fluent English (written and spoken)