Business Development Manager – Civil Works & Infrastructure – Belgium

Overview

Cabo Norte welcomes experienced Business Development Managers with a background in civil works and infrastructure construction for potential opportunities in Belgium.

The purpose of this role is to develop a qualified project pipeline and convert commercial relationships into opportunities aligned with the contractor’s technical capabilities, delivery capacity and commercial objectives.

The role covers market development, early-stage opportunity identification, client relationship management, prequalification and coordination with tendering and operational teams. Depending on the business, the scope may include civil engineering, infrastructure construction and associated works packages.

The principal challenge is identifying commercially viable opportunities early enough to influence the approach, while maintaining the discipline to pursue projects the business can realistically secure and deliver profitably.

Key Responsibilities

• Develop business development plans for selected clients, infrastructure markets and project types.

• Identify upcoming investments, planned infrastructure works and procurement opportunities before formal tendering begins.

• Qualify opportunities against technical capability, delivery capacity, procurement requirements, commercial exposure and strategic fit.

• Build relationships with project owners, public and private infrastructure clients, developers, consultants, general contractors and potential delivery partners.

• Identify relevant stakeholders and understand their project requirements, procurement processes and decision-making structures.

• Coordinate prequalification submissions and contribute to decisions on which opportunities the business should pursue.

• Work with estimating, engineering, commercial and operational teams to develop credible project proposals.

• Support tender preparation, client presentations, tender clarifications and commercial negotiations.

• Explore potential partnerships, joint ventures and subcontracting arrangements where these support the contractor’s market position.

• Maintain a structured opportunity pipeline, including qualification status, next steps, potential value and realistic forecasts.

• Provide management with market intelligence on infrastructure investment, competitors, procurement trends and emerging opportunities.

• Maintain continuity between early client engagement, tender commitments and the contractor’s ability to execute the work.

Business And Technical Challenges

• Identifying infrastructure opportunities early enough to influence client engagement and procurement strategy.

• Distinguishing credible commercial prospects from projects that fall outside the contractor’s capabilities or delivery capacity.

• Understanding the requirements of public and private clients, consultants and other stakeholders involved in infrastructure development.

• Connecting project requirements with the contractor’s practical experience, technical resources and execution capabilities.

• Managing lengthy procurement cycles and changes in project scope, funding, award timing or commercial conditions.

• Assessing the implications of technical requirements, project interfaces and delivery risks during opportunity qualification.

• Balancing business development targets with realistic tender costs, contractual exposure and margin expectations.

• Coordinating commercial activity across business development, estimating, engineering and operational teams.

• Maintaining reliable pipeline information when procurement decisions, project timing and award probabilities remain uncertain.

Required Experience

• Demonstrated business development experience within a general contractor, civil engineering contractor or infrastructure-focused construction business.

• Experience originating and progressing construction opportunities through qualification, prequalification, tendering or contract award.

• Understanding of civil works, infrastructure construction, procurement processes and project delivery.

• Experience engaging project owners, developers, consultants, public-sector representatives or other relevant commercial and technical stakeholders.

• Ability to assess opportunities against technical capability, delivery requirements and commercial objectives.

• Experience coordinating with estimating, engineering, commercial and operational teams to develop project proposals.

• Experience maintaining a structured opportunity pipeline and reporting realistic commercial forecasts.

• Strong commercial judgement and the ability to identify risks, constraints and potential sources of competitive advantage.

• Professional English communication, presentation and negotiation skills.

Preferred Experience

• Experience in the Belgian civil works and infrastructure market.

• An established professional network relevant to infrastructure construction, civil engineering or major works packages.

• Exposure to public procurement, private infrastructure investment or complex construction tendering.

• Experience with design-and-build, EPC or other integrated project delivery arrangements.

• Experience developing joint ventures, strategic partnerships or specialist subcontracting relationships.

• An engineering, construction or commercially relevant qualification.

• Experience entering a new market or developing a new service line.

Leadership Profile

• Commercially minded, with a practical understanding of civil works and infrastructure delivery.

• Proactive in developing relationships and identifying opportunities before formal procurement begins.

• Disciplined in qualifying opportunities and willing to challenge projects that do not fit the business.

• Able to engage confidently with senior client representatives and technical decision-makers.

• Collaborative in working with estimating, engineering, commercial and operational teams.

• Comfortable discussing commercial exposure, delivery constraints and procurement risks.

• Accountable for pipeline quality, opportunity progression and agreed commercial actions.

• Clear in communicating market intelligence, opportunity potential and uncertainty to management.

Expected Outcomes

• A stronger pipeline of civil works and infrastructure opportunities aligned with the contractor’s capabilities and commercial priorities.

• Earlier access to relevant clients, procurement information and potential delivery partners.

• Better-qualified opportunities and more informed decisions on tender participation.

• Stronger relationships with infrastructure clients, developers, consultants and other relevant stakeholders.

• Improved coordination between business development, tender preparation and operational teams.

• More reliable forecasting of potential awards, commercial prospects and resource implications.

• Commercial relationships that support repeat business and longer-term market development.

Location And Eligibility

• Target location: Belgium.

• Sector scope: Civil works, civil engineering and infrastructure construction.

• Employer environment: General contractors, civil engineering contractors and infrastructure businesses.

• Required language: Professional English; additional language requirements may apply depending on the opportunity.

• Travel: May include client meetings and project visits within Belgium; wider travel depends on the role.

• Employment terms and work authorisation: To be confirmed for each specific opportunity.

How To Apply

Cabo Norte receives relevant candidatures throughout the year. Submit your CV with a brief overview of your civil works and infrastructure experience, markets covered and involvement in developing or securing construction projects.

Please indicate your current location, availability and interest in Belgium-based opportunities.

This listing supports ongoing candidate discussions and does not represent a currently confirmed client vacancy. Any specific employer, assignment and employment terms will be discussed with you before proceeding. Your profile will only be presented to an employer with your agreement.

About Cabo Norte

Cabo Norte is an executive search business focused on leadership and senior appointments across energy, water, marine, port, digital and industrial infrastructure.

Our focus spans the infrastructure lifecycle: strategy, engineering, project delivery, operations and asset optimisation. We look at the responsibilities candidates have held, the complexity they have managed and the outcomes they have delivered.