Offtake Solution Manager

Scope of Work

The Offtake Solutions Manager’s responsibilities shall include, but not be limited to, the following:

A. Offtake Origination & Market Development

• Identify, engage, and originate offtakers including cooperatives, unions, mortgage banks, microfinance banks, pension fund administrators, institutional buyers, diaspora groups, investors, and individual households.
• Develop and maintain a database of qualified prospective offtakers and buyers.
• Co-originate and structure offtake solutions for green affordable housing projects with the developers and reputable mortgage institutions and other demand-side partners.
• Conduct market scans and demand assessments for targeted locations and housing typologies.
• Design and implement grassroots/community-based campaigns to stimulate effective demand.

B. Developer Sales Strategy Support

• Review developers’ sales strategies and provide recommendations aligned with market realities.
• Support developers to design pricing strategies, payment plans, and mortgage-linked offerings.
• Build structured “sales pipelines” for each project and monitor pipeline conversion performance.
• Provide hands-on support to developers during sales roadshows, exhibitions, and client engagements.
• Assist developers in establishing or strengthening their internal sales teams and processes.

C. Stakeholder & Channel Management

• Develop and manage relationships with sales agents, real estate brokers, community mobilizers, and digital sales channels supporting developer sales teams.
• Coordinate with PMBs, cooperative managers, and other partners on home loan prequalification and buyer onboarding.
• Facilitate partnership agreements with institutions interested in bulk purchases or employee housing schemes.

D. Monitoring, Reporting & Portfolio Management

• Track sales targets, occupancy rates, conversion ratios, and key milestones for each project.
• Maintain weekly/monthly dashboards of offtake metrics and performance indicators.
• Support verification of offtakers, documentation completeness, and home loan readiness.
• Flag early risks, sales gaps, and recommend corrective actions.
• Prepare periodic reports on demand creation activities, pipeline status, partner engagement, and project outcomes.

E. Additional Responsibilities

• Documentation of lessons learned from all housing projects from offtake perspectives
• Co-create e-learning modules on green affordable housing offtake strategies with the knowledge management team
• Coordinate the design of innovative off-take models.
• Support development of communication materials and sales kits for use by developers and agents.
• Ensure alignment with development partners reporting requirements.

Deliverables

The Offtake Solutions Manager shall be responsible for providing the following key deliverables:

Offtake Origination & Market Development Deliverables

• Comprehensive Offtake Origination Plan for each project, including target segments, engagement strategy, outreach channels, and quarterly targets.
• Database of Qualified Offtakers (institutional and retail) developed and updated monthly, including cooperatives, unions, PMBs, MFIs, employer groups, PFAs, diaspora organisations, and verified individual buyers.
• Monthly Lead Generation Reports, detailing total leads generated, qualification outcomes, and conversion pipeline.
• Market Intelligence Briefs for project locations, covering demand trends, affordability, buyer preferences, and competitor landscape.

2. Developer Sales Strategy Support Deliverables

• Reviewed and Revised Sales Strategy for each developer, with actionable recommendations on pricing, payment structures, mortgage-linked products, and marketing channels.
• Quarterly Sales Pipeline Framework co-developed with developers, showing lead numbers, conversion stages, bottlenecks, and expected uptake.
• Capacity-building Sessions delivered to developers’ sales teams (minimum quarterly), covering CRM use, customer onboarding, documentation, and retention strategies.

3. Stakeholder & Channel Partner Deliverables

• Partnership MoUs or Cooperation Agreements (where applicable) with cooperatives, unions, PMBs, employers, or institutional bulk buyers.
• Active Sales Agent/Channel Partner Network, onboarded, trained, and updated at least bi-monthly.
• Home Loan Readiness Coordination Reports with Primary Mortgage Banks (PMBs), showing prequalified buyers, processing status, and documentation gaps.
• Engagement Logs and Meeting Minutes with key partners, capturing commitments, follow-ups, and decisions.

4. Monitoring, Reporting & Analytics Deliverables

• Weekly Offtake Dashboards for internal review, covering lead generation, sales funnel metrics, conversions, cancellations, and occupancy progress.
• Monthly Offtake Performance Reports summarizing activities, results achieved, challenges, risks, and corrective actions.
• Quarterly Portfolio Performance Review comparing targets vs achievements across all supported housing projects.
• Verified Offtaker Documentation Packs, ready for handover to developers or mortgage institutions, ensuring completeness and compliance.

5. Strategic Innovation & Value-Add Deliverables

• Design innovative offtake models 
• Digital Lead Generation and CRM System Improvements documented and implemented with developers.
• Communications & Sales Tools such as sales playbooks, brochures, FAQs, and customer journey templates for developers.
• Impact Assessment Notes demonstrating how improved offtake strategies contributed to higher sales, occupancy, or revenue for developers.

6. End-of-Year/Contract Completion Deliverables

• Annual Offtake Results Report, consolidating performance across all projects and stakeholders.
• Recommendations for Scaling Demand Generation, including lessons learned, effective channels, and improvements needed.
• Updated Database of Active and Prospective Offtakers, handed over to the programme team.
• Developer Sales Capacity Assessment Report summarizing strengths, weaknesses, and recommendations for future support.

Expected Outcomes/Results

The workstream is expected to deliver the following outcomes:

1. Stronger Effective Demand: Increased pipeline of qualified retail and institutional offtakers, leading to predictable and demonstrable demand for housing units.
2. Improved Developer Sales Performance: Higher sales conversions, faster uptake of units, improved revenue inflows, and strengthened sales processes across developers.
3. Institutional Partnerships: Established and active partnerships with cooperatives, unions, employers, PFAs, PMBs/MFIs, and diaspora groups, resulting in bulk and structured offtake commitments.
4. Enhanced Coordination with Lenders & Sales Channels: Better home loan readiness, smoother buyer onboarding, and expanded reach through trained sales agents and brokers.
5. Data-Driven Decision-Making: Regular dashboards and reports enabling timely corrective actions, accurate market intelligence, and improved sales strategy.
6. Innovative Offtake Models: Introduction and piloting of rent-to-own, hybrid payment schemes, and other innovative models to boost affordability and uptake.
7. Stronger Project Viability: Faster sales cycles, improved cashflow for developers, and reduced project market and default risks.
8. Ecosystem Strengthening: Improved awareness and adoption of climate-resilient affordable housing and a scalable framework for demand generation across multiple projects.
9. Documented lessons learned for all housing transactions
10. Developed e-learning modules on green affordable offtake solutions and strategies.