Commercial Lead (B2B Sales) - Kenya

Responsibilities

Develop and execute sales and go-to-market strategies for the Kenyan market.

Identify target companies, conduct market research, and build prospect databases.

Generate leads through direct outreach, networking, and business development activities.

Build relationships with senior decision-makers, including MDs, CFOs, COOs, and Heads of IT.

Manage the complete sales cycle, including client meetings, requirement gathering, product demonstrations, proposals, negotiations, and deal closures.

Follow up on existing leads and business opportunities to convert them into customers.

Develop relationships with ERP partners, system integrators, and other business referral partners.

Maintain accurate sales records, pipeline updates, and follow-up activities in the CRM.

Gather market feedback and improve sales pitches, communication, and customer engagement strategies.

Work independently to achieve sales targets and expand the company's presence in Kenya.

Candidate Requirements

2-7 years of proven experience in B2B sales and business development.

Experience in enterprise software, ERP, SaaS, industrial equipment, automation, or other technical B2B products.

Demonstrated ability to independently manage and close sales deals.

Experience engaging with senior-level business stakeholders.

Good understanding of sales pipelines, prospecting, negotiation, and client relationship management.

Strong communication, presentation, research, and negotiation skills.

Ability to understand technical products and explain their business value to clients.

Self-motivated, proactive, and comfortable working in a start-up environment with minimal supervision.

Proficiency in CRM tools, spreadsheets, and business research tools.

Must be based in Nairobi, Kenya, and willing to travel for client meetings.

Preferred Profile

Experience working with ERP vendors, software companies, system integrators, enterprise telecom sales, B2B SaaS businesses, or industrial automation companies.

Ability to use AI tools for market research, prospecting, and sales communication.