B2B Sales Executive (Horeca)

Job Title: B2B Sales Executive (Horeca)
Location: Nairobi
Number of Positions: 4

Summary
Our client is seeking a driven and results-oriented B2B Sales Executive to expand the sales portfolio across its furniture categories.
The role focuses on acquiring, managing, and growing B2B accounts for beds, mattresses, sofas, outdoor, breakout, and related furniture solutions, with a strong emphasis on candidates with proven HORECA experience.
The successful candidate will proactively open new accounts, present tailored furniture solutions to hospitality clients, and close high-value deals while delivering exceptional customer experiences. This role is ideal for an ambitious sales professional with a strong hunter mindset and a demonstrated track record of exceeding B2B sales targets, particularly within the hotels, restaurants, and catering sector.

Key Responsibilities
• Identify, prospect, and acquire new B2B clients through cold calling, networking, referrals, site visits, and corporate pitches.
• Present and sell furniture solutions, tailoring proposals to client needs, space usage, and budgets.
• Drive sales of different furniture solutions for corporate, hospitality, real estate, and institutional clients.
• Negotiate pricing, contracts, and terms to close profitable deals and build long-term client value.
• Build and maintain strong client relationships, providing post-sale follow-up to ensure satisfaction and repeat business.
• Prepare accurate sales reports, forecasts, quotations, and order documentation.
• Monitor market trends, competitor offerings, and emerging B2B opportunities within the furniture and lifestyle sector.
• Participate in ongoing sales training and product knowledge sessions to enhance performance.

Requirements
Qualifications & Requirements
• Diploma or Degree in Sales & Marketing or a related field.
• 3–5 years’ proven B2B sales experience, preferably in furniture, interiors, hospitality, real estate, or lifestyle solutions.
• Proven experience selling to or managing key accounts within the HORECA sector (hotels, restaurants, cafés, or catering businesses)
• Demonstrated track record of meeting and exceeding sales targets.
• Experience in corporate account opening, solution selling, and professional presentations.
• Strong ambition, resilience, and ability to penetrate new and competitive markets.

Key Skills & Competencies
• Excellent communication, presentation, and negotiation skills.
• Strong new-business development and account-opening capability.
• Proven ability to grow B2B sales revenue by at least 35% year-on-year through strategic prospecting, pipeline management, and deal conversion.
• Transformative mindset with the ability to rethink sales approaches, unlock new segments, and scale accounts beyond initial wins.
• Strategic sales planning and disciplined execution skills.
• Self-driven, resilient, and target-oriented with a strong hunter mentality.
• High emotional intelligence and exceptional relationship-management ability.
• Proficiency in CRM systems and digital sales tools for forecasting and performance tracking.
• Strong problem-solving, prioritization, and time-management skills.