B2B Sales Manager

Reports to: CGO

Work Format: Full-time, hybrid with client visits

About the Role and Team: You will be part of our local team in Kenya and play a key role in driving the company’s B2B growth by attracting new clients and strengthening long-term partnerships with existing customers.

Purpose of the Position: To increase the company’s B2B revenue by acquiring new clients and developing mutually beneficial long-term relationships with current clients to achieve planned performance targets.

Key Responsibilities:

· Develop and implement the sales strategy.

· Build and maintain long-term partnerships with key clients.

· Analyze the market and identify new potential segments for sales growth.

· Prospect, attract, and qualify new corporate clients (cold/warm calls, emails, participation in exhibitions and events).

· Conduct presentations and negotiations with key decision-makers.

· Prepare commercial proposals, pricing calculations, and negotiate contracts.

· Manage the full sales cycle from first contact to deal closure and handover to the service team.

· Maintain the CRM system and prepare regular reports on completed activities and future plans.

Rights and Accountability:

· Request information from internal departments and propose improvements to products, services, and processes.

· Represent the company’s interests in client negotiations.

· Responsible for achieving sales targets, following business processes, managing client relationships, and protecting confidential information.

Key Performance Indicators (KPIs):

· Sales revenue for the reporting period.

· Number of new clients acquired.

· Percentage of monthly/quarterly sales plan fulfillment.

Qualifications:

· Higher education (economics or medical background preferred).

· At least 3 years of B2B sales experience; industry-specific experience or similar products are a plus.

· Knowledge of marketing fundamentals and advanced sales techniques (SPIN, Challenger Sale, etc.).

· Ability to identify client needs, handle objections, and conduct negotiations.

· Strong presentation skills and experience working with CRM systems.

· Proficiency in MS Office (Excel, PowerPoint, Word).

· Personal qualities: results-oriented, proactive, strong communication skills, stress-resistant, client-focused, and professional appearance.

Working Conditions:

· Standard working hours with flexibility for client meetings.

· Transportation expenses reimbursed or company vehicle provided for client visits.