BUSINESS DEVELOPMENT MANAGER – EAST AFRICA

JOB TITLE:BUSINESS DEVELOPMENT MANAGER – EAST AFRICA

NATURE OF JOB: FULL TIME

INDUSTRY:IT SERVICES / DIGITAL MARKETING

SALARY:KSHS. NEGOTIABLE- COMMENSURATE WITH EXPERIENCE

JOB LOCATION:NAIROBI

DUTIES AND RESPONSIBILITIES

Develop and Execute Market Entry & Growth Strategies

• Design and implement tailored business development strategies for each market, considering local customer needs, digital maturity, and regulatory conditions.
• Define clear sales goals, KPIs, and tactical plans to penetrate both urban and secondary cities.
• Prioritize high-potential industries (e.g., retail, education, logistics, healthcare, public sector) based on market research and opportunity sizing.

Build and Manage Regional Client Relationships

• Identify, engage, and build lasting relationships with clients across B2B and B2C segments.
• Conduct needs assessments to match client challenges with suitable digital solutions or hardware products.
• Act as the primary point of contact for key accounts, ensuring exceptional client satisfaction and issue resolution.

Territorial Sales Management Across Key Cities

• Proactively engage prospects and existing customers in major cities such as Nairobi, Kampala, Dar es Salaam, Kigali, Addis Ababa, Mogadishu, and Goma.
• Maintain a regular travel and virtual engagement schedule to build presence in underserved and emerging cities.
• Leverage local partnerships and agents where direct coverage is not feasible.

Drive New Client Acquisition and Account Expansion

• Prospect and convert leads through digital campaigns, networking, referrals, and cold outreach.
• Expand share-of-wallet by upselling new services to existing clients.
• Maintain a healthy sales pipeline through consistent lead generation and qualification.

Forge Strategic Partnerships and Alliances

• Establish partnerships with local technology providers, telecoms, marketing agencies, resellers, and industry associations.
• Work with government agencies and development organizations to explore public-
• private partnership (PPP) models or donor-funded digital projects.
• Negotiate MoUs and partnership terms that align with company growth goals.

Monitor Market Intelligence and Competitive Landscape

• Continuously track industry developments, economic shifts, competitor moves, and technological innovations in each country.
• Generate market intelligence reports and recommend strategic pivots based on insights.
• Identify barriers to entry (e.g., legal, cultural, economic) and develop mitigation strategies.

Coordinate with Internal Teams for Localized Execution

• Collaborate with marketing to develop region-specific campaigns, content, and messaging.
• Work closely with product teams to ensure solution fit and alignment with client requirements.
• Provide frontline feedback to R&D or service delivery teams for continuous improvement.

Lead Proposal Development and Contract Negotiations

• Prepare tailored proposals and RFP responses that address client-specific objectives and budgets.
• Develop pricing models that balance competitiveness with profitability.
• Lead negotiation efforts, ensuring favorable terms while maintaining strong client relationships.

Performance Tracking and Reporting

• Maintain accurate sales records, forecasts, and client data using CRM and internal tools.
• Provide weekly, monthly, and quarterly updates to senior leadership.
• Analyze performance trends and recommend corrective actions where necessary.

Represent the Company at Regional Events

• Attend and speak at industry events, expos, and conferences to build brand awareness and generate leads.
• Organize local workshops, demos, and seminars to showcase solutions and engage prospects.
• Act as an ambassador for the company’s mission, values, and innovation.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Degree/Master’s in Business, Sales, Marketing, or related field
• 5–8 years’ experience in business development or sales, preferably in digital
• marketing, AI solutions, IT services, or hardware products
• Strong understanding of East African markets and business dynamics
• Proven history of achieving and exceeding sales targets
• Excellent negotiation, communication, and relationship-building skills
• Willingness to travel extensively across East Africa
• Fluency in English; Swahili or French is an added advantage