Business Development Manager

Key Responsibilities

Develop and execute territory/account plans to systematically grow revenue across assigned sectors.

• Analyze market trends, competitor activity, and client feedback to refine the company's commercial strategy.
• Set and monitor personal and team sales pipelines against monthly and quarterly targets.
• Identify cross-sell and upsell opportunities across the full solutions portfolio (security, queue management, visitor management).
• Contribute to pricing strategy and commercial terms in coordination with senior management.
• Lead the response to tenders and RFPs, coordinating input from technical and finance teams.
• Serve as the primary point of contact for key accounts, ensuring consistent and responsive client engagement.
• Conduct regular account reviews with clients to assess satisfaction and identify additional needs.
• Build relationships with senior decisionmakers, consultants, and procurement teams within client organizations.
• Manage escalations and resolve client concerns in coordination with technical and support teams.
• Develop account growth plans for top-tier clients to deepen wallet share over time.
• Maintain a strong understanding of each client's business context to anticipate future requirement.
• Lead technical and commercial presentations at client sites, tailoring content to stakeholder needs.
• Coordinate with the technical/presales team to ensure proposals are accurate, competitive, and deliverable.
• Oversee smooth handover from sales to project delivery teams to protect client experience.
• Conduct competitor benchmarking during site visits to refine positioning and pricing.
• Support project kick-off meetings to ensure alignment between client expectations and delivery scope.
• Troubleshoot and resolve commercial issues arising during project implementation.
• Prepare and present regular sales performance reports and forecasts to senior leadership.
• Maintain accurate and up-to-date CRM/ERP records covering pipeline, activity, and account status.
• Represent the company in media, industry panels, or press engagements as required.
• Build and maintain relationships with industry bodies, associations, and regulatory contacts relevant to the business.
• Provide input into marketing campaigns and collateral based on field insights and client feedback.
• Mentor and support junior sales staff (e.g., BDEs) on deal strategy and client engagement best practices

SKILLS & COMPETENCIES

Experience & Technical Background

• A bachelor's degree and/or MBA in Marketing or a related field; sales/marketing professional courses are an added advantage.
• Prior experience selling electronic security systems (CCTV, access control, fire detection, intrusion/alarm systems) is required.
• A minimum of 4 years of B2B business development, sales management, or solution sales experience, with a track record of managing key accounts and closing high-value deals
• Experience selling queue management, visitor management, digital signage, or customer experience platforms is strongly preferred.
• Prior experience within the IT and/or Fintech industries.
• Fluency in both English and Swahili is required.
• Demonstrable knowledge and experience in B2B sales.
• Valid driver's license and willingness to travel as required.

Core Competencies

• Strong communication, interpersonal, and negotiation skills, with the ability to manage objections and close high value deals.
• Strong strategic, analytical, and organizational skills.
• Strong commercial and financial acumen, with the ability to structure deals that balance client value and company profitability.
• Consultative selling approach, able to diagnose client pain points and position tailored, multi-product solutions.
• Confident public speaking and presentation skills, comfortable engaging C-suite and senior decision-makers.
• Resilience and persistence in navigating long, complex B2B sales cycles.
• Team leadership and coaching ability, capable of mentoring junior sales staff and driving collective performance.
• Proficiency with CRM/ERP systems and sales analytics tools to track and forecast performance.

How to Apply:

If you meet the above qualifications, please send your CV to careers@orchidhr.co.ke with the subject line Business Development Manager by 7th September 2026