Business Development Executives – Commercial

Location: Nairobi

Industry: Renewable Energy (Solar)

Type: Full-time

Recruiting on behalf of a leading solar solutions provider

About the Role

We are recruiting  Eleven (11) Business Development Executives (C&I) for a top solar solutions provider serving commercial, industrial, and domestic customers. The ideal candidates will have strong vertical experience, a proven track record in B2B sales, and the ability to drive solar adoption through targeted, sector-specific strategies.

You will identify, qualify, and close solar opportunities within assigned verticals, working closely with technical, engineering, and operations teams to deliver tailored solutions that meet customer needs.

Key Responsibilities

1. Vertical Expertise & Strategy

• Develop deep knowledge of assigned verticals (e.g., Manufacturing, Schools, Healthcare, Retail outlets, Petrol stations, Finance sector, Faith-based organizations, Estates, Hotels, Agribusiness, FBOs, etc.).
• Understand sector-specific energy needs, consumption patterns, and decision-making structures.
• Build a segmented database of target accounts and key stakeholders.
• Conduct market and competitor research to identify solar opportunities.
• Develop and execute targeted go-to-market strategies for each vertical.

2. Lead Generation & Pipeline Development

• Source and qualify C&I and domestic solar leads through LinkedIn, email, referrals, industry events, and site visits.
• Build and maintain a strong pipeline aligned with vertical growth targets.
• Keep CRM updated with accurate insights on usage, proposed system sizes, budgets, and deal stages.
• Collaborate with marketing on sector-focused campaigns and outreach.

3. Sales Execution & Closure

• Prepare and present tailored solar proposals, financial models (ROI, IRR), and technical recommendations.
• Manage the end-to-end sales cycle—from engagement and site assessments to negotiation and closure.
• Work with engineering and operations teams for accurate system sizing and flawless delivery.
• Meet and exceed monthly and quarterly sales targets (minimum Ksh 10M/month).

4. Relationship & Stakeholder Management

• Build long-term relationships with decision-makers across sectors.
• Serve as a trusted advisor on solar solutions, energy efficiency, and financing models.
• Drive upsell, cross-sell, and repeat business opportunities.

Key Skills & Competencies

• Strong B2B sales experience with demonstrated success in at least one vertical. (e.g., Manufacturing, Schools, Healthcare, Retail outlets, Petrol stations, Finance sector, Faith-based organizations, Estates, Hotels, Agribusiness, FBOs, etc.).
• Experience selling solar or technical/engineering solutions is a strong advantage.
• Excellent prospecting, pitching, negotiation, and closing skills.
• Ability to interpret consumption data and understand technical proposals.
• Strong communication and relationship-building abilities.
• Analytical, research-driven, self-motivated, and results-oriented.
• Proficiency with CRM tools and MS Office.

Vertical Experience Requirements (Must-Have)

• Proven experience selling within structured industries or defined verticals.
• Clear understanding of procurement processes and buying behaviors.
• Experience engaging senior decision-makers.
• Evidence of achieving revenue targets tied to vertical-based sales.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Energy, or a related field. (MBA is an added advantage.)
• 2–5 years of B2B sales or business development experience.
• Experience in vertical-based or solution sales is a plus.
• Experience in solar or renewable energy sales is desirable.

What Success Looks Like in This Role

• Strong, high-quality pipeline generated per vertical.
• High conversion rates from lead to opportunity to closed deal.
• Achieves or exceeds Ksh 10M+ monthly sales.
• Builds strong sector relationships leading to repeat business.
• Expands vertical penetration and contributes to market share growth.
• Maintains high customer satisfaction throughout the sales cycle.