Business Development Manager

Job Title: Business Development Manager – Retail ERP Solutions

Reports To:
Head of Sales / Director – Business Development

Location:
Nairobi, Kenya (with regional travel as required)

Type:
Full-Time

Job Purpose

The Business Development Manager (BDM) – Retail ERP Solutions will be responsible for driving sales growth, market penetration, and client acquisition for CompuLynx's Retail ERP Solution. The role involves identifying new business opportunities, developing and executing go-to-market strategies, building long-term client relationships, and ensuring customer satisfaction to achieve business objectives.

Key Responsibilities

1. Business Development & Sales Execution

• Identify, qualify, and develop new business opportunities for Retail ERP Solutions across Kenya and the wider East African region.
• Achieve and exceed sales targets through strategic prospecting, pipeline management, and deal closure.
• Conduct market research to identify emerging retail trends, competitor activities, and client needs.
• Present compelling solution value propositions to retail clients (supermarkets, chain stores, distributors, and retail franchises).
• Lead negotiations and contract discussions to secure new business deals.

2. Client Relationship Management

• Build and nurture strong, long-term relationships with key decision-makers in retail organizations.
• Understand client requirements, business pain points, and operational gaps to position the Retail ERP solution effectively.
• Ensure seamless handover of closed deals to the implementation and support teams for delivery.
• Act as the main point of contact for strategic accounts, ensuring customer satisfaction and repeat business.

3. Pre-Sales & Solution Support

• Work closely with the Pre-Sales team to tailor solution demonstrations and Proof of Concepts (POCs) to client needs.
• Collaborate with technical and product teams to align client requirements with product features and enhancements.
• Develop winning proposals, RFP responses, and sales presentations customized for retail clients.

4. Market Expansion & Strategy

• Drive penetration of CompuLynx Retail ERP into target sectors such as FMCG, supermarkets, wholesalers, and specialty stores.
• Contribute to the development and execution of go-to-market strategies and sales campaigns.
• Represent CompuLynx at trade shows, exhibitions, and industry networking events.
• Provide feedback to management on market dynamics, pricing strategies, and product positioning.

Skills and Competencies

Functional Skills

• Proven experience in selling ERP solutions, enterprise software, or technology solutions (preferably in the retail sector).
• Strong consultative selling and solution-based sales experience.
• Excellent proposal writing, presentation, and contract negotiation skills.
• Understanding of retail processes (inventory, POS, supply chain, finance, customer loyalty, etc.).

Generic Skills

• Solid business acumen with ability to identify growth opportunities.
• Strong analytical, problem-solving, and strategic thinking skills.
• Proficiency in CRM tools and MS Office Suite.

Behavioral Skills

• Excellent communication, interpersonal, and relationship management skills.
• High energy, self-driven, and results-oriented with a track record of meeting/exceeding targets.
• Ability to work independently as well as part of a collaborative team.
• Willingness to travel regionally as required.

Key Performance Indicators (KPIs)

• Achievement of quarterly and annual sales targets.
• Growth in market share for Retail ERP solutions.
• Number of new client acquisitions and successful deal closures.
• Customer retention, satisfaction, and upselling opportunities.
• Contribution to revenue growth and profitability.

Qualifications & Experience

• Bachelor's degree in Business, IT, Marketing, or related field (MBA is an added advantage).
• Minimum of
  5+ years' experience
  in business development, sales, or account management in the technology/ERP/software sector.
• Demonstrated success in selling ERP or enterprise software solutions, preferably to retail or FMCG clients.