Head of Business Development

About the role

The Head of Business Development will lead the sales strategy and team for an ICT reseller in Kenya, driving revenue growth and expanding market presence. Reporting directly to the CEO, the role is hands‑on, covering opportunity identification, client and partner relationship building, and closing profitable deals.

Key responsibilities

• Build and manage a healthy sales pipeline, pursue new business and grow revenue from existing customers.
• Lead, coach and set targets for a young sales team of five, running weekly pipeline reviews.
• Identify target sectors and decision‑makers, generate leads through networking, referrals and market research.
• Manage the full sales cycle: proposals, quotations, tender submissions, demonstrations, negotiations and payment follow‑up.
• Lead bid management for public sector tenders and corporate proposals, ensuring margin compliance.
• Develop strategic relationships with clients, technology vendors and distributors, overseeing partner programmes.
• Shape go‑to‑market approach with the CEO, refining value proposition, pricing and account growth plans.
• Coordinate with pre‑sales, delivery and suppliers to ensure solutions meet commitments.
• Maintain accurate CRM records, forecast, report and continuously improve sales processes.
• Represent the company at client meetings, networking events and industry activities.

Required profile

• 6‑10 years of business development or B2B sales experience in ICT, technology distribution or IT services.
• At least 2 years of experience leading and coaching a sales team.
• Proven track record of winning new accounts, growing existing relationships and meeting revenue targets.
• Hands‑on bid management experience with RFIs/RFPs for public and corporate clients.
• Strong commercial and technical aptitude to discuss ICT solutions confidently.
• Excellent communication, negotiation and stakeholder‑management skills.
• Good knowledge of the Kenyan business environment and technology purchasing trends.
• Degree in Business, IT or a related field.

Required skills

• Experience with CRM systems and pipeline management.
• Ability to prepare and price proposals, tenders and quotations.
• Competence in negotiating commercial terms and closing sales.

What we offer

• Direct influence reporting to the CEO and shaping company growth strategy.
• Opportunity to expand role as the business scales.
• Leadership of an agile sales team with real authority.
• Competitive base salary plus performance‑based incentives.
• Comprehensive medical cover and statutory benefits.