Lead Generation Executive

About the role

Altima Africa, a management consulting and leadership advisory firm, is looking for a commercially driven Lead Generation Executive based in its Nairobi office. The role builds a pipeline of prospective clients for the firm's consulting, leadership development, organisational transformation, HR advisory, executive search and capability development solutions, and is reported to work under the Managing Director and the Consulting Team.

Key responsibilities

• Research and identify organisations in Financial Services, Manufacturing, FMCG, Healthcare, Public Sector, Education, Telecommunications, Energy and Development Organisations, especially those undergoing transformation, redesign, leadership transitions or performance improvement.
• Build and maintain a structured CRM pipeline with accurate opportunity tracking and weekly reports on activity, meetings, conversion rates and opportunity value.
• Qualify prospects against the consulting and advisory portfolio before passing them to the consulting or commercial teams.
• Run outbound campaigns via LinkedIn, email, telephone, referrals, industry events and executive networking, and develop relationships with C-suite executives.
• Follow up prospects, schedule discovery meetings and represent the firm at leadership forums, conferences and industry associations.
• Monitor market trends, competitor activity and client buying behaviour, and share insights with the commercial and consulting teams.
• Work with consulting, executive search, leadership development and marketing teams, and track KPIs such as qualified prospects, meetings booked and conversions.

Required profile

• Bachelor's degree in Business Administration, Marketing, Human Resource Management, Commerce or a related field.
• 2-4 years of experience in lead generation, business development, B2B sales or consultative selling in professional services, management consulting, HR consulting, executive search or learning and development.
• Demonstrated experience engaging senior decision-makers and building executive-level relationships.
• Understanding of management consulting, organisational development, leadership development or HR advisory services is highly desirable.

Required skills

• Experience using CRM platforms and LinkedIn Sales Navigator or similar prospecting tools is an added advantage.