Business Development Executive – C&I Solar Sales

This role is for a Business Development Executive specializing in C&I (Commercial & Industrial) Solar Sales. You will be responsible for driving sales growth by developing strategic insights into specific vertical markets and executing the end-to-end sales cycle for solar energy solutions.

Key Responsibilities

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.

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.

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).

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.