The role is for a Business Development Executive specializing in Commercial & Industrial (C&I) Solar Sales. This crucial position involves driving sales by acquiring deep market knowledge of specific industry verticals, generating leads, managing the full sales cycle, and cultivating strong client relationships to meet ambitious revenue targets in the renewable energy sector.
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.
Qualifications and Experience
Qualifications
- Bachelor’s degree in Business, Marketing, Engineering, Energy, or a related field. (MBA is an added advantage.)
Experience Requirements (Must-Have)
- 2–5 years of B2B sales or business development experience.
- 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.
- Experience in vertical-based or solution sales is a plus.
- Experience in solar or renewable energy sales is desirable.
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