Business Development Manager

Talanta Institute is a specialized media training institute offering comprehensive diploma and certificate courses in TV and Film Production, Music Production, Graphic Design, Animation, ICT, Ethical Hacking, and Journalism. They also offer an array of 3-month short courses covering specialties such as Camera Operations, Performing Arts, Deejaying, Photography, Videography, Editing, Digital Marketing, TV, and Radio Hosting, among others.

Role Summary

The Business Development Manager role involves owning the entire sales motion, from prospecting new clients to closing deals. You will be responsible for building and managing a U.S. client pipeline, collaborating with senior leadership to convert market demand into successful talent placements. This is a KPI-driven role with clear expectations regarding prospecting activity, qualified pipeline creation, meetings, proposals, and annual placements.

Key Responsibilities

1. Prospect & Build Pipeline

• Identify and prioritize U.S. startups/SMBs (Small to Medium Businesses) and develop multi-threaded relationships with founders, CEOs, and business leaders.
• Execute outbound email, LinkedIn, and phone outreach, utilizing social selling techniques to generate leads.
• Source opportunities via industry lists, partnerships, associations, job boards, and referrals.
• Maintain a segmented client database using Zoho CRM.

2. Discovery & Solutioning

• Lead needs assessments for prospective clients and advise them on role requirements, staffing volumes, and Service Level Agreements (SLAs).
• Design tailored staffing solutions, including determining appropriate pricing, compliance frameworks, hybrid-office access, and onboarding plans.
• Ensure candidate pipelines are properly aligned with the Recruitment team.

3. Sales Execution

• Deliver persuasive first calls, presentations, and product/service demonstrations.
• Draft comprehensive proposals, Statements of Work (SOWs), and SLAs, and manage contract redlines in conjunction with the senior team.
• Accurately forecast deals and maintain up-to-date CRM opportunities with clearly defined next steps.

4. Placement & Handover

• Coordinate candidate interviews, manage critical feedback loops, and oversee the offer processes.
• Conduct structured handoffs to the account management team and support the identification of post-sale expansion opportunities.

5. Process & CRM

• Ensure CRM records are complete and accurate, utilizing standardized playbooks and sequences.
• Track funnel metrics and provide weekly reports covering activity levels, pipeline health, forecasts, and potential risks.

Performance Metrics

Performance will be measured against:

• Daily multi-channel sales touchpoints logged in CRM.
• Consistent attainment of qualified meetings and discovery calls.
• Maintaining a healthy, diversified pipeline with disciplined stage progression.
• Timely delivery of proposals and achievement of high conversion rates.
• Accuracy of CRM data and timely reporting.

Requirements

Must-Have Qualifications & Experience:

• 4–5+ years of B2B new-business sales experience, ideally focused on Business Process Outsourcing (BPO) services to the U.S. market.
• Proven success managing the full sales cycle, from initial prospecting through to deal closure, with measurable outcomes.
• Strong proficiency in CRM skills (preferably Zoho) and expertise in consultative selling.
• Excellent English communication skills, required for professional engagement with U.S. clients.
• Ability to work late-afternoon/evening Nairobi hours to align with U.S. business time zones.
• Demonstration of high integrity, urgency, and ownership suitable for a high-growth 'builder' environment.

Education:

• BA/BSc/HND qualification.

Nice-to-Have Skills & Experience:

• Experience in our specific verticals or in selling Employer of Record (EOR)/compliance services.
• Familiarity and proficiency with sales tools such as LinkedIn Sales Navigator, Zoho, Apollo, or similar platforms.
• Prior exposure to or established networks within the U.S. market.

Benefits

• Competitive base salary coupled with uncapped commission potential.
• International exposure through engagement with U.S. decision-makers.
• Access to necessary CRM, prospecting tools, and structured sales playbooks.
• Clear career path offering opportunities for leadership development.
• The opportunity to make a significant impact by facilitating job creation in Kenya while supplying high-performing teams to global clients.