Role Purpose
To build and cultivate a high-quality pipeline of prospective clients for Altima Africa's consulting, leadership development, organisational transformation, HR advisory, executive search, and capability development solutions. The Lead Generation Executive is the first impression of Altima Africa, creating meaningful conversations with business leaders and uncovering opportunities where our expertise can make a measurable impact.
This role is ideal for someone who is naturally curious about businesses and people, enjoys connecting with others, and thrives on opening doors that lead to long-term partnerships. The successful individual will be commercially minded, confident engaging senior executives, and energised by building relationships through authentic conversations rather than transactional selling. They will bring initiative, creativity, and a proactive approach to finding opportunities, while representing Altima Africa with professionalism, credibility, and enthusiasm.
Duties and Responsibilities
Business Prospecting & Opportunity Development
- Research and identify organisations across key sectors including Financial Services, Manufacturing, FMCG, Healthcare, Public Sector, Education, Telecommunications, Energy, and Development Organisations.
- Identify organisations undergoing strategic transformation, organisational redesign, leadership transitions, culture change, business growth, or performance improvement initiatives.
- Build and maintain a structured CRM pipeline with accurate opportunity tracking and regular reporting.
- Qualify prospects against Altima Africa's consulting and advisory service portfolio before handing opportunities to the consulting or commercial teams.
- Execute targeted outbound campaigns through LinkedIn, email, telephone, referrals, industry events, and executive networking platforms.
- Develop relationships with C-suite executives including CEOs, Managing Directors, Board Members, HR Directors, CHROs, Strategy Directors, Transformation Leads, and Business Unit Executives.
Client Engagement & Relationship Building
- Develop personalised outreach messaging aligned with client business challenges and Altima Africa's advisory solutions.
- Position Altima Africa as a trusted partner in strategy execution, leadership development, organisational effectiveness, talent management, and performance improvement.
- Follow up consistently on all prospects to nurture relationships and maintain engagement throughout the sales cycle.
- Schedule discovery meetings, strategy conversations, and executive consultations for the consulting and commercial teams.
- Represent Altima Africa at leadership forums, business conferences, executive networking events, and industry associations.
Market Intelligence & Strategic Insights
- Monitor market trends, economic developments, organisational transformation initiatives, and leadership movements across East Africa.
- Identify emerging business challenges that create demand for consulting, organisational development, executive search, and leadership solutions.
- Track competitor activity, consulting trends, and client buying behaviours to inform business development strategies.
- Share market intelligence and client insights with the commercial and consulting teams to support solution development.
Pipeline Management & Reporting
- Maintain accurate CRM records across every stage of the client acquisition process.
- Deliver weekly reports covering prospecting activity, meetings secured, pipeline progression, conversion rates, and opportunity value.
- Monitor personal KPIs including qualified opportunities generated, meetings booked, consulting engagements initiated, and pipeline contribution.
- Continuously refine prospecting strategies using campaign performance, market feedback, and coaching from the commercial leadership team.
Cross-Functional Collaboration
- Work closely with the consulting, executive search, leadership development, and marketing teams to align outreach with current service offerings and campaigns.
- Collaborate with subject matter experts to understand client needs before introducing relevant Altima Africa solutions.
- Share client feedback and emerging business trends that support new solution development and thought leadership initiatives.
- Maintain a strong understanding of Altima Africa's service portfolio.
SMART Goals
- Pipeline Volume: Generate a minimum of 120 qualified prospects per quarter, loaded and tracked in CRM.
- Meetings Booked: Secure a minimum of 40 qualified introductory meetings per month for the commercial team.
- Lead-to-Meeting Conversion: Achieve a lead-to-meeting conversion rate of 30% or above from outreach activities.
- First Conversion Contribution: Contribute to at least 3 new client conversions per month through leads generated and handed off to the commercial team.
- CRM Discipline: Maintain 100% accuracy of lead records in CRM with all outreach activities logged within 24 hours.
- Sector Coverage: Actively prospect across our core target sectors within the first 90 days.
Requirements
- Bachelor's degree in Business Administration, Marketing, Human Resource Management, Commerce, or a related field.
- Minimum of 2–4 years' experience in lead generation, business development, B2B sales, or consultative selling within professional services, management consulting, HR consulting, executive search, learning and development, or related sectors.
- Demonstrated experience engaging senior decision-makers and building executive-level relationships.
- Experience using CRM platforms and LinkedIn Sales Navigator or similar prospecting tools is an added advantage.
- Understanding of management consulting, organizational development, leadership development, or HR advisory services will be highly desirable.
