Business Development Executive at Synnefa

Role Summary

• We are seeking a driven Business Development Executive (BDE) to lead outbound sales and partnership development for enterprise and institutional clients. You will sell integrated B2B solutions that combine hardware, software, and data-driven services — Smart Solar Dryers, FarmShield IoT, and the FarmCloud platform. In your first six months, you will focus primarily on cooperatives and mid-tier agro-processors, expanding to NGO programmes, county governments, and other institutional buyers thereafter.

Key Responsibilities

New Business Development

• Identify, engage, and close new B2B customers — with a primary first-6-month focus on cooperatives and mid-tier processors, expanding to NGOs, county governments, and other institutional buyers
• Manage the full sales cycle from prospecting to close
• Conduct discovery sessions, product demos, and solution presentations
• Develop account-penetration and territory strategies

Pipeline & CRM Ownership

• Own and maintain an active, well-documented CRM pipeline
• Track deal stages, next actions, and forecast accuracy
• Provide structured weekly pipeline updates
• Ensure disciplined follow-up and conversion tracking

Solution Selling

• Translate customer needs into tailored technical-commercial proposals
• Work with technical, agronomy, and engineering teams to align solutions to client requirements
• Support pricing, proposals, and negotiation processes

Market Engagement

• Build relationships with key institutional and enterprise decision-makers
• Represent Synnefa in client meetings, demos, and field visits
• Capture market feedback to inform product and commercial strategy

Sales Handover & Customer Success Transition

After closing a deal, the BDE supports a structured handover to Customer Success:

• Attend late-stage demos where required to support closure
• Conduct a formal CRM-based handover to Customer Success
• Document all commitments, expectations, and deal context
• Support onboarding alignment between the client and the Customer Success team
• Flag upsell, renewal, rent-to-own compliance, and risk indicators early
• Ensure a smooth transition from sales to implementation and adoption

Scope, Travel & Working Rhythm

• Geographic scope: Kenya-focused role, based in Nairobi. Regional (Uganda/Ghana) opportunities may be supported case-by-case but are not the primary mandate.
• Field travel: Roughly 40–60% of time in the field — cooperative sites, processor facilities, and client premises — with the balance on pipeline management and proposals.
• Reporting cadence: A weekly 30-minute pipeline review and a monthly deal debrief with the CEO. This cadence is a core part of the role.

Performance Expectations

• Active pipeline generation from Month 1
• First meaningful closed revenue within 60–120 days (aligned with institutional B2B cycle timelines)
• Consistent month-on-month growth in closed-and-collected revenue against targets agreed at offer stage
• Strong CRM discipline and consistent deal progression
• Demonstrated ability to close institutional or enterprise B2B deals

Contract & Probation

• This is a two-year contract, renewable based on performance. The first six months are a probation period, with bi-weekly check-ins to support your performance and set you up to succeed in the role.

Compensation

• Base salary: KES 70,000 – 90,000 per month (offer within band reflects demonstrated B2B closing track record)
• Transport allowance: KES 10,000 per month
• Commission: 3% on collected revenue above KES 100,000 per month
• Recognition: Plus internal bonus awards via Bonusly

What We’re Looking For

• Education: A Bachelor’s degree in a relevant field. Technical and engineering backgrounds — Mechanical, Civil, Mechatronics, Electrical, Biosystems Engineering, or Renewable Energy — are welcome and an advantage given our product, as are business, commerce, or agribusiness backgrounds paired with a strong commercial record.
• Added advantage: Skills in solar energy installation, and proficiency in AutoCAD and SolidWorks.
• Closing record (required): A proven track record of closing deals — not just generating leads (be ready to walk us through your three largest closed deals: size, cycle length, and how you got to signature). This is the one non-negotiable.
• 2–4 years’ experience in B2B technical sales or business development
• Experience with institutional, NGO, cooperative, or enterprise clients preferred; agritech, hardware, or capital-equipment exposure a strong plus
• Strong consultative selling and negotiation skills
• High ownership, discipline, and an execution mindset
• Comfortable operating in structured, target-driven environments with significant field time
• We are AI-first! You must be comfortable using AI tools — we use Claude and Gemini, and provide premium account access to supercharge your role.

Competencies & How You Will Operate

• Closing focus: you move deals to signature, not just to interest.
• Discipline: tidy pipelines, accurate forecasts, honest deal stages.
• Communication: short, factual updates and buyer summaries. No fluff.
• Systems thinking: you work with Product, Agronomy and Customer Success so the sale holds after close.

What Success Looks Like

• A predictable, well-managed pipeline
• Consistent conversion of qualified leads into closed-and-collected revenue
• Strong collaboration with technical and Customer Success teams
• A growing, measurable contribution to commercial revenue

What We Offer

• Monthly Cash Meal Benefit and Annual Health Cover with AAR Insurance.
• Flexible working hours and a Work-from-Home benefit — you start work when you can and come to the office 4 days a week.
• An informal, fun work culture with no hierarchy or bureaucracy — just colleagues laser-focused on moving our mission forward.
• A chance to put climate-smart hardware on real farms and processor floors — genuine impact work.
• A small, driven team working with IoT and a marketplace platform. You’ll have influence and ownership.