Freelancer – Institutional Stove Sales Representative at ITM Kenya Ltd

About the job

• The Freelancer Sales Representative will be responsible for identifying and prospecting
• potential institutional customers, promoting BURN Institutional Stoves, managing customer
• relationships, supporting sales conversion, and ensuring strong repayment follow-up where
• applicable. The role focuses on driving pipeline growth, generating qualified leads, and
• supporting clean cooking adoption in institutions such as schools, hotels, hospitals, and
• other large-scale cooking facilities.

Responsibilities

Prospecting & Lead Generation

• Identify and approach potential institutional customers within assigned regions.
• Generate 3–5 warm prospects daily.
• Conduct field visits and customer engagement activities to create awareness of BURN Institutional Stoves.
• Capture and submit accurate customer and prospect data on KOBO on a timely basis.
• Ensure all lead information entered into KOBO is complete, accurate, and updated regularly.
• Build and maintain a strong sales pipeline with accurate customer information.

Sales Conversion

• Achieve a minimum sales conversion rate of 20% from qualified leads.
• Present product demonstrations and explain the benefits of BURN Institutional Stoves.
• Educate customers on cost savings, fuel efficiency, time savings, and environmental impact.
• Support the customer journey from prospecting to deal closure.
• Work closely with the installation team where necessary to support customer onboarding, site assessments, and successful installation processes.
• Coordinate effectively with internal teams to ensure smooth customer experience and timely delivery.

Customer Relationship Management

• Maintain professional relationships with customers and stakeholders.
• Conduct regular follow-ups on prospects and existing customers.
• Address customer concerns promptly and escalate issues where necessary.

Repayment Follow-Up

• Monitor customer repayment performance where PayGo or financing models are applicable.
• Ensure repayment efficiency is maintained at 100%.
• Follow up with customers on overdue payments and provide timely updates to management.

Pipeline & Reporting

• Maintain and update daily sales pipeline reports.
• Share daily and weekly activity reports with the Key Account Manager.
• Track customer progress from lead generation to conversion and after-sales follow-up.

Market Intelligence

• Gather competitor and market information within assigned territories.
• Provide feedback on customer needs, market trends, and opportunities for growth.

Requirements

Qualifications & Skills

• Diploma or degree in Sales, Marketing, Business, or related field is an added advantage.
• Strong communication and negotiation skills.
• Ability to work independently and meet targets.
• Experience in field sales, institutional sales, or clean energy solutions is an added advantage.
• Good reporting and customer relationship management skills.
• Ability to conduct field visits and engage institutional decision-makers professionally.

Desired Attributes

• Self-driven and result-oriented.
• High level of integrity and professionalism.
• Strong interpersonal and networking skills.
• Ability to manage multiple prospects and follow-ups effectively.