Key Accounts and Business Development Manager at BURN

BUSINESS DEVELOPMENT

• Manage the sales funnel, including processing and tracking leads, prospecting, cold calling, closing deals, and building up a well-balanced pipeline of biomass, LPG, and electric stove sales opportunities with carbon developers, PAYGO solar providers, LPG importers, and energy product distributors across Africa. Meet and exceed KPIs on pipeline value, growth, and conversion rate.
• Work with BURN local teams to establish privileged contact and build long-term relationships with procurement officers and country representatives at local and international NGOs working in energy access to build top-of-mind awareness for BURN products and win all advertised clean cooking tenders.
• Understand the program strategies and budgets of local and international NGOs, identify relevant opportunities for win-win strategic partnerships and pitch compelling proposals to influence budget allocation towards new/additional clean cooking and carbon service tenders.
• Develop compelling and contract-winning proposals and pitch decks, that highlight BURN’s superior product offerings, partnership models, carbon deal structures, etc.

ACCOUNT MANAGEMENT

• Understand client requests and complaints and coordinate internal cross-functional interactions to provide resolution in a timely and satisfactory manner.
• Manage all pre and post-contract-negotiation activities to ensure end-to-end customer satisfaction – commercial terms negotiation, contract drafting and signing, onboarding and due diligence documentation, order creation, production planning, and continuous engagement for repeat business and cross-selling.
• Assist the Head of Key Accounts in coordinating internally and externally the planning, implementation, and tracking of complex added-value strategic partnerships with carbon developers across sub-Saharan Africa.
• Providing market feedback to the Product team and playing an essential role in developing our solutions based on the needs of new and existing partners.
• Regularly collect and analyse intelligence on the clean cooking sector, carbon markets, competitors, customers, and humanitarian/development organizations, and produce regular analytical reports on sales activities and market landscape.

KEY PERFORMANCE INDICATORS

• Revenue and Profitability: Unit Sales, Sales Revenues, Gross Margin.
• Sales Pipeline: Growth Rate, Pipeline Value, Conversion Rate.
• Other strategic & tactical KPIs may be added from time to time.

EXPECTATIONS WITHIN 6 MONTHS

• Successfully close 25,000 LPG unit sales from our existing pipeline.
• Successfully sell at least 10,000 biomass unit sales to your existing contacts.
• Generate 250,000-unit sales from new leads (25% LPG) with clear path to close.
• Map out contacts for all key NGO active in clean cooking in 10 African markets and establish contact with procurement officers and country representatives. 

EXPECTATIONS WITHIN 12 MONTHS

• Fully take ownership of all assigned leads from our existing pipeline and successfully progress leads across the sales funnel (split per stage to determined).
• Close 45,000 LPG unit sales and 85,000 biomass unit sales. 

Skills and Experience:

• You have 5+ years of experience working in fast-paced B2B sales, with track record of successfully generating, negotiating, closing, and managing high-profile commercial deals in the energy access sector.
• You excel in managing the sales funnel, driving revenue growth, and meeting sales targets through practical negotiation, active listening, and influencing skills.
• Superior interpersonal and communications skills with an ability to develop long-term meaningful relationships with partners and coordinate multiple internal stakeholders to create and implement solutions for customers.
• You demonstrate a highly data-driven, analytical mindset with the ability to interpret data and generate insights to support decision-making and optimize your sales funnel activities.
• Experience working across multiple markets and multi-cultural environments.
• You have a strong sense of ownership, and your hands-on work demonstrates a high level of initiative, self-motivation, and proactiveness in actively seeking solutions to challenges.
• You have exceptional coordination skills, are disciplined and well-structured.
• Exceptional desktop research and PowerPoint (deck creation) skills.
• Written and verbal proficiency in French will be highly valued, but not mandatory.
• Qualified Female Candidates are encouraged to Apply