Vacancies at African Management Institute (AMI)

Job Description

AMI is seeking an ambitious and entrepreneurial Business Development Manager to drive the growth of our B2B training business in Kenya and East Africa. The Business Development Manager will be responsible for strengthening AMI’s pipeline of partner organizations (B2B) across Kenya and East Africa. This role involves lead generation, managing the full sales cycle, and collaborating with internal teams to refine sales strategies. The ideal candidate will have a proven track record in sales, relationship management, and business development, with a focus on closing deals and nurturing long-term partnerships.​

Key Responsibilities:

Lead Generation & Pipeline Building:

• Strengthen AMI’s pipeline of partner organizations (B2B) across Kenya and East Africa.
• Identify and generate leads through networking events, business associations, and market research.

Sales Cycle Management:

• Manage the entire sales cycle from prospecting, contacting, nurturing, and closing deals.
• Develop tailored sales pitches and proposals based on the needs of potential clients.

Client Engagement & Deal Closure:

• Deliver engaging presentations to potential partners.
• Negotiate contract terms and close deals with support from senior staff where necessary.

Collaboration with Internal Teams:

• Work closely with the Business Development and Marketing teams to refine and optimize sales strategies and processes.

Client Relationship Management:

• Oversee the renewal process for existing client contracts.
• Support ongoing client relationships to ensure satisfaction and continued partnerships.

Requirements

• Bachelor’s degree in Business, Marketing, or related field
• 3-5 years of B2B sales in consulting or business services.
• Documented success in managing the full sales cycle from lead generation to deal closure
• Proficiency in Salesforce / Zoho or other CRM systems is preferred
• Proven consultative B2B sales success, with full sales cycle experience.
• Client management experience.
• Fluent in English, with strong communication skills.
• Lead generation and deal closing abilities.
• High-growth or entrepreneurial environment experience.
• Commitment to AMI’s values (excellence, innovation, accountability).

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Job Description

AMI is seeking an ambitious and entrepreneurial Business Development Representative to support the rapid growth of our B2B training business by generating leads, building a pipeline of prospective clients, and assisting the Business Development team in achieving sales targets​ in Kenya and East Africa

Responsibilitites

Lead Generation and Prospecting

Identify Potential Clients

• Conduct market research to identify key prospects and target industries.
• Build and maintain a list of potential clients who fit the company's services or products.
• Utilize various resources such as databases, online platforms, and social media to find new leads.

Generate New Business Opportunities

• Proactively identify and pursue new business opportunities.
• Analyze market trends and customer needs to spot new business avenues.
• Develop strategic outreach plans to engage potential clients.

Conduct Outreach Through Networking Events

• Attend industry-specific networking events, conferences, and trade shows to build connections.
• Leverage face-to-face interactions to introduce the company and its offerings.
• Follow up with potential clients met during events to establish long-term relationships.

Cold Calling and Digital Channels

• Perform outbound cold calls to potential clients to introduce services/products.
• Utilize digital marketing channels (social media, email marketing, etc.) to reach a broader audience.
• Track and analyze the effectiveness of different outreach methods and adjust strategies accordingly.

Sales Support

Schedule Meetings for Business Development Managers (BDMs)

• Coordinate calendars and set up meetings between BDMs and potential clients.
• Ensure that meeting logistics are handled, including virtual or physical setups.
• Send meeting reminders and confirmations to all parties involved.

Assist with Presentations and Proposals

• Help BDMs prepare presentations for client meetings, including gathering relevant data and creating visual content.
• Collaborate in drafting and formatting client proposals, ensuring they align with client needs.
• Proofread and ensure accuracy in all client-facing documents.

Maintain Records in CRM Systems

• Ensure all client interactions, lead details, and deal progress are recorded accurately in the CRM system.
• Regularly update the CRM with new client information, follow-ups, and meeting outcomes.
• Generate reports from the CRM to track progress, pipeline, and outcomes for the sales team.

Client Engagement

Participate in Client Meetings

• Join client meetings to support BDMs in providing product or service overviews.
• Assist in addressing client inquiries during meetings, providing relevant information where necessary.
• Take detailed notes during meetings to track follow-up actions and outcomes.

Provide Initial Information

• Be the first point of contact for potential clients, offering high-level information about the company's offerings.
• Provide accurate and timely responses to initial queries and direct more specific questions to relevant team members.

Requirements

• Bachelor’s degree in Business, Marketing, or related field
• 1-2 years of experience​ in sales, business development, or customer service
• CRM system experience (e.g., Salesforce, Zoho) is a plus​
• Strong communication and interpersonal skills to engage with potential clients
• Proactive, self-motivated, and eager to learn and grow within the sales function
• Ability to generate leads and maintain a pipeline of prospects
• Organizational skills to handle multiple tasks and ensure follow-up
  Enthusiasm for AMI's mission of driving growth in Africa​