Sales Executive (B2B Services)

Nairobi

Sales

CEO

Job Summary

The Sales Executive will drive revenue growth for Mastering Business Growth (MBG) by identifying engaging winning and retaining business clients for MBGs recruitment and training services. The role is responsible for building a qualified sales pipeline understanding client business and people needs presenting tailored service solutions preparing proposals negotiating commercial terms closing sales and maintaining strong client relationships. The successful candidate will turn prospects into long-term clients by demonstrating how effective recruitment and employee development can improve business performance.

Key Responsibilities

• Identify and research potential clients across SMEs growing businesses and larger organisations that may require recruitment talent acquisition training or people-development support.
  

• Build and maintain a prospect list using LinkedIn professional networks referrals business directories events cold calling email outreach and other approved channels.
  

• Conduct proactive outbound calls emails LinkedIn outreach and follow-ups to generate meetings and sales opportunities.
  

• Develop a clear understanding of target industries decision-makers buying cycles competitor offerings and client pain points.
  

• Maintain consistent daily prospecting activity and record all interactions outcomes and next steps in MBGs CRM or sales tracker.
  

• Qualify leads by assessing the clients business needs urgency budget decision-making process expected outcomes and readiness to engage MBG.
  

• Conduct discovery meetings with business owners HR teams hiring managers and department leaders to understand recruitment gaps hard-to-fill roles workforce plans skills gaps and training priorities.
  

• Explain MBGs service process deliverables timelines client responsibilities commercial terms and expected value clearly and professionally.
  

• Identify opportunities to cross-sell or bundle recruitment and training services where these provide genuine value to the client.
  

• Promote MBGs recruitment solutions including role profiling and job description support candidate sourcing screening interview coordination candidate assessment reference/background checks where agreed shortlisting and placement support.
  

• Engage clients to understand vacancies required competencies experience salary range reporting lines timelines and success measures.
  

• Prepare or coordinate proposals and quotations covering scope fees replacement terms where applicable payment milestones and service conditions.
  

• Follow up on proposals address client questions negotiate within approved pricing and contractual boundaries and secure signed agreements and required deposits or purchase orders.
  

• Maintain contact with clients during service delivery and identify further vacancies repeat recruitment needs and opportunities to expand the account.
  

• Promote MBGs training services to organisations seeking to improve employee capability sales performance leadership customer service management effectiveness or other agreed business skills.
  

• Explore client learning and development needs target participants performance gaps preferred delivery format timing budget and desired business outcomes.
  

• Follow up on proposals and coordinate the transition to the delivery team once the client confirms the engagement.
  

• Prepare accurate client-focused proposals quotations presentations and follow-up communications using MBG-approved templates and pricing.
  

• Maintain timely follow-up with prospects and clients resolve objections and progress opportunities through each stage of the sales cycle.
  

• Negotiate fees scope and payment terms only within delegated authority; obtain management approval for discounts or non-standard commitments.
  

• Secure written client acceptance signed contracts/service agreements purchase orders where applicable and deposits or payment confirmation in line with MBG policy.
  

• Coordinate a complete handover to recruitment or training delivery teams including agreed scope client contacts timelines deliverables payment status and special requirements.
  

• Build professional trust-based relationships with clients and maintain regular contact before during and after service delivery.
  

• Monitor client satisfaction respond promptly to concerns and coordinate issue resolution with the relevant internal team.
  

• Maintain a calendar of client check-ins upcoming vacancies training plans contract renewals and potential repeat business.
  

• Request testimonials referrals or introductions where appropriate and with client permission.
  

• Keep complete and up-to-date records of leads contacts meetings needs analyses proposals quotations negotiations wins losses and next actions.
  

• Submit daily activity updates and weekly/monthly sales pipeline forecast conversion and revenue reports as required.
  

• Track invoicing deposits outstanding balances and payment follow-ups in coordination with Finance or the responsible team.
  

• Attend sales meetings contribute to pipeline reviews and prepare realistic forecasts based on evidence and deal stage.
  

• Collaborate with recruitment training marketing finance and management teams to ensure a consistent client experience and reliable service delivery.
  

• Provide feedback on market trends competitor activity client objections pricing service demand and potential improvements to MBGs sales approach.
  

Key Performance Indicators (KPIs)

The agreed commercial performance targets are:

(a) monthly recruitment revenue of KSh; and

(b) two (2) customised MBG programmes per month.

Qualifications

• Diploma or bachelors degree in Sales Marketing Business Administration or a related field is preferred; equivalent relevant experience may be considered.
  

Experience

• At least 34 years of experience in B2B sales business development account management or consultative selling.
  

• Demonstrable experience prospecting for clients engaging decision-makers preparing proposals negotiating and closing sales.
  

• Experience selling professional services recruitment HR consulting corporate training learning and development or other business-to-business services is an advantage.
  

• A record of working with sales targets a CRM or structured sales pipeline and regular sales reporting.
  

Required Skills & Competencies

• B2B prospecting lead qualification and pipeline development.
  

• Consultative selling discovery questioning solution presentation and objection handling.
  

• Proposal writing quotation preparation negotiation and closing techniques.
  

• CRM management sales forecasting spreadsheet reporting and basic sales performance analysis.
  

• Results-oriented: takes ownership of targets follows through and responds constructively to missed goals.
  

• Proactive and resilient: initiates contact handles rejection professionally and maintains consistent prospecting activity.
  

• Client-focused: listens carefully understands business needs and recommends suitable solutions.
  

• Credible and ethical: communicates honestly protects confidential information and avoids promises the delivery team cannot meet.
  

• Organised and accountable: manages multiple opportunities meets deadlines and keeps accurate records.
  

• Collaborative: works effectively with recruitment training finance marketing and management colleagues.
  

• Experience in selling professional services such as recruitment HR consulting corporate training learning and development software or other business-to-business services is an advantage.
  

Reasonable travel within Nairobi

The candidate will be required to learn MBGs recruitment and training services pricing sales process target segments CRM and proposal templates; build an initial prospect list and begin outreach. Maintain consistent prospecting complete discovery meetings issue qualified proposals develop a credible pipeline and demonstrate accurate reporting. Progress opportunities to closure acquire initial paying clients demonstrate a realistic forecast and establish repeatable sales activity across recruitment and training services.