Commercial Lead (B2B Sales)

Achyutam International is a Delhi-based financial advisory company focused on serving corporates across Africa. The company is run by professionals with extensive international experience in diverse businesses, possessing a strong understanding of management principles and cultural values.

The Commercial Lead will be responsible for formulating and implementing sales and go-to-market strategies specifically for Kenya. This includes identifying potential client companies, conducting market research, and building a prospect database. The role requires generating leads through direct outreach, networking, and business development, as well as establishing relationships with senior decision-makers such as MDs, CFOs, and Heads of IT. The successful candidate will manage the entire sales process, from initial client meetings and requirement gathering to product demonstrations, proposal submission, negotiations, and closing deals. They will also follow up on existing leads to convert them into customers and develop partnerships with ERP providers, system integrators, and other referral partners. Maintaining accurate sales records, pipeline updates, and follow-up activities in the CRM system is crucial. The role also involves gathering market feedback to refine sales pitches and customer engagement strategies, working autonomously to meet sales targets and expand the company's presence in Kenya.

1. Develop and implement sales and go-to-market strategies for the Kenyan market.
2. Identify target companies, conduct market research, and build prospect databases.
3. Generate leads through direct outreach, networking, and business development activities.
4. Build relationships with senior decision-makers, including MDs, CFOs, COOs, and Heads of IT.
5. Manage the complete sales cycle, including client meetings, requirement gathering, product demonstrations, proposals, negotiations, and deal closures.
6. Follow up on existing leads and business opportunities to convert them into customers.
7. Develop relationships with ERP partners, system integrators, and other business referral partners.
8. Maintain accurate sales records, pipeline updates, and follow-up activities in the CRM.
9. Gather market feedback and improve sales pitches, communication, and customer engagement strategies.
10. Work independently to achieve sales targets and expand the company's presence in Kenya.

1. 2-7 years of proven experience in B2B sales and business development.
2. Experience in enterprise software, ERP, SaaS, industrial equipment, automation, or other technical B2B products.
3. Demonstrated ability to independently manage and close sales deals.
4. Experience engaging with senior-level business stakeholders.
5. Good understanding of sales pipelines, prospecting, negotiation, and client relationship management.
6. Strong communication, presentation, research, and negotiation skills.
7. Ability to understand technical products and explain their business value to clients.
8. Self-motivated, proactive, and comfortable working in a start-up environment with minimal supervision.
9. Proficiency in CRM tools, spreadsheets, and business research tools.
10. Must be based in Nairobi, Kenya, and willing to travel for client meetings.
11. Preferred: Experience working with ERP vendors, software companies, system integrators, enterprise telecom sales, B2B SaaS businesses, or industrial automation companies.
12. Preferred: Ability to use AI tools for market research, prospecting, and sales communication.