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Key Accounts and Business Development
Manager
About the Role
BURN is hiring for a Key Account &
Business Development Manager. The individual will act as the face of BURN and
the key point of contact to a wide range of strategic partners, including
development agencies, carbon project developers, and BURN’s distribution
partners.
You will work in close cooperation with
BURN’s Commercial team in Nairobi, Kenya to maximize BURN’s success in winning
long-lead-time deals with strategic global partners, resulting in hundreds of
thousands of stove sales.
Primary Responsibilities:
- P&L Responsibility: Maintain a yearly business plan
that includes budgeting, P&L, and sales operations programs for
improving the profitability of the company. - New Business Development: Identify and develop new
partnerships that align with BURN’s company strategy. Present and pitch to
external parties. When required, represent BURN at conferences and events
in Kenya and abroad. - Strategic Projects/Initiatives: Assist the Commercial team
in the planning, implementation, and tracking of strategic projects and
initiatives across several geographical markets. - Collaboration: Act as a go-between with
BURN’s senior management, commercial, carbon, and special project/grants
teams. - Key Account Management:
- Information Gathering: Gather critical market
information on the clean cooking sector, carbon offsetting market, BURN’s
distribution partners, competitor activity, aid and development
industries, and other key areas of the sector. - Pitch Material Design &
Development: Work
with BURN’s marketing team, design and develop effective project and
partnership proposals, such as company and product overviews, product
comparisons, and distribution proposals. Own these materials, track them
and update accordingly. These materials will effectively help the company
secure multi-million-dollar partnerships and projects. - Reporting/Forecasting: Produce regular analytical
reports and ad-hoc research papers on key partnerships, business
development updates, and market landscape, as well as
monthly forecasting and reporting for distribution activities
Skills and Experience
- 5 years of Senior-level sales
experience - University Degree in Business
Management, Development Studies, or related fields. MBA is a plus. - Proven B2B sales,
route-to-market, supply chain, and new business development experience - Ability to produce and present
professional strategy, reports, accurate forecasts, and channel sales
plans. - Excellent verbal and written
communication skills in English; French would be an added advantage - Excellent interpersonal skills,
with an ability to engage partners at all levels including senior
government officials; high level of comfort making cold calls to
prospective partners - Strong cross-cultural skills and
versatility in dealing with different types of partnerships. - At least 3 years of professional
experience in relationship management/partnership development, preferably
across the energy, aid, development, and carbon industries; proven record
in growing such partnerships - Demonstrated success and
achievements in new business development; proven record in
identifying and onboarding new partnerships that helped a company achieve
its strategic goals - Experience working across a range
of geographical markets. - Ability to carry out excellent
strategic research on a diverse range of subjects. - Ability to design professional,
comprehensive, and winning partnership/project proposals - Enthusiastic, entrepreneurial, a
desire to ‘sell for good’. - Sales, marketing, and new
business development experience with consumer durable goods in last-mile,
bottom-of-the-pyramid communities - Knowledge and experience of the
realities of clean cooking and other development issues, donor
institutions, and carbon offsetting market - Strong analytic/number-crunching
background, specifically in sales and marketing data - Network of business contacts in the
aid, development, and carbon industries - Be able to adapt to a highly
variable environment, and easily change the scope and focus.
How to Apply
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