Why this role matters

Our dryers halve drying time and improve quality. That’s only half the job. The other half is commercial: someone has to put the product in front of the right institutional buyers, structure the offer, and close. This role is that engine. If you do it well, farmer incomes rise, our cooperatives and processors win, and Synnefa’s commercial base becomes self-sustaining.

Role Summary

We are seeking a driven Business Development Executive (BDE) to lead outbound sales and partnership development for enterprise and institutional clients. You will sell integrated B2B solutions that combine hardware, software, and data-driven services — Smart Solar Dryers, FarmShield IoT, and the FarmCloud platform. In your first six months, you will focus primarily on cooperatives and mid-tier agro-processors, expanding to NGO programmes, county governments, and other institutional buyers thereafter.

Key Responsibilities

1. New Business Development

Identify, engage, and close new B2B customers — with a primary first-6-month focus on cooperatives and mid-tier processors, expanding to NGOs, county governments, and other institutional buyers
Manage the full sales cycle from prospecting to close
Conduct discovery sessions, product demos, and solution presentations
Develop account-penetration and territory strategies

2. Pipeline & CRM Ownership

Own and maintain an active, well-documented CRM pipeline
Track deal stages, next actions, and forecast accuracy
Provide structured weekly pipeline updates
Ensure disciplined follow-up and conversion tracking

3. Solution Selling

Translate customer needs into tailored technical-commercial proposals
Work with technical, agronomy, and engineering teams to align solutions to client requirements
Support pricing, proposals, and negotiation processes

4. Market Engagement

Build relationships with key institutional and enterprise decision-makers
Represent Synnefa in client meetings, demos, and field visits
Capture market feedback to inform product and commercial strategy

Sales Handover & Customer Success Transition

After closing a deal, the BDE supports a structured handover to Customer Success:

Attend late-stage demos where required to support closure
Conduct a formal CRM-based handover to Customer Success
Document all commitments, expectations, and deal context
Support onboarding alignment between the client and the Customer Success team
Flag upsell, renewal, rent-to-own compliance, and risk indicators early
Ensure a smooth transition from sales to implementation and adoption

Scope, Travel & Working Rhythm

Geographic scope: Kenya-focused role, based in Nairobi. Regional (Uganda/Ghana) opportunities may be supported case-by-case but are not the primary mandate.
Field travel: Roughly 40–60% of time in the field — cooperative sites, processor facilities, and client premises — with the balance on pipeline management and proposals.
Reporting cadence: A weekly 30-minute pipeline review and a monthly deal debrief with the CEO. This cadence is a core part of the role.

Performance Expectations

Active pipeline generation from Month 1
First meaningful closed revenue within 60–120 days (aligned with institutional B2B cycle timelines)
Consistent month-on-month growth in closed-and-collected revenue against targets agreed at offer stage
Strong CRM discipline and consistent deal progression
Demonstrated ability to close institutional or enterprise B2B deals

What We’re Looking For

Education: A Bachelor’s degree in a relevant field. Technical and engineering backgrounds — Mechanical, Civil, Mechatronics, Electrical, Biosystems Engineering, or Renewable Energy — are welcome and an advantage given our product, as are business, commerce, or agribusiness backgrounds paired with a strong commercial record.
Added advantage: Skills in solar energy installation, and proficiency in AutoCAD and SolidWorks.
Closing record (required): A proven track record of closing deals — not just generating leads (be ready to walk us through your three largest closed deals: size, cycle length, and how you got to signature). This is the one non-negotiable.
2–4 years’ experience in B2B technical sales or business development
Experience with institutional, NGO, cooperative, or enterprise clients preferred; agritech, hardware, or capital-equipment exposure a strong plus
Strong consultative selling and negotiation skills
High ownership, discipline, and an execution mindset
Comfortable operating in structured, target-driven environments with significant field time
We are AI-first! You must be comfortable using AI tools — we use Claude and Gemini, and provide premium account access to supercharge your role.

Competencies & How You Will Operate

Closing focus: you move deals to signature, not just to interest.
Discipline: tidy pipelines, accurate forecasts, honest deal stages.
Communication: short, factual updates and buyer summaries. No fluff.
Systems thinking: you work with Product, Agronomy and Customer Success so the sale holds after close.

What Success Looks Like

A predictable, well-managed pipeline
Consistent conversion of qualified leads into closed-and-collected revenue
Strong collaboration with technical and Customer Success teams
A growing, measurable contribution to commercial revenue

What We Offer

Monthly Cash Meal Benefit and Annual Health Cover with AAR Insurance.
An informal, fun work culture with no hierarchy or bureaucracy — just colleagues laser-focused on moving our mission forward.
A chance to put climate-smart hardware on real farms and processor floors — genuine impact work.
A small, driven team working with IoT and a marketplace platform. You’ll have influence and ownership.