Business Development Executive - HR Services

JOB SUMMARY

•  A growing HR consulting firm is seeking an experienced and results-driven Business Development Executive to lead client acquisition and revenue growth across its portfolio of HR services. The successful candidate will be responsible for the complete business-development cycle—from market research, prospecting and lead generation to proposal development, negotiation, conversion and client onboarding. This is a target-driven role for an experienced salesperson who understands the HR-services market and can independently build relationships with business owners, CEOs, directors, HR leaders and other senior decision-makers. Previous experience selling HR services is mandatory. 

KEY RESPONSIBILITIES 

• Develop and execute business-development plans to achieve monthly and quarterly revenue targets. 
• Take ownership of the full sales cycle, including prospecting, qualification, discovery meetings, proposal development, negotiation, closing and onboarding. 
• Consistently convert qualified prospects into signed and paying clients.
• Identify opportunities to cross-sell and upsell additional services to new and existing clients. 
• Monitor sales performance against agreed targets and take corrective action where conversion or revenue is below expectation. 
• Build a strong pipeline through cold calling, targeted emails, referrals, networking, strategic partnerships, events and direct market engagement.
• Identify and engage the relevant decision-makers within targeted organizations. 
• Develop sector-specific prospect lists and account-development plans. 
• Establish and maintain productive referral relationships with consultants, professional firms, business associations and other strategic partners.
• Identify new markets, service opportunities and commercial partnerships that can support business growth. 
• Represent the firm at relevant networking events, business forums, conferences and client meetings. 
• Conduct discovery meetings to understand each prospect’s workforce structure, HR challenges, compliance risks, budget, decision-making process and service requirements. 
• Translate client needs into appropriate HR-service solutions and commercially viable proposals. 
• Prepare or coordinate high-quality proposals, quotations, presentations, capability statements and expressions of interest. 
• Identify suitable tenders, requests for proposals and corporate procurement opportunities. 
• Coordinate the timely preparation and submission of compliant tender and prequalification documents.
• Maintain professional relationships with prospective clients throughout long sales cycles.
• Contribute to the development of sales campaigns, service launches and client-retention initiatives. 
• Submit accurate weekly business-development reports covering prospecting activity, meetings, proposals, pipeline value, conversions, expected revenue and support required. 

MINIMUM REQUIREMENTS 

• Bachelor’s degree or diploma in Business Administration, Sales and Marketing, Human Resource Management or a related field. 
• At least three years of progressive B2B business-development or sales experience. 
• At least two years of direct experience selling HR services 
• A demonstrable record of meeting revenue targets and converting corporate clients. 
• Strong understanding of the Kenyan corporate and SME market. 
• Proven ability to generate leads independently rather than relying only on company-provided enquiries. 
• Practical experience preparing proposals, quotations, presentations and tender submissions.
• Proficiency in LinkedIn prospecting, Microsoft Office, email outreach and CRM or pipeline management tools. 

REQUIRED COMPETENCIES 

• Strong commercial awareness and business acumen 
• Consultative and solution-based selling 
• Confident prospecting and cold outreach
• Lead qualification and pipeline development
• Proposal writing and presentation 
• Negotiation and closing ability 
• Relationship building and professional networking
• Strong written and verbal communication
• Initiative, resilience and persistence 
• Planning, organization and disciplined follow-through
• Accurate reporting and attention to detail 
• Integrity, confidentiality and professional judgement 
• Ability to work independently and remain accountable for results