Background

Our client is a Kenyan company specializing in the supply, installation, inspection, maintenance, and servicing of fire protection equipment and systems and mechanical engineering solutions. The company’s solutions include engineered fire suppression systems, fire detection and alarm systems, portable fire extinguishers, hose reel and hydrant systems, sprinkler and foam systems, kitchen hood fire suppression systems, voice evacuation and fire telephone systems, IoT/telematic equipment, plumbing, water pumps and pumping systems, as well as fire safety training and maintenance services.

Responsibilities

1. Business Development & Lead Generation

• Identify and develop new business opportunities within the assigned market.
• Prospect for new customers through calls, emails, networking, referrals, site visits, tenders, industry events, and other channels.
• Develop and maintain a healthy sales pipeline.
• Identify opportunities for new installations, upgrades, replacements, inspections, maintenance contracts, and service agreements.
• Research potential clients and understand their fire safety, engineering, and compliance requirements.

2. Sales & Revenue Generation

• Present and sell products and solutions to prospective and existing customers.
• Understand customer requirements and recommend appropriate solutions.
• Prepare and submit quotations and commercial proposals in collaboration with the technical team where necessary.
• Follow up consistently on quotations, proposals, tenders, and outstanding opportunities.
• Negotiate commercially with customers while protecting company margins.
• Convert qualified leads into profitable sales.
• Achieve and preferably exceed agreed monthly, quarterly, and annual sales targets.

3. Customer Relationship Management

• Develop strong, long-term relationships with customers and key decision-makers.
• Maintain regular contact with existing customers to identify repeat business and cross-selling opportunities.
• Act as the primary commercial contact during the sales process.
• Ensure customers receive timely responses to enquiries and quotations.
• Gather customer feedback and communicate it internally to improve products and services.

4. Technical & Solution Selling

• Develop a strong understanding of fire protection solutions.
• Understand basic applications of Fire Engineering Solutions
• Conduct customer/site visits where required to understand project requirements.
• Work closely with engineers and technical teams to develop suitable solutions for customers.

5. Pipeline & Sales Reporting

• Maintain accurate and up-to-date customer and opportunity information in the company’s CRM or sales reporting system.
• Provide regular sales pipeline and activity reports.
• Track opportunities from initial enquiry through quotation, negotiation, purchase order, installation, and completion.
• Monitor competitor activity, market trends, customer requirements, and pricing.
• Provide management with accurate sales forecasts.

6. Tender & Project Opportunities

• Support preparation and submission of commercial proposals and tenders.
• Build relationships with contractors, consultants, developers, facility managers, procurement teams, and other project stakeholders.
• Follow up on submitted tenders and proposals and maintain visibility throughout the decision-making process.

Qualifications & Experience

• Diploma or Bachelor’s degree in Sales, Marketing, Business Administration, Engineering, or a related field.
• 2–5 years of B2B sales experience, preferably in a technical, engineering, construction, safety, security, facilities management, or industrial environment.
• Proven track record of achieving sales targets.
• Experience selling to corporate and institutional customers is highly desirable.
• Experience with tenders, quotations, proposals, and project-based sales is an advantage.
• Experience in fire protection, security systems, or related industries will be strongly advantageous.
• A valid driving licence and ability to travel for customer/site visits would be an advantage.
• Strong B2B sales and business development skills.
• Excellent prospecting and lead-generation ability.
• Strong negotiation and closing skills.
• Excellent verbal and written communication.
• Consultative and solution-oriented selling approach.
• Ability to understand and communicate technical concepts to non-technical customers.
• Strong relationship-building and networking skills.
• Commercial awareness and understanding of margins.
• Good presentation and proposal-writing skills.
• Strong follow-up and account-management discipline.
• Ability to work independently and meet deadlines.
• Proficiency in Microsoft Office and CRM/sales management tools.
• High level of integrity, professionalism, initiative, and accountability.

• Identify and develop new business opportunities within the assigned market.
• Prospect for new customers through calls, emails, networking, referrals, site visits, tenders, industry events, and other channels.
• Develop and maintain a healthy sales pipeline.
• Identify opportunities for new installations, upgrades, replacements, inspections, maintenance contracts, and service agreements.
• Research potential clients and understand their fire safety, engineering, and compliance requirements.
• Present and sell products and solutions to prospective and existing customers.
• Understand customer requirements and recommend appropriate solutions.
• Prepare and submit quotations and commercial proposals in collaboration with the technical team where necessary.
• Follow up consistently on quotations, proposals, tenders, and outstanding opportunities.
• Negotiate commercially with customers while protecting company margins.
• Convert qualified leads into profitable sales.
• Achieve and preferably exceed agreed monthly, quarterly, and annual sales targets.
• Develop strong, long-term relationships with customers and key decision-makers.
• Maintain regular contact with existing customers to identify repeat business and cross-selling opportunities.
• Act as the primary commercial contact during the sales process.
• Ensure customers receive timely responses to enquiries and quotations.
• Gather customer feedback and communicate it internally to improve products and services.
• Develop a strong understanding of fire protection solutions.
• Understand basic applications of Fire Engineering Solutions
• Conduct customer/site visits where required to understand project requirements.
• Work closely with engineers and technical teams to develop suitable solutions for customers.
• Maintain accurate and up-to-date customer and opportunity information in the company’s CRM or sales reporting system.
• Provide regular sales pipeline and activity reports.
• Track opportunities from initial enquiry through quotation, negotiation, purchase order, installation, and completion.
• Monitor competitor activity, market trends, customer requirements, and pricing.
• Provide management with accurate sales forecasts.
• Support preparation and submission of commercial proposals and tenders.
• Build relationships with contractors, consultants, developers, facility managers, procurement teams, and other project stakeholders.
• Follow up on submitted tenders and proposals and maintain visibility throughout the decision-making process.

• Strong B2B sales and business development skills.
• Excellent prospecting and lead-generation ability.
• Strong negotiation and closing skills.
• Excellent verbal and written communication.
• Consultative and solution-oriented selling approach.
• Ability to understand and communicate technical concepts to non-technical customers.
• Strong relationship-building and networking skills.
• Commercial awareness and understanding of margins.
• Good presentation and proposal-writing skills.
• Strong follow-up and account-management discipline.
• Ability to work independently and meet deadlines.
• Proficiency in Microsoft Office and CRM/sales management tools.
• High level of integrity, professionalism, initiative, and accountability.

• Diploma or Bachelor’s degree in Sales, Marketing, Business Administration, Engineering, or a related field.
• 2–5 years of B2B sales experience, preferably in a technical, engineering, construction, safety, security, facilities management, or industrial environment.
• Proven track record of achieving sales targets.
• Experience selling to corporate and institutional customers is highly desirable.
• Experience with tenders, quotations, proposals, and project-based sales is an advantage.
• Experience in fire protection, security systems, or related industries will be strongly advantageous.
• A valid driving licence and ability to travel for customer/site visits would be an advantage.