Business Development Lead / Manager – Institutional Partnerships & Agricultural Finance

Location: Nairobi, Kenya

Reporting to: Managing Director

Employment Type: Full-time

About the Role

We are seeking a results-driven Business Development Manager to lead growth of our agribusiness inputs distribution business (seeds, fertilizers, crop protection products, farm equipment, and related agri-inputs) through partnerships with NGOs, development agencies, and donor-funded programs across Kenya and the wider African region.

This role carries direct, personal accountability for achieving assigned sales and revenue targets. The Business Development Manager is measured on actual revenue closed and delivered — not activity alone — and is expected to own the full cycle from lead generation through contract signing to order fulfilment and payment collection.

The ideal candidate combines strong commercial acumen with a solid understanding of NGO and donor procurement and is comfortable being held to quota against a defined revenue plan.

Key Responsibilities

• Revenue & Target Accountability
• Business Development & Partnerships
• Tender & Proposal Management
• Account & Contract Management
• Market & Sector Intelligence
• Strategic Growth
• Reporting & Forecasting

Key Performance Indicators (KPIs)

• Annual institutional sales revenue
• Number and value of strategic partnerships established
• Value of NGO and donor-funded contracts secured
• Number of county government projects won
• Financing partnerships established with banks and financial institutions
• Pipeline value and conversion rate
• Customer retention and account growth
• Gross margin on institutional business
• Contribution to overall company growth

Qualifications

• Bachelor's Degree in Business, Agriculture, Agribusiness, Economics, Marketing, Development Studies, Finance, or a related discipline.
• MBA or Master's degree is highly desirable.
• Professional qualifications in project management or business development are an added advantage.

Experience

• Minimum of 8–10 years' experience in business development, strategic partnerships, institutional sales, or commercial leadership.
• Demonstrated experience working with NGOs, donor-funded organizations, county governments, or development agencies.
• Strong understanding of Kenya's agricultural sector and institutional procurement landscape.
• Experience engaging with commercial banks or agricultural financing institutions.
• Proven success in developing strategic partnerships and closing high-value commercial agreements.
• Experience within agribusiness, agricultural technology, irrigation, greenhouse farming, crop protection, seeds, fertilizers, or related industries is highly preferred.