Senior B2B Sales Executive

Our client is a leading player in the car rental and fleet services industry, providing vehicle rental and mobility solutions to corporate clients, NGOs, embassies, hospitality partners and other organisations.

Budget: Kes 100k gross

Role Purpose

To drive profitable revenue growth by acquiring new corporate clients, converting transactional customers into long-term contracted accounts, and expanding revenue from an assigned portfolio of existing clients. The role will own the end-to-end B2B sales cycle—from prospecting and relationship building through proposals, tenders, negotiations, contract closure and payment—across corporate, NGO, diplomatic and hospitality accounts.

Key Roles & Responsibilities

• New Corporate Business Development: Identify and approach new corporate, NGO, embassy and hospitality clients, build a strong sales pipeline, and convert prospects into contracted business.

• Corporate Account Growth: Manage an assigned portfolio of existing corporate clients and identify opportunities to increase their rental and fleet business, with commission earned on the additional business generated.

• Convert Ad-Hoc Business to Contracts: Identify corporate clients currently using car rental services on an occasional basis and convert them into long-term, contracted accounts.

• Tenders & Proposals: Manage corporate and NGO tenders from start to finish, including reviewing RFPs, preparing proposals, coordinating submissions, negotiating rates and securing signed agreements.

• Rate & Margin Management: Negotiate commercial terms within approved pricing and rate guidelines, ensuring new business generates sustainable and profitable revenue.

• Client Relationship Management: Build and maintain strong relationships with key decision-makers, procurement teams and other client stakeholders to support retention and continued business growth.

• Collections & Revenue Follow-Up: Follow up on outstanding payments and work closely with clients and internal teams to ensure accounts are settled, as commission is based on revenue actually received.

• Sales Reporting & Pipeline Management: Maintain an accurate sales pipeline, track prospects and opportunities, and provide regular updates on business development activities, conversions and revenue growth.

Key Skills & Qualifications

• 5+ years of B2B sales experience, including at least 3 years selling directly to corporate clients in Kenya.
• Proven success in new business acquisition, with a track record of prospecting, opening new accounts and converting opportunities into revenue.
• An established network of corporate decision-makers and procurement contacts that can support new business development.
• Experience managing corporate tenders, RFPs, proposals, commercial negotiations and client contracts.
• Strong commercial understanding, with the ability to negotiate rates while protecting profitability and approved pricing margins.
• Experience in car rental, leasing, fleet management, logistics or other corporate services will be an added advantage.
• Degree or Diploma in Business, Sales, Marketing or a related field.
• Valid driving licence and willingness to travel for client meetings and business development activities.