Sales Representative – Corporates & Institutions

Job Description: Sales Representative – Corporates & Institutions

Location: Nairobi, Kenya

Function: Business Development

Reports To: Local Sales Team Lead / Head of Business Development

About S&S

S&S is a vertically integrated textile solutions provider based in Ruiru, Kenya. We design, produce, and distribute a vast array of textile consumer solutions in Sub-Saharan Africa under our two brands, butterfly®, texStyle® and Asili.

Our purpose is to Empower Africa’s Potential and Authenticity. We are a team of purpose-driven individuals committed to providing exceptional, proactive solutions that make our customers feel valued and fulfilled.

The Opportunity

We are seeking a highly driven Sales Representative – Corporates & Institutions to develop and grow S&S’s B2B institutional and corporate customer base.

The role will focus on organizations including corporates, NGOs, government institutions, parastatals, schools, hospitals and other large institutions with recurring or bulk textile requirements.

This is a relationship-led, solution-selling role requiring someone who can identify opportunities, navigate complex organizations, engage multiple stakeholders and successfully convert opportunities into long-term accounts.

Core Responsibilities

1. Corporate & Institutional Business Development

• Identify and prospect corporates, NGOs, government institutions, parastatals and other large organizations.
• Build and maintain a structured pipeline of corporate and institutional opportunities.
• Identify procurement requirements, upcoming projects, tenders, bulk orders and recurring purchasing opportunities.
• Map key stakeholders and decision-makers within target organizations.
• Own opportunities from initial prospecting through negotiation, contracting, order placement and account development.

2. Relationship & Stakeholder Management

• Develop strong relationships with procurement, administration, HR, operations, supply chain and other relevant stakeholders.
• Build multi-level relationships within strategic accounts to reduce dependency on individual contacts.
• Maintain regular engagement with key customers and prospects.
• Understand customer procurement processes, approval structures and buying cycles.
• Act as a trusted commercial partner and proactively resolve customer issues.

3. Key Account Management

• Manage and grow strategic corporate and institutional accounts.
• Develop account plans for high-value customers and prospects.
• Identify opportunities to increase product range, order volumes and frequency.
• Monitor account performance, customer satisfaction and future business potential.
• Maintain accurate records of opportunities, customer interactions and account plans.

4. Tender & Opportunity Management

• Identify relevant tenders, RFQs, procurement opportunities and institutional requirements.
• Work with internal teams to prepare commercially competitive and compliant responses.
• Coordinate customer requirements and internal fulfilment plans.
• Track opportunities from submission through award, order and fulfilment.
• Build knowledge of institutional procurement practices and requirements.

5. Market Intelligence & Commercial Insight

• Develop a strong understanding of corporate and institutional purchasing behaviour.
• Track competitor activity, pricing, procurement trends and market opportunities.
• Provide actionable intelligence on upcoming projects and procurement needs.
• Identify opportunities for S&S to develop or tailor solutions for institutional customers.

Key Deliverables

• Achieve agreed corporate and institutional sales targets.
• Build a strong pipeline of qualified corporate, NGO and government opportunities.
• Acquire new strategic corporate and institutional customers.
• Grow revenue and product penetration within existing accounts.
• Establish and maintain a strong network of corporate and institutional decision-makers.
• Identify and convert relevant tenders, RFQs and bulk procurement opportunities.
• Maintain strong customer relationships and repeat business.

What You Bring (Skills & Competencies)

• Proven B2B sales experience, preferably selling to corporates, NGOs, government institutions, schools, hospitals or other large organizations.
• Experience navigating structured procurement processes, RFQs or tenders will be highly advantageous.
• Strong stakeholder management and relationship-building skills.
• Proven prospecting, negotiation and closing capability.
• Strong commercial and analytical thinking.
• Ability to identify opportunities within complex organizations.
• Excellent written and verbal communication skills.
• High level of personal drive, initiative and accountability.
• Strong customer orientation and ethical business conduct.

Our Expectations

At S&S, we look for individuals who don’t just do a job, but who live our values. You will be expected to:

• Understand and passionately execute the Company’s strategy.
• Be commercially focused and driven by customer growth.
• Take ownership of opportunities from identification through closure.
• Be a collaborative problem-solver and supportive team player.
• Build relationships based on trust, integrity and consistent delivery.
• Ultimately, be self-driven and accountable for realizing the Company’s goals.