Location: Nairobi, Kenya
Reporting to: Managing Director, Kenya

Job Tier Level: C

Business Travel Needs: Frequent travel, more than 50%

Background

d.light is a global leader in making transformative products available and affordable to low-income families. d.light has sold 35 million products, including solar lanterns, solar home systems, TVs, radios, and smartphones, impacting the lives of over 193 million people. Our vision is to transform the lives of one billion people with sustainable products by 2030.

Position Description

We are seeking a dynamic B2B Business Development Manager to drive laptop sales exclusively through institutional channels (schools, NGOs, corporates, training institutions) and alternative channels (computer dealers & vendors). Focus on our innovative PAYGO model, enabling flexible, affordable access to high-quality laptops without large upfront costs. The role involves prospecting, relationship-building, and closing deals to achieve revenue targets while expanding our partner network.

Roles & Responsibilities

• Identify and prospect leads in target channels: schools (e.g., computer labs), NGOs (project deployments), corporates (employee/device fleets), training institutions (classroom setups), and computer shops (bulk/resale partnerships).
  

• Conduct market research on sector needs, competitors, and trends in education, non-profits, corporate IT, and retail hardware.
  

• Pitch the PAYGO laptop model, highlighting benefits like low monthly payments, scalability, maintenance support, and quick deployment.
  

• Build and nurture long-term relationships with decision-makers via cold calls, emails, presentations, and in-person/virtual meetings.
  

• Negotiate contracts, customize PAYGO financing terms, and close deals to meet/exceed monthly/quarterly sales targets (e.g., units sold, revenue generated).
  

• Collaborate with sales, finance, and logistics teams to ensure seamless order fulfillment and customer onboarding.
  

• Business & distribution development will involve prospecting for potential clients and converting into increased business revenues, creating a robust pipeline of opportunities in the existing market through various go-to market channels (retailers, distributors and alternative channels).
  

• Track leads and pipeline using CRM tools and maintain accurate records of client interactions.
  

• Attend industry events, trade shows, and channel partner meets to generate opportunities.
  

• Provide feedback on product improvements and PAYG model enhancements based on channel insights.
  

KPIs

• Revenue
  

• Sales Credit Quality
  

• Post-Customer Acquisition Collections
  

• Profitability
  

• Stock / Sales ratio and no stock losses
  

• Internal controls adherence
  

Requirements

Qualifications

• Bachelor's degree in Business, Marketing, Sales, IT, or related field.
  

• 5+ years of proven B2B sales/business development experience, ideally in hardware/IT (laptops/computers), education/tech, or financing/leasing models.
  

• Track record of hitting/exceeding sales targets in competitive B2B environments.
  

• Experience targeting institutional buyers (schools/NGOs/corporates) or retail partners (computer shops) preferred.
  

• Familiarity with PAYGO, leasing, or subscription models is a strong plus.
  

Skills and Competencies

• Soft Skills: Excellent communication, relationship-building, negotiation, and presentation abilities; self-starter with high ownership.
  

• Technical Skills: CRM proficiency; basic knowledge of laptops/hardware specs, IT procurement processes, and PAYG financing.
  

• Other: Strategic thinking, market analysis, cold outreach expertise; ability to work in fast-paced, target-driven settings.