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Key Account & Business Development Director

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Location: Nairobi, Nairobi, Kenya
Job Schedule: Full time
Experience Level: Executive

About the Role

BURN is hiring a Key Account & Business Development Director who will act as the face of BURN and the key point of contact to a wide range of strategic partners, including development agencies, carbon project developers, and BURN’s distribution partners. The Director will work closely with BURN’s Commercial team in Nairobi, Kenya, to maximize success in winning long-term deals with strategic global partners, resulting in hundreds of thousands of stove sales.

Key Project (First 6-9 Months)

  • Win a range of distribution deals and other strategic partnerships with 10-15 clients currently in the pipeline.

Primary Responsibilities

  • P&L Responsibility

    • Develop and maintain a yearly business plan that includes budgeting, P&L, and sales operations programs to improve profitability.

  • New Business Development

    • Identify and develop new strategic partnerships that align with BURN’s company strategy.

    • Present and pitch to external parties and represent BURN at conferences and events both in Kenya and abroad.

  • Strategic Projects/Initiatives

    • Assist the commercial team in planning, implementing, and tracking strategic projects and initiatives across various geographical markets.

  • Collaboration

    • Act as an organizer and go-between with BURN’s senior management, commercial, carbon, and special project/grants teams.

  • Key Account Management

    • Information Gathering

      • Gather critical market information on the clean cooking sector, carbon offsetting market, BURN’s distribution partners, competitor activity, and other key areas.

Secondary Responsibilities

  • Pitch Material Design & Development

    • Work with BURN’s marketing team to design and develop effective project and partnership proposals (company and product overviews, product comparisons, distribution proposals).

    • Track and update these materials to help secure multi-million-dollar partnerships and projects.

  • Reporting/Forecasting

    • Produce regular analytical reports and ad-hoc research papers on key partnerships, business development updates, and market landscape.

    • Provide monthly forecasting and reporting for distribution activities.

Skills and Experience

  • 10+ years of Senior-level sales experience.

  • University Degree in Business Management, Development Studies, or related fields; MBA is a plus.

  • Proven B2B sales, route-to-market, supply chain, and new business development experience.

  • Ability to produce and present professional strategy reports, accurate forecasts, and channel sales plans.

  • Excellent verbal and written communication skills in English; French is an added advantage.

  • Strong interpersonal skills with an ability to engage partners at all levels, including senior government officials.

  • Strong cross-cultural skills and versatility in handling different types of partnerships.

  • At least 5 years of professional experience in relationship management/partnership development, preferably across energy, aid, development, and carbon industries.

  • Proven record in growing partnerships and achieving strategic goals through new business development.

  • Experience working across various geographical markets.

  • Ability to conduct strategic research on a diverse range of subjects.

  • Ability to design professional, comprehensive, and winning partnership/project proposals.

  • Enthusiastic, entrepreneurial, and driven by a desire to ‘sell for good’.

  • Sales, marketing, and new business development experience in consumer durable goods in last-mile, bottom-of-the-pyramid communities.

  • Knowledge and experience of clean cooking, development issues, donor institutions, and the carbon offsetting market.

  • Strong analytical/number-crunching background, specifically in sales and marketing data.

  • A network of business contacts in the aid, development, and carbon industries.

  • Ability to adapt to a highly variable environment and change the scope and focus with ease.

Application Process

To apply, visit the Key Account & Business Development Director job application link.

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BURN Manufacturing Co.

Nairobi, Kenya

BURN is a company dedicated to addressing deforestation and improving cooking efficiency in Sub-Saharan Africa. Its story began in 1990 when Peter Scott, during his travels in Zaire (now the Democratic Republic of the Congo), witnessed the environmental damage caused by charcoal production for household cooking. Motivated by this, Peter committed himself to finding a solution and began designing fuel-efficient stoves.

In 2010, after working as a cookstove consultant in Central America and Sub-Saharan Africa, Peter founded BURN Design Lab and BURN Manufacturing Co. on Vashon Island, Washington. The company initially operated on a limited budget but quickly gathered a team of world-class designers and engineers focused on creating the most efficient cookstoves globally.

By 2014, BURN opened its first full manufacturing facility in Kenya, making it the first and only vertically integrated modern cookstove company in Sub-Saharan Africa. The solar-powered facility now has a production capacity of 400,000 stoves per month and provides jobs for over 2,500 people, with half of the workforce being women.

BURN’s stoves, like the Jikokoa, offer significant social, financial, and environmental benefits. A study by UC Berkeley revealed that a $40 investment in a Jikokoa stove could return $1,000 in societal benefits. Over the next three years, BURN plans to expand its reach to Tanzania, Uganda, Zambia, DRC, Nigeria, and Ghana, launch five new products, and increase production capacity to 1 million stoves per month.