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Location: Tala Road, Runda, Nairobi
Job Type: Fulltime
Positions: 4
Core Mission:
To be the definitive leader accountable for the Total Revenue, Profitability, and Strategic Portfolio Growth within the business units.
Role Overview
We are seeking strategic and results-driven Business Development Officers to drive revenue growth by selling our portfolio of programs, certifications, and tailored
solutions to a broad range of clients in the public and private sectors. The Business Development Officer(s) (BDO) is the ultimate owner and driver of the business unit’s commercial destiny. This is a leadership role with P&L responsibility, requiring a blend of strategic vision, commercial acumen, and operational rigor. The BDO must expertly navigate and balance a dual-path business model, deciding where to allocate resources for maximum sustainable growth. You will set the strategic direction, define the market penetration approach, and serve as the final gatekeeper for deal profitability, ensuring every commercial decision aligns with the business unit allocated financial and strategic objectives.
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Key Responsibilities & Deliverables
Portfolio Strategy & Management
- Develop and execute the unit’s overarching portfolio strategy, defining the optimal balance between high-margin and high-volume/partner-led revenue streams.
- Continuously analyze market trends, competitive landscape, and internal capabilities to adjust the portfolio mix for maximum competitive advantage and risk mitigation.
- Own the long-term roadmap for the unit’s service/product portfolio, ensuring it aligns with the broader corporate strategy.
P&L Ownership & Financial Stewardship
- Be fully accountable for the unit’s Total Revenue and Profit Margin targets.
- Develop the unit’s annual operating plan (AOP), including detailed revenue forecasts, margin expectations, and operational budgets.
- Monitor financial performance rigorously, implementing corrective actions to address variances and capitalize on opportunities.
Profitability Gatekeeping & Deal Governance (The Final Authority)
- Act as the final approving authority for all commercial deals, with a mandatory focus on protecting and enhancing unit profitability.
- For all Partner-led deals ensure Vendor Fees and Royalty structures are rigorously modelled, negotiated, and incorporated into final margin calculations before approval.
- Establish and enforce commercial governance frameworks, pricing guidelines, and discounting policies.
Strategic Leadership & Market Penetration
- Define and drive the unit’s accounts Penetration Strategy. This involves identifying, prioritizing, and developing comprehensive account plans for a curated list of high-potential clients that are critical to the unit’s strategic goals.
- Determine the optimal engagement model for each target account to maximize win probability and profitability.
- Identify and prioritize new market segments or strategic partnerships that align with the unit’s growth objectives.
- Foster a culture of strategic agility and innovation within the unit’s business development and execution teams.
Cross-Functional Leadership & Alignment
- Collaborate closely with other departments to ensure strategy is effectively translated into executable plans.
- Lead, mentor, and develop the unit’s business development and strategy team, setting clear goals and fostering a high-performance culture.
- Serve as the primary ambassador and voice for the business unit in internal and external forums.
Key Performance Indicators (KPIs)
The BDO’s performance will be measured against the following core metrics:
| KPI Category | Specific Metrics |
| Financial Performance | Unit Revenue vs. Target (Quarterly/Annual)Unit Gross Profit Margin % vs. TargetUnit Contribution Margin |
| Portfolio Health | Portfolio Mix Ratio: IP-Led Revenue (Paths A/C) vs. Partner-Led Revenue (Paths B/D)Deal Margin Distribution: % of deals above target margin thresholdPipeline Quality: Value & margin profile of Stage 1-3 opportunities |
| Strategic Execution | Achievement of strategic milestones outlined in the target account penetration planMarket Share growth within defined segmentsSuccessful launch of new initiatives/partnerships |
Qualifications & Experience
- Education: Bachelor’s degree in Economics and Statistics, Project Management, Monitoring & Evaluation, Business, Finance or a related field; MBA or equivalent advanced degree strongly preferred.
- Experience: 3+ years of progressive experience in Strategic Business Development, Technical Sales, Corporate Strategy, or P&L Management, preferably within Consulting, Technology, Services industries.
- Proven track record of owning and exceeding revenue and profitability targets for a significant business segment.
- Deep experience in managing complex partner ecosystems.
- Demonstrated ability to develop and execute multi-year business strategies.
Core Competencies
- Strategic & Analytical Mindset: Ability to think at a systems level, analyze complex data, and make data-driven portfolio decisions.
- Commercial Acumen: Expert understanding of pricing strategies, cost structures, and profitability drivers.
- Decisive Leadership: Confidence to make tough calls on deals and strategy, balancing risk and reward.
- Influence & Communication: Exceptional ability to communicate vision, influence stakeholders at all levels, and align cross-functional teams.
- Results-Oriented: A relentless focus on outcomes and accountability
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How to Apply
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