Business Development & Operations

About

The BD & Opps will be responsible for the dual mandate of Revenue Growth and Executive Efficiency. You will identify and secure new business for the firm’s core service lines (Audit, Tax, Accounting, Advisory) while managing the operational workflow of the Managing Partner’s office. You are the bridge between a "closed deal" and "successful project execution."

Responsibilities

• A. Business Development & Revenue Growth (50%)
• Strategic Prospecting & Lead Generation
• Targeted Hunting: Proactively identify and engage high-value leads within priority sectors (SMEs, Healthcare, Manufacturing, and NGOs) that require Audit, Tax compliance, and strategic Advisory.
• Networking & Brand Representation: Actively represent Chartafai at industry forums, chamber of commerce events, and networking mixers to build a pipeline of C-suite and founder-level contacts.
• Lead Nurturing: Manage the full sales funnel from cold outreach/referral to the first high-level diagnostic meeting, ensuring a consistent volume of qualified opportunities.
• Technical Proposal & Solution Design
• Consultative Selling: Conduct deep-dive discovery sessions with potential clients to identify "pain points" in their current accounting, tax, or audit structures.
• Customized Proposals: Collaborate with the Technical Leads (Audit/Tax) to design bespoke Service Level Agreements (SLAs) and technical proposals that demonstrate clear ROI and compliance safety.
• Tender Management: Lead the end-to-end process for formal Request for Proposals (RFPs) and tenders, ensuring all professional qualifications and technical documentation are met.
• Strategic Account Mining & Cross-Selling
• Portfolio Analysis: Conduct quarterly reviews of the existing client database (e.g., MRI clients) to identify gaps where additional advisory or tax-health-check services can be introduced.
• Upselling Strategy: Develop and execute "Value-Add" campaigns to transition one-off accounting clients into long-term Retainer-based Advisory partners.
• Referral Management: Implement a structured referral program for existing clients to leverage Chartafai’s high satisfaction rate into new business leads.
• Regulatory-Led Business Growth
• Compliance-Based Selling: Stay ahead of KRA and regulatory shifts (e.g., eTIMS implementation, new Excise Duty laws, Finance Act changes) and use these as "entry points" to offer urgent compliance audit services.
• Thought Leadership Coordination: Work with the Managing Partner to package technical updates into "Business Briefs" used as marketing collateral to position the firm as an expert authority in the Kenyan market.
• CRM & Revenue Intelligence
• Pipeline Management: Maintain 100% accuracy in the CRM (Zoho) to track lead sources, conversion rates, and the "velocity" of deals moving through the pipeline.
• Revenue Reporting: Provide weekly reports to the Managing Partner on projected revenue vs. targets, identifying bottlenecks in the sales process and proposing strategic pivots.
• B. Executive Support to the Managing Partner (30%)
• Strategic Gatekeeping: Manage the MP’s schedule, prioritizing high-value client meetings and strategic sessions.
• Meeting Synthesis: Attend high-level client meetings with the MP, record minutes, and—crucially—take ownership of the Next Steps to ensure nothing falls through the cracks.
• Briefing: Prepare briefing notes and research on potential partners or clients before the MP’s scheduled calls or appearances.
• C. Operations & Project Oversight (20%)
• Onboarding Coordination: Ensure that once a contract is signed, the client is seamlessly handed over to the technical team (Accounting/Audit).
• SOW Oversight: Monitor the progress of Statement of Works (SOW) to ensure the team is meeting client timelines and firm standards.
• Process Improvement: Continuously refine the firm's internal tools (ERPs, Update Trackers) to ensure maximum efficiency.
• THE IDEAL CANDIDATE PERSONA
• The "Strategy Architect": You don't just see a task; you see the whole process. You can map out a 6-month roadmap for a new client in your sleep.
• The "Sophisticated Closer": You are comfortable talking numbers with CFOs and business owners. You represent the "Chartafai Standard" of excellence.
• High-Order Organization: You are the person who remembers the detail that everyone else missed. You thrive on checklists and clear execution.
• PERFORMANCE METRICS (KPIs)
• Conversion Rate: Percentage of proposals/leads converted into signed contracts.
• Executive Efficiency: Reduction in the MP’s administrative load and 100% follow-up on MP-led meetings.
• Pipeline Value: Total KES value of the business development pipeline managed monthly.
• Operational Timelines: Ensuring SLAs and SOWs are delivered to clients within 48 hours of a verbal agreement.
• Client Acquisition Cost: Maintain an efficient lead-to-close ratio that minimizes time-waste on unqualified leads.
• Proposal Turnaround: Ensure all customized client proposals are dispatched within 24–48 hours of the initial diagnostic meeting.

Qualifications

• Education: Degree/Diploma in Business Administration, Finance, Law, or a related field.
• Experience: 2+ years as a BD or Operations capacity in professional services firm ( specific industry Audit/Law/Consultancy is a plus)
• Technical Knowledge: A solid understanding of the Kenyan market (tax landscape, audit cycles, and accounting principles is a plus.)
• Executive Presence: Proven experience supporting C-suite or Managing Partners.
• Tech Savvy: Proficiency in MS Office Suite, and project management tools.