Sales Executive (Construction Sector) – Nairobi, Kenya

How to Apply: Interested and qualified candidates should apply online via the Summit Recruitment and Search career portal at summitrecruitment-search.com.

Win the Room Before You Pitch the Moulding

Construction sales in Kenya is a relationship game—contractors and architects buy from people they trust, not just from brochures. Your application and interview need to show you can walk onto a site, speak the language of finishes and timelines, and close a deal without burning the relationship.

1. Lead with proof of pipeline wins: On your CV, list specific numbers: how many leads you generated per month, your conversion rate, and the value of deals you closed. Hiring managers here want to see that you can not only find prospects but also move them to quotation and order.

2. Show you know the construction ecosystem: Name the players you have worked with—contractors, developers, architects, interior designers—and the type of projects (residential, commercial, renovations). If you have sold ceiling, finishing, or building materials before, highlight that; if not, show you understand the product's role in a build.

3. Prepare a mini site-visit story: Be ready to describe a time you did a site visit, identified a need, and recommended a product. Walk them through how you handled objections about price or installation—this is what the role will demand daily.

4. Demonstrate follow-up discipline: In a start-up, you own the pipeline. Talk about your CRM habits, how you schedule follow-ups, and how you keep prospects warm without being pushy. Give an example of a deal that took months of consistent follow-up to close.

5. Speak the language of margins: Construction buyers care about cost per square meter, wastage, and installation time. Show you can discuss value beyond price—durability, aesthetics, ease of installation—and how you would position a premium moulding product against cheaper alternatives.

6. Show you can handle rejection and stay target-driven: Expect questions about missed targets or tough quarters. Frame setbacks as learning—what you changed in your approach and how you bounced back. Start-ups need salespeople who are resilient, not just enthusiastic.

7. Ask smart questions about the product and market: In the interview, ask about the company's current client base, typical project sizes, and how they differentiate from competitors. This shows you are already thinking about how to sell, not just waiting to be told what to do.

8. Polish your presentation skills: You will be doing client presentations and demos. Practice a two-minute pitch on a ceiling moulding product—what it is, why it is better, and who should buy it. Deliver it with confidence and clarity, as if you were in front of a contractor.