Job Description

Sales Consultant – ATM Business

Cash Management Systems ● Nairobi, Kenya

2-Year Renewable Contract ● Banking Solutions Industry

Department	Cash Management Systems
Reports To	Head – CMS
Location	Nairobi, Kenya
Contract	2-Year Renewable
Industry	Banking Solutions
Experience	10+ Years
Travel	Africa Required
Compensation	Negotiable

1. POSITION SUMMARY

We are seeking a dynamic, commercially astute, and results-driven Sales Consultant to lead ATM (dispenser, depositor, recycler) business development across the East African market. Reporting directly to the Head of Cash Management Systems (CMS), this senior individual contributor role demands a proven track record in B2B technology sales within the banking and financial services sector, a deep understanding of ATM ecosystems and self-service banking infrastructure, and the gravitas to engage C-suite and operational stakeholders alike.

The successful candidate will own the full sales cycle – from market intelligence and pipeline generation through to solution design, proposal development, negotiation, and contract closure – while serving as a trusted advisor to banking clients seeking technology-driven solutions to operational pain points. This is a high-impact role for a self-motivated professional who thrives in entrepreneurial, fast-paced environments and is ready to make a measurable mark on a growing regional business.

2. KEY RESPONSIBILITIES

Business Development & Revenue Generation

• Drive new business acquisition across Kenya and the broader East African region, targeting commercial banks, microfinance institutions, SACCO’s, and financial technology companies deploying ATM infrastructure.
• Own and exceed an assigned annual sales target, maintaining a robust and accurately forecasted pipeline within the CRM system.
• Identify and qualify new business opportunities through proactive market mapping, competitor analysis, referral networks, and attendance at industry forums.
• Lead end-to-end sales engagements from initial discovery through to contract signature, ensuring deal velocity and margin integrity.

Customer Engagement & Need Generation

• Develop and execute strategic account engagement plans that move prospects from awareness through to active evaluation.
• Conduct structured needs-analysis sessions, customer workshops, and executive briefings to uncover latent and emerging pain points in clients’ cash management, ATM and even digital channel operations.
• Build and maintain trusted relationships with key decision-makers and influencers at all organisational levels, including C-Suite (CFO, CTO, COO), IT leadership, operations heads, and procurement teams.
• Champion the voice of the customer internally, advocating for product and service enhancements aligned with market demand.

Solution Development & Market Alignment

• Collaborate closely with technical pre-sales, product, and delivery teams to co-create commercially viable and technically sound solutions tailored to client requirements.
• Translate complex banking operational challenges into clear business cases that demonstrate measurable ROI for prospective clients.
• Provide ongoing market intelligence to inform product roadmap decisions, competitive positioning, and go-to-market strategies.
• Participate in product demonstrations, proof-of-concept (PoC) exercises, and pilot deployments as required.

Proposals, Tenders & RFP Management

• Lead the end-to-end creation and submission of high-quality Requests for Proposals (RFPs), Requests for Quotation (RFQs), and tender documents in response to both solicited and unsolicited opportunities.
• Coordinate cross-functional inputs from technical, legal, finance, and delivery teams to ensure proposals are compliant, compelling, and competitively priced.
• Maintain a repository of reusable proposal content, ensuring accuracy, relevance, and brand consistency across all submissions.

Sales Strategy & Reporting

• Develop and execute territory sales plans aligned with the department’s annual objectives and growth targets.
• Provide accurate weekly, monthly, and quarterly sales forecasts and pipeline reports to the Head of CMS.
• Leverage AI-powered sales tools and CRM analytics to enhance prospecting efficiency, account prioritisation, and win-rate improvement.
• Represent the organisation at relevant industry events, conferences, and trade associations across the region.

3. REQUIRED QUALIFICATIONS

• Bachelor’s Degree in Technology, Computer Science, Engineering, Information Systems, Business, or a related quantitative discipline.
• A minimum of 10 years of progressive sales experience, with at least 5 years in a direct B2B technology sales role within the banking, financial services, or fintech sector.
• Demonstrable and verifiable track record of meeting or exceeding sales targets in complex, multi-stakeholder sales environments.
• Deep working knowledge of ATM technology, self-service banking solutions, cash management systems, and the broader banking technology landscape.
• Sound understanding of key banking operational pain points that technology vendors can address, including cash optimisation, ATM uptime, cybersecurity, regulatory compliance, and customer experience.
• Willingness and ability to relocate to Nairobi, Kenya, and travel within Africa.
• Valid passport and no restrictions on travel.

4. PREFERRED QUALIFICATIONS

• Master of Business Administration (MBA) from a recognised institution – strongly preferred.
• Professional certifications in Sales, Banking Technology, or Project Management (e.g., SPIN Selling, Challenger Sale, CBAP, PMP).
• Prior experience working with or selling solutions from leading ATM OEMs or software vendors (e.g., NCR, Diebold Nixdorf, Nautilus Hyosung, KAL, Auriga, S1/ACI Worldwide).
• Familiarity with typical banking regulations, central bank operations, and interoperability frameworks (e.g., PesaLink, regional RTGS systems).
• Existing senior-level network within East African commercial banks, development finance institutions, or regional central banks would be an added advantage otherwise similar exposure in their current market.
• Proficiency in data analysis and the practical application of AI and machine learning tools to improve sales workflows and customer intelligence.

5. TECHNICAL SKILLS

• ATM Technology: Strong functional understanding of ATM hardware, software (XFS/CEN, NDC+), fleet management, first-line and second-line maintenance models, and cash-in-transit integration.
• Banking Technology Architecture: Working knowledge of core banking systems, payment switching, network connectivity models, and cybersecurity frameworks relevant to self-service banking.
• CRM Systems: Proficiency in their use for pipeline management and forecasting.
• AI & Productivity Tools: Practical use of AI-powered tools (e.g., generative AI platforms, sales intelligence tools, automated proposal tools) to improve efficiency, personalise outreach, and accelerate deal cycles.
• Proposal & Presentation Software: Advanced proficiency in Microsoft PowerPoint, Word, and Excel; ability to create board-level presentations and financially modelled proposals.
• Data Analysis: Ability to interpret market data, financial statements, and customer usage data to build evidence-based business cases and ROI models.

6. BEHAVIOURAL COMPETENCIES

Competency	Observable Behaviours
Executive Presence & Stakeholder Influence	Engages credibly with C-suite executives and senior banking professionals; adjusts communication style to audience without losing substance.
Commercial Acumen	Consistently identifies monetisable opportunities; structures deals that balance client value and organisational margin.
Resilience & Results Orientation	Maintains momentum and positivity through long sales cycles; demonstrates tenacity in the face of procurement delays or competitive challenges.
Collaborative Team Player	Works constructively across pre-sales, delivery, and support functions; shares market intelligence and coaches colleagues.
Strategic & Analytical Thinking	Synthesises market data, competitive intelligence, and customer insights into actionable account strategies.
Intellectual Curiosity	Proactively invests in keeping abreast of ATM technology trends, banking regulation changes, and AI developments relevant to the role.
Cross-Cultural Sensitivity	Navigates diverse East African business cultures with respect, empathy, and professional awareness.

7. KEY PERFORMANCE INDICATORS (KPIS)

KPI Metric	Target / Measurement
Annual Revenue Target Attainment	100%+ of assigned quota
New Business Logo Acquisition	Minimum 4 new accounts per annum
Pipeline Coverage Ratio	3x annual target at all times
RFP/Tender Submission Rate	≥95% of qualified opportunities
Proposal Win Rate	Target >35% on submitted proposals
Customer Engagement Activities	Minimum 3 executive meetings per account per quarter
CRM Data Accuracy & Hygiene	100% opportunities logged and updated weekly
Sales Forecast Accuracy	±10% variance on 90-day rolling forecast

8. REPORTING STRUCTURE

This role reports directly to the Head – Cash Management Systems (CMS) and operates as a senior individual contributor within the CMS commercial team. The Sales Consultant will:

• Receive strategic direction, target-setting, and performance reviews from the Head – CMS.
• Collaborate closely with pre-sales engineers, solution architects, and delivery managers on client engagements.
• Interface with marketing and product management teams to align go-to-market activities.
• Work in a matrixed environment, leveraging regional and global support functions as required.

9. CAREER GROWTH OPPORTUNITIES

This position offers a compelling platform for ambitious sales professionals looking to elevate their careers in the banking technology sector. High-performing incumbents will have access to:

• Progression to Sales Manager and / or Head of Business Development roles as the business scales across East Africa.
• Exposure to senior executive and board-level stakeholders across the region’s most significant financial institutions.
• Opportunities to shape product strategy and market entry plans for new ATM and cash management solutions.
• Participation in global sales leadership programmes, product training initiatives, and international industry conferences.
• Mentorship from experienced CMS and banking technology leaders within the organisation.

10. WORKING CONDITIONS

• Primary work location: Nairobi, Kenya (office-based).
• Some travel within Kenya and across East Africa (Uganda, Tanzania, Rwanda, Ethiopia, and neighbouring markets) – estimated 10–20% of working time.
• Occasional international travel for training and conferences.
• The role requires flexibility to accommodate client schedules, including early morning, evening, and weekend engagements as necessary.
• Candidates must be able to obtain the necessary work authorisation to be employed in Kenya.
• Candidates currently resident outside East Africa must be willing and able to relocate to Nairobi prior to commencement.

11. COMPENSATION & BENEFITS

The remuneration package for this role is competitive and will be negotiated individually with the preferred candidate based on experience, demonstrated achievements, and market benchmarks. The package is expected to include:

• A competitive base salary (negotiable, commensurate with experience).
• Performance-based commission and incentive scheme tied to individual and business revenue targets.
• Contract term of two (2) years, renewable subject to performance review and business requirements.
• Medical cover and other standard employment benefits as per company policy and Kenyan labour legislation.
• Relocation support for qualifying candidates (terms to be discussed during offer stage).
• Professional development budget including subscriptions to industry tools, training courses, and conference attendance.

12. EQUAL OPPORTUNITY STATEMENT

We are an equal opportunity employer and are committed to building a diverse, inclusive, and equitable workplace. We welcome applications from candidates of all backgrounds, genders, nationalities, abilities, and experiences. All recruitment and employment decisions are made solely on the basis of merit, qualifications, and business needs.

13. HOW TO APPLY

Qualified and interested candidates are invited to submit their application comprising the following:

• An updated curriculum vitae (CV) / résumé clearly outlining relevant experience, achievements, and sales performance metrics.
• A concise cover letter (maximum 1 page) articulating your suitability for the role, your understanding of the ATM market generally and specifically East Africa, and your motivation for joining the organisation.
• Contact details for two professional referees who can speak to your sales performance and industry expertise (references will only be contacted following candidate consent).

Applications should clearly reference the position title: “Sales Consultant – ATM Business | Nairobi, Kenya”

Only shortlisted candidates will be contacted. Applications will be reviewed on a rolling basis; early submission is strongly encouraged. The organisation reserves the right to close the vacancy prior to the advertised closing date if a suitable candidate is identified.