The Role
Own end-to-end enterprise business development, from outbound prospecting and customer discovery through solution selling, negotiation, closing, and repeat-contract development. The role targets restaurant chains, foodservice, hospitality, FMCG, food manufacturing, contract catering, and other enterprise organizations. Responsibilities include building pipelines from zero, quantifying customer value, developing proposals and pilots, securing purchase orders, and creating a repeatable sales engine.
Summary Generated by Built In
We are a Nigerian food solutions company building a more efficient way for businesses and organisations to produce, preserve, distribute and serve food at scale.
We solve a simple but expensive problem: feeding large numbers of people, or serving food across multiple locations, is often costly, complicated and difficult to manage consistently. For example, a restaurant chain operating 30 branches may need to prepare the same dish in 30 different kitchens. This creates challenges with labour, ingredient sourcing, food waste, preparation time, quality control and consistency.
We develop and supply food solutions that address these challenges. Using advanced food-processing and preservation methods, we produce culturally relevant, shelf-stable food products that are easier to store, distribute and serve, without requiring
conventional refrigeration.
Key Responsibilities
1. Outbound Prospecting & Pipeline Creation
● Build a target list of qualified enterprise prospects from scratch.
● Independently research companies, their operations, purchasing structures and potential food-production challenges.
● Identify the right decision-makers and secure direct access to them.
● Execute consistent outbound prospecting through cold calls, emails, LinkedIn, referrals, networking and in-person visits.
● Develop creative strategies to open doors into organisations where we have no existing relationship.
● Generate a continuous pipeline of qualified opportunities without relying on inbound enquiries.
2. Customer Discovery & Demand Creation
● Secure meetings with senior operational and procurement decision-makers.
● Conduct discovery conversations to understand how customers currently prepare, purchase, store and distribute food.
● Identify inefficiencies relating to cost, labour, spoilage, consistency, storage and logistics.
● Establish the customer's volumes, purchasing budgets, current suppliers and procurement processes.
● Quantify the commercial value of the problems identified.
● Create demand by demonstrating how we could solve problems customers may not have previously considered outsourcing.
3. Solution Selling & Commercial Development
● Translate customer challenges into commercially viable food-supply opportunities.
● Work with leadership and production partners to evaluate potential solutions.
● Develop customer-specific value propositions and business cases.
● Coordinate product demonstrations, samples and pilot programmes where appropriate.
● Compare the customer's current operating costs with our proposed solution.
● Develop proposals that clearly demonstrate operational and financial value.
4. Sales Conversion & Revenue Generation
● Own the sales process from first contact through qualification, proposal, negotiation and closing.
● Identify and overcome commercial objections.
● Secure first purchase orders, pilot commitments and supply contracts.
● Negotiate within approved pricing, margin and commercial guidelines.
● Convert successful pilots into repeat purchasing or contracted supply arrangements.
● Maintain accurate opportunity records and sales forecasts.
5. Building a Repeatable Sales Engine
● Test and refine outbound prospecting strategies.
● Identify which customer profiles, use cases and sales messages generate the strongest response.
● Document successful approaches, objections and customer insights.
● Build a structured, measurable pipeline that can support future commercial growth.
● Share market intelligence that helps our improve its products, pricing and go-to-market strategy.
Requirements
Who We Are Looking For
Essential Experience
● Proven experience in outbound B2B sales, enterprise business development or new-market acquisition.
● Demonstrable success building a sales pipeline from zero and converting cold prospects into paying customers.
● A track record of personally generating significant new-business revenue, rather than inheriting existing accounts.
● Experience navigating complex sales processes involving senior decision-makers.
● Strong prospecting, discovery, negotiation and closing capabilities.
● Ability to understand customer economics and sell based on measurable commercial value.
● Experience working in an early-stage business, launching a new product or building a new sales territory is highly desirable.
Relevant Industry Experience: Experience selling into restaurant chains, foodservice, hospitality, FMCG, food manufacturing, contract catering or enterprise operations would be
advantageous.
Benefits
250,000-350,000
Skills Required
- Proven experience in outbound B2B sales, enterprise business development, or new-market acquisition
- Demonstrable success building a sales pipeline from zero and converting cold prospects into paying customers
- Track record of personally generating significant new-business revenue rather than inheriting existing accounts
- Experience navigating complex sales processes involving senior decision-makers
- Strong prospecting, discovery, negotiation, and closing capabilities
- Ability to understand customer economics and sell based on measurable commercial value
- Experience working in an early-stage business, launching a new product, or building a new sales territory
- Experience selling into restaurant chains, foodservice, hospitality, FMCG, food manufacturing, contract catering, or enterprise operations
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The Company
What We Do
Scalein helps businesses across Africa hire top talent, streamline operations, and grow through integrated recruitment, outsourcing, practical training, and growth consultancy. It connects clients with high-quality, pre-vetted professionals, provides operational teams that reduce the burden of hiring and management, develops workforce and leadership skills, and helps businesses identify opportunities, resolve bottlenecks, and build scalable systems and processes for sustained, measurable growth.
