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Now hiring · Full-time | Nairobi
Business Development & Client Acquisition Executive
A commercially focused role identifying new business opportunities, generating qualified leads, converting prospects into clients, and growing existing accounts.
Nairobi, KenyaBusiness DevelopmentApply by 1 October 2026 at 5:00 PM
Apply for this role Send your CV and a short cover letter to careers@normshiftmedia.com
Who you'll join
About Normshift Media Ltd
At Normshift Media Ltd, we believe the normal is boring.
We are a full-service 360° integrated marketing and communications agency driven by creativity, innovation and disruption. Our purpose is to help brands break through the clutter by crafting stories and experiences that inform, inspire and transform.
We work with clients to build meaningful connections between brands and their audiences through strategic communication, creative storytelling, digital experiences, public relations, brand experiences and media excellence.
The role
The opportunity
We are looking for a dynamic, ambitious and results-driven Business Development & Client Acquisition Executive to join our growing team.
This is a commercially focused role responsible for identifying new business opportunities, generating qualified leads, converting prospects into clients, growing existing accounts and contributing directly to the agency’s revenue and profitability.
The successful candidate will combine strong business development capability with an understanding of marketing and communications. You should be comfortable identifying decision-makers, opening doors, pitching ideas, developing client relationships and working with creative and strategy teams to turn client challenges into compelling business solutions.
The ideal candidate should have proven experience working within a marketing, advertising, PR, communications or related agency environment, with a demonstrable track record of winning new business.
What you'll do
Key responsibilities
1
Business Development & Revenue Generation
- Identify, pursue and secure new business opportunities that contribute to agency revenue and profitability.
- Develop and execute a structured business development and client acquisition plan aligned with the agency’s growth objectives.
- Identify high-potential industries, sectors, companies and accounts that represent opportunities for the agency.
- Develop and maintain a healthy and measurable sales pipeline from prospect identification through to conversion.
- Proactively generate new leads through research, referrals, networking, industry events, direct outreach and strategic partnerships.
- Develop relationships with key decision-makers, influencers and procurement stakeholders within target organisations.
- Convert qualified leads into meetings, briefs, proposals and signed business.
- Consistently work towards agreed business development, revenue and client acquisition targets.
2
Lead Generation & Prospecting
- Conduct regular market research to identify prospective clients, emerging sectors and new business opportunities.
- Build and maintain an up-to-date database of prospects, leads, decision-makers and opportunities.
- Develop targeted outreach strategies for priority accounts.
- Initiate contact with prospective clients through appropriate channels, including meetings, email, telephone, networking and professional platforms.
- Qualify prospects based on business need, opportunity size, decision-making authority, budget and potential for long-term engagement.
- Maintain accurate records of all leads, opportunities, meetings, proposals and conversion outcomes.
3
Client Acquisition & Conversion
- Own the client acquisition journey from initial prospecting through to onboarding.
- Understand prospective clients’ business, marketing, communication and commercial challenges.
- Translate client needs into compelling agency solutions in collaboration with strategy, creative, digital, media and other internal teams.
- Prepare persuasive capability presentations, credentials documents, proposals and pitch responses.
- Lead or support client presentations and pitches, ensuring the agency’s value proposition is clearly communicated.
- Negotiate commercial terms while protecting agency value, profitability and strategic interests.
- Follow up consistently on proposals, pitches and opportunities to maximise conversion rates.
- Ensure smooth handover of newly acquired clients to the relevant account/client service teams.
4
Client Relationship Management
- Develop and maintain strong relationships with existing and prospective clients.
- Act as a trusted commercial partner by understanding client priorities and identifying opportunities to add value.
- Identify opportunities for account growth, cross-selling and up-selling across the agency’s service offering.
- Proactively seek client feedback and use insights to strengthen relationships and improve retention.
- Support the development of long-term strategic partnerships with key clients.
- Maintain high standards of professionalism, responsiveness and client service.
5
Pitch & Proposal Development
- Work closely with creative, strategy and client service teams to develop compelling responses to client briefs.
- Contribute commercial and strategic insight to pitches and proposals.
- Ensure proposals clearly demonstrate the agency’s understanding of the client’s challenge, proposed solution, value proposition and expected outcomes.
- Coordinate pitch timelines and ensure submissions are accurate, competitive and delivered within agreed deadlines.
- Maintain a library of relevant credentials, case studies, capabilities and proposal materials.
6
Market Intelligence
- Monitor industry trends, competitor activity, client movements and emerging opportunities.
- Identify changes in the marketing, advertising, communications and media landscape that may create new business opportunities.
- Provide regular market intelligence and recommendations to management.
- Track competitor positioning, service offerings and market activity.
- Identify potential strategic partnerships and business development opportunities that can strengthen the agency’s market position.
7
Networking & Brand Representation
- Represent Normshift Media Ltd at industry conferences, business forums, networking events and relevant professional engagements.
- Build a strong professional network across corporate, government, SME, NGO and other relevant sectors.
- Position the agency as a credible strategic marketing and communications partner.
- Leverage networking opportunities to generate qualified leads and build relationships with potential clients and partners.
8
Internal Collaboration
- Work collaboratively with strategy, creative, digital, media, PR, production and client service teams.
- Ensure client requirements and commercial opportunities are clearly communicated internally.
- Participate in brainstorming and solution-development sessions for prospective and existing clients.
- Provide relevant market and client insights to strengthen the agency’s creative and strategic output.
- Support the successful delivery of acquired business by ensuring expectations are properly communicated during handover.
9
Reporting & Performance Management
- Prepare regular business development reports covering leads, meetings, proposals, pitches, conversions, revenue opportunities and pipeline performance.
- Track key business development metrics and identify areas requiring improvement.
- Maintain accurate and timely CRM/sales pipeline records.
- Provide management with updates on major opportunities, competitive developments and client feedback.
- Analyse business development performance against agreed targets and recommend corrective actions where necessary.
Key performance indicators
Performance in this role will be assessed against agreed commercial and business development targets, including:
- New clients acquired.
- New business revenue generated.
- Value and quality of sales pipeline.
- Lead generation and qualification.
- Lead-to-meeting conversion.
- Meeting-to-proposal conversion.
- Proposal/pitch win rate.
- Client retention and repeat business.
- Revenue growth from existing accounts.
- Cross-selling and up-selling opportunities.
- Number and quality of strategic relationships developed.
- Achievement of monthly, quarterly and annual business development targets.
What we're looking for
Qualifications & experience
- Bachelor’s degree in Marketing, Communications, Business Administration, Public Relations or a related field.
- Minimum 3 years’ experience in business development, client acquisition, client service or account management, preferably within a marketing, PR, advertising or communications agency.
- Demonstrable track record of generating leads and winning new business.
- Strong understanding of integrated marketing communications and agency operations.
- Experience developing proposals, presentations and responding to client briefs.
- Experience managing the sales/business development cycle from prospecting to conversion.
- Strong commercial awareness and understanding of client acquisition principles.
- Excellent communication, negotiation and presentation skills.
- Strong networking and relationship-building abilities.
- Ability to understand client business challenges and translate them into relevant agency solutions.
- Strong analytical, research and market intelligence capabilities.
- Highly organised, self-motivated and target-driven.
- Ability to work independently while collaborating effectively with multidisciplinary teams.
- Ability to work under pressure and deliver within tight timelines.
How you work
Desired attributes
We are looking for someone who is:
- Commercially driven – motivated by targets, growth and measurable results.
- A natural networker – confident opening doors and building meaningful professional relationships.
- Persuasive – able to communicate ideas and value propositions convincingly.
- Strategic – capable of understanding the bigger business and marketing picture.
- Proactive – does not wait for opportunities but actively creates them.
- Client-focused – understands that successful business development starts with understanding client needs.
- Creative – able to think beyond conventional sales approaches.
- Resilient – comfortable with rejection and persistent in pursuing opportunities.
- Collaborative – able to work effectively with creative, strategy and client service teams.
- Results-oriented – takes ownership of targets and follows opportunities through to closure.
The upside
Why join Normshift Media Ltd?
- Be part of a bold, creative team redefining how brands communicate.
- Work with leading brands, businesses and visionary thinkers.
- Gain exposure to integrated marketing and communications projects across multiple sectors.
- Work in a collaborative, growth-oriented environment that rewards innovation, initiative and results.
- Play a direct role in shaping the agency’s commercial growth and market expansion.
How to apply
Ready to help shape our commercial growth?
Interested candidates should send their CV and a short cover letter outlining their relevant agency experience, business development achievements and client acquisition track record to the email below. Only shortlisted candidates will be contacted.
- careers@normshiftmedia.com
- Subject line
- Business Development & Client Acquisition Executive
- Deadline
- 1 October 2026 at 5:00 PM