Commercial Lead

The Client

NBST Management Limited (NBST) is an innovative urban development platform that revitalizes and activates "urban nodes" within Africa’s fast-growth economies. Operating with a unique philosophy that views physical buildings as "hardware" and the integrated programs, services, and networks as "software," the company creates carbon-neutral real estate solutions tailored for the next generation of African entrepreneurs, innovators, and creators. Their first major project is based in Ngara, Nairobi, and focuses on generating strong economic returns through a mix of rental properties, co-working spaces, and event venues, with a full operational launch scheduled for Q2 2026.

The Role

The Commercial Lead is the primary engine of revenue growth for NBST, responsible for the high-volume, transactional leasing of rental, co-working, and event spaces across a 15-building portfolio. Operating on a "seek and destroy" mission, the ideal candidate must be a proactive, process-oriented "hunter" with the intellectual horsepower to move quickly and the "swagger" to engage warmly with both creative entrepreneurs and high-level CEOs.

You are not a "gray-suited" corporate traditionalist, but rather an inquisitive, fast-paced salesperson who can independently map the market and convert complex commercial opportunities into long-term revenue.

Key Responsibilities

1. Commercial Strategy & Market Activation

• Strategic Ownership: Develop and implement an integrated commercial strategy aligned with NBST’s goals for carbon-neutral real estate and high economic returns.

• Market Mapping: Independently identify and secure relationships with high-impact potential tenants, communities, and companies that NBST wishes to attract.

• Node Activation: Drive market share growth across 15 buildings, focusing on rental spaces, co-working, and event spaces to create a vibrant ecosystem of entrepreneurs and innovators.

• Brand Representation: Act as a brand ambassador who represents the firm’s unique character, ensuring potential clients view NBST as a community they want to join.

2. Aggressive Revenue Growth & Sales Excellence

• End-to-End Sales Cycle: Lead the full sales cycle from proactive prospecting and lead generation to closing complex B2B deals.

• Pipeline Management: Establish and manage structured pipeline processes and forecasting to drive measurable business outcomes.

• Client Expansion: Identify and execute opportunities to expand revenue within the existing client base through strategic upgrading and cross-selling.

• Market Intelligence: Monitor the ecosystem for competitor activity (e.g., Knight Frank, Broll), regulatory changes, and emerging opportunities to maintain a competitive edge.

3. Leadership & Operational Integration

• Team Management: Lead and coach the commercial team, setting clear performance targets and supporting them in closing deals.

• Cross-Functional Sync: Work closely with operations, creative, and community teams to ensure successful client onboarding and seamless integration into the NBST "software".

• Commercial Reporting: Provide regular reporting to senior leadership on pipeline progress, revenue performance, and key commercial KPIs.

• Problem Solving: Maintain the inquisitiveness to engage in complex tasks outside core sales roles, such as navigating local regulatory conversations or operational challenges.

Skills & Experience

• Degree: A Bachelor’s degree in Business or a related field is strongly preferred.

• Sales Background: 5–10+ years of sales experience, with a proven track record in B2B sales and negotiation.

• Industry Versatility: While real estate experience is a plus, it is not essential; experience in corporate finance, consultancy, or hospitality is also valued.

• Leadership: Proven experience in managing and leading a sales team, including coaching and capacity building.

• Strategic Implementation: Experience in planning and implementing sales strategies, including market research and structured pipeline management.

• Intellectual Horsepower: An intelligent, fast-moving individual with the mental speed to process information and deliver results quickly.

• Inquisitive Mindset: A constant learner who is naturally curious and willing to engage in complex tasks outside their core responsibilities.

• Process-Oriented: Highly disciplined in following sales processes and maintaining structured reporting.

• Adaptability: Thrives in a dynamic environment and is willing to work flexible hours, including evenings and weekends.

• Relationship Driven: Possesses strong networking skills and the ability to engage warmly with all level stakeholders and CEOs.

• Tech Literacy: Comfortable utilizing AI tools, bots, and modern sales analysis to optimize performance.

Commission & Incentive Structure

This role includes a significant performance‑based commission component designed to reward revenue generation and deal closures. The commission structure will include:

· Commission on signed leases and commercial agreements.

· Performance bonuses tied to occupancy milestones.

· Incentives for securing priority tenants and strategic clients.

· Potential accelerators for exceeding revenue targets.

The role is designed to be highly rewarding for top performers, with strong earning potential linked directly to commercial success.

Why Join NBST

· Opportunity to help shape a first‑of‑its‑kind urban development platform in Africa.

· High‑impact role with significant visibility and responsibility.

· Entrepreneurial and dynamic working environment with strong earning potential.

· Opportunity to work alongside experienced leadership building a transformative platform.