Kennedy Mwangi
Verified Expert in Sales
Sales Expert
Nairobi, Kenya
Toptal member since November 8, 2026
Across Africa, the Middle East, and Southeast Asia, Kennedy has spent over 10 years building business development and sales pipelines. His toolkit centers on outbound prospecting, cold calling, and pipeline management. While at Fleming, he closed a $500,000 annual contract for the Ministry of Energy KEPTAP program.
Project Highlights
Expertise
- B2B Lead Generation
- Cold Outreach
- Full Cycle Sales
- HubSpot CRM
- Lead Qualification
- Outbound Prospecting
- Sales
- Sales Development
Work Experience
Impact Growth Lead – Africa
Turn.io
- Prospected and engaged healthcare organizations across Africa, including private hospital networks and public health systems, to develop partnerships for WhatsApp-based digital health solutions.
- Built relationships with healthcare decision-makers to drive product adoption, reduce patient no-shows, and scale automated patient communication solutions.
- Collected and analyzed partner feedback, translating insights into actionable recommendations to improve outreach strategies, onboarding processes, and partner engagement.
- Collaborated with cross-functional teams to support partner onboarding, product adoption, and ongoing engagement, using performance tracking and process optimization to improve outcomes.
Country Representative
Geotab Africa
- Expanded Geotab's market presence in Kenya through proactive prospecting, cold outreach, and relationship development with business owners and fleet decision-makers in the connected-vehicle technology market.
- Managed the end-to-end sales cycle, from lead generation and prospect qualification through product demonstrations, client engagement, and technology adoption.
- Served as the primary client contact and product advocate, educating prospects on telematics and fleet management solutions to convert cold leads into qualified sales opportunities.
Business Development Manager – East, West, and Central Africa
Teltonika IoT Group
- Established a network of 26 integration partners across Kenya, Nigeria, Uganda, and Tanzania through outbound prospecting and market research, expanding regional sales coverage and partner-led growth.
- Identified, developed, and closed enterprise partnerships for IoT-enabled technology solutions across Sub-Saharan Africa, managing complex, multi-stakeholder sales cycles from prospecting through contract closure.
- Pioneered e-mobility monitoring solutions using extended-voltage tracking technology, developing new applications for electric mobility stakeholders.
Key Account Sales Manager
Marcus Evans Group
- Managed the APAC market portfolio, leading outbound prospecting and appointment-setting campaigns targeting enterprise clients across oil and gas, petrochemicals, aviation, and mining.
- Developed and closed tailored commercial partnerships, managing sales pipelines, lead qualification, and structured follow-up processes to convert prospective clients.
- Secured an in-house corporate training contract with Airbus and successfully onboarded MMG as a client.
Head of Business Development
IABFM Africa
- Led outbound business development initiatives for professional development programs, identifying, prospecting, and qualifying prospective corporate clients across multiple industries.
- Developed the business strategy and market entry approach for IABFM's new Nairobi office, supporting regional expansion and commercial growth.
- Supported the establishment of the Nairobi office, coordinating business registration, regulatory compliance, and operational setup.
Head of Department, In-house Training Programs
Fleming
- Secured high-value annual training contracts, including the $500K ACV Ministry of Energy KEPTAP program, driving significant revenue through enterprise business development.
- Collaborated with departmental leaders and facilitators to align training programs with organizational objectives, ensuring relevant content and measurable business impact.
- Established and led the in-house training department, building and managing a team responsible for securing corporate training partnerships and driving revenue growth across East Africa.
Business Development Executive
Fleming
- Generated new business for international training and knowledge-partnership programs through outbound calling and email prospecting, building enterprise client relationships across multiple sectors.
- Organized and delivered Burundi's first CHRP-certified training program for senior HR managers, coordinating course planning, participant engagement, and execution.
- Secured NEBOSH training engagements for health and safety professionals, achieving a 70% participant pass rate.
- Drove enterprise client acquisition through targeted outbound calling and email campaigns, converting prospects into clients for professional training and knowledge-partnership solutions.
Inside Sales Representative
AMC International – SA
- Generated new business opportunities through market research and targeted outbound outreach for corporate training programs, developing skills in prospecting, appointment-setting, and commercial negotiation.
- Secured first major commercial deal, onboarding 22 delegates for an International Financial Reporting Standards (IFRS) masterclass.
- Developed foundational sales capabilities in cold calling, professional communication, sales scripting, objection handling, lead qualification, and appointment setting.
Project History
NEBOSH Certification
Won a $500,000 ACV government contract to deliver NEBOSH certification to key staff across Kenya’s energy sector agencies, after an eight-month enterprise sales cycle.
At Fleming, I sold NEBOSH international certification programmes under the Ministry of Energy’s KEPTAP programme, while oil and gas exploration was under way in Turkana, Kenya. KEPTAP was a multi-agency effort to build capacity by getting key staff internationally certified. The agencies involved included Kenya Ports Authority, Kenya Petroleum Corporation, KPRL, DOSHS and National Oil.
I pitched to the KEPTAP Project Manager and made repeated site visits, building the relationship and the case for the programme over about eight months. I then handled the government procurement requirements: contract negotiation, supplier and vendor registration, and the RFP. The result was a $500,000 ACV contract.
eMobility IoT
Won eMobility telematics deals with Roam, M-Kopa, eWaka, Wahu Mobility and ThinkBikes, including $278,000 from M-Kopa and $114,000 from Roam, by pitching a high-voltage tracker to electric motorbike start-ups.
When I joined Teltonika as a Business Development Manager in the eMobility department, electric motorbikes (boda bodas in East Africa, okadas in Nigeria) were starting to take off across Sub-Saharan Africa. Start-ups such as Roam (then Opibus), Wahu Mobility, Ampersand, Spiro, M-Kopa, eBee, ARC Ride, eWaka and Kiri EV needed specialised telematics.
The challenge was that standard trackers handle a maximum of 24v, while these bikes run on 40 to 90v batteries. I pitched Teltonika’s TFT100, which handles up to 90v, and won several large deals. M-Kopa’s initial contract and subsequent yearly orders came to $278,000, and Roam’s to $114,000. Roam now uses the units exclusively. eWaka, Wahu Mobility and ThinkBikes placed smaller contracts, reflecting their limited capacity.
I also mapped the eMobility companies setting up in Kenya, Uganda, Tanzania, Nigeria and Ghana, which gave the team a clear view of where to prospect next.
Healthcare: AI-powered communication
Grew from SDR to owning the full sales cycle at Turn.io, then onboarded key healthcare clients in Kenya, including Gertrude’s Children’s Hospital, HealthX Africa and Thalia, when the company pivoted to healthcare.
I joined Turn.io as an SDR, responsible for lead generation, qualification, cold calling, cold outreach and appointment setting. By my fourth month I had added discovery and demo calls, and I went on to own the whole sales cycle, including proposals and contract negotiation.
When the company pivoted to prioritise the healthcare sector, I onboarded key players in Kenya: Gertrude’s Children’s Hospital, the largest of its kind in East Africa; HealthX Africa, one of the country’s largest telehealth providers; and Thalia, a mental health services company.
In October 2025 I also hosted Turn.io’s WhatsApp + AI patient experience event at Social House, giving the opening remarks. It was a great success.
Education
Bachelor's Degree in Exercise and Sports Science
Kenyatta University - Nairobi, Kenya
Certifications
Standard Installation Certification
Geotab
Skills
Demand Generation
Event Based Networking, Cold Calling
Sales Strategies
Request for Proposal (RFP), Consultative Selling, Outbound Sales, Solution Selling
Other
Cold Outreach, Onboarding, Outbound Prospecting, HubSpot CRM, Sales Development, Business Development, CRM, High-volume Outbound Sequencing, Event Marketing, Sales, Key Account Management, Contract Negotiation, CRM Systems, Key Performance Indicators (KPIs), B2B Sales, B2B Lead Generation, Full Cycle Sales, Lead Qualification, Objection Handling, Public Speaking, Hardware Installation, Automotive electrical systems, WhatsApp, Internet of Things (IoT), General Data Protection Regulation (GDPR), HIPAA Compliance, Channel Sales, Direct/Indirect Sales & Distribution, Diagnosis, Public Sector, Enterprise Sales, Business to Government (B2G), RFPs, Stakeholder Management, Relationship Building, Account Management, Oil & Gas, Technical Sales, Partnerships, Discovery, Product Demonstrations, Demos, Proposals, Digital Health, SaaS Sales
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