Job hunting in Kenya is no easy thing, especially when your next month’s rent and livelihood cling to the hope of securing that elusive opportunity you have applied for.

After a successful interview, one question often sends shivers down the spine of many candidates: And that big question is, “What are your salary expectations?”

For many companies, this is a way to gauge if a candidate fits their budget. But surprisingly, some employers use it as an elimination tactic, disqualifying those who quote a higher figure or seem overambitious. Whether this is fair or crude is a topic for another day.

Candidates applying for roles with a clearly stated salary and benefits often avoid this awkward stage, since they know what they are signing up for. But we all know that still, at some point in the future, they will find themselves knocking on their boss’s door to ask that other tough question we discussed in our previous article: “Can I get a salary review?“

So, how can job seekers handle the salary expectation question with confidence and ease? Bizna interviewed Human Resource Specialist James Ogweno Odhiambo from audit firm PKF, who shared practical tips to help navigate this delicate conversation.

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Do your homework before answering salary question

Preparation is key. “Before stepping into the interview, ensure you’re armed with knowledge of the market salary range for the position you’re applying for,” Odhiambo advised.

In Kenya, salaries vary widely depending on the industry, company size, and location. Researching job portals like BrighterMonday or networking with professionals in your field can provide accurate salary data.

“If you’re applying for a mid-level HR role, for example, you might find the salary range in Nairobi to be between KSh 80,000 and KSh 150,000. Having a clear understanding of these figures gives you confidence when discussing salary,” Odhiambo explained.

Understand the context

Odhiambo noted that employers ask about salary expectations to gauge if they can afford you and to see if your financial expectations align with your experience level and the value you bring to the organization.

“In Kenya, especially for local companies or non-profits, budgets can be tight, but larger multinational companies might have more flexibility,” he noted.

Deflect when necessary

If the question comes up too early in the interview, Odhiambo recommends politely deflecting it to buy yourself time.

“You can say something like, ‘I would love to get a better understanding of the role and the team I’d be working with before we dive into salary specifics. Can we revisit this after we’ve discussed the position in more detail?’

This strategy allows you to highlight your skills and value first, strengthening your negotiation position.

Offer a salary range

When it’s time to answer, Odhiambo suggests avoiding a fixed number.

“Provide a range that is based on your research. The lower end should be the minimum you’re comfortable accepting, while the upper end should be aspirational but realistic,” he advised.

A sample response might be: “Based on my research and experience in similar roles, I would expect a salary in the range of KSh 120,000 to KSh 150,000. That being said, I am open to discussion depending on the full compensation package and opportunities for growth within the company.”

Consider benefits and non-monetary compensation

Odhiambo emphasized that salary is not just about the number.

“In Kenya, many organizations offer non-monetary benefits like health insurance, transport allowances, and education subsidies. It’s important to mention that you’re looking at the total package, not just the base salary,” he said.

Turn the salary question back to the employer

Another effective strategy is to ask the employer for their salary range for the position.

“This helps you understand whether their offer aligns with your expectations and gives you a clearer picture of their budget before you make your counteroffer,” Odhiambo explained.

A tactful way to do this could be: “Could you share the salary range that the company has budgeted for this role? This would help me ensure that my expectations are aligned with your compensation structure.”

Show flexibility

Employers appreciate candidates who are open to negotiation.

“Let them know that you are open to further discussions and that while compensation is important, you’re also focused on long-term benefits and opportunities within the company,” Odhiambo added.

Avoid underselling yourself

One common mistake candidates make, Odhiambo warned, is underselling themselves.

“Make sure the range you provide is in line with both the market and the value you bring to the table. If you have specialized skills or unique qualifications, mention them as you discuss your salary expectations,” he said.

Rehearse salary expectation response

Odhiambo encouraged job seekers to rehearse their responses and have a few scenarios in mind.

“The salary expectation question can catch you off guard, but with practice, you can master the art of answering it with confidence,” he concluded.

According to Odhiambo, answering the salary expectation question with ease requires preparation, tact, and a clear understanding of your value in the Kenyan job market and this includes even remotes jobs offered by different local or international employers.

By researching, offering a salary range, considering benefits, and demonstrating flexibility, you can navigate this question effectively. This also increases your chances of getting a fair offer.

With a well-prepared answer, you not only set the stage for successful negotiations but also demonstrate to potential employers that you are professional, knowledgeable, and confident in your abilities.