HEAD OF SALES

JOB TITLE: HEAD OF SALES (KENYA)

DEPARTMENT: Sales
REPORTS TO: General Manager

1. JOB SUMMARY

The Head of Sales is responsible for driving overall revenue growth across all branches and markets. The role provides strategic leadership and oversight of sales operations, ensuring high-performing teams, achievement of commercial targets, customer acquisition, retention, and sustainable business growth. The position works closely with senior leadership to develop and execute commercial strategies aligned with organizational objectives.

2. PURPOSE OF THE ROLE

• Drive national revenue and profitability growth.
• Strengthen customer acquisition, retention, and market expansion.
• Develop and execute sales strategies aligned with business objectives.
• Build and lead high-performing sales teams.
• Enhance sales productivity through effective territory and resource management.
• Improve commercial performance through data-driven decision-making.

3. DUTIES AND RESPONSIBILITIES

A. Sales Strategy & Revenue Growth

• Lead delivery of national revenue and growth targets.
• Develop and implement strategic sales plans aligned with company objectives and market opportunities.
• Drive customer acquisition, retention, and reactivation strategies.
• Lead customer base management and regional expansion initiatives.
• Oversee execution of go-to-market strategies and promotional activities.

B. Sales Leadership & Team Management

• Mentor and manage regional heads, area managers, and sales team leaders.
• Drive accountability and achievement of commercial targets.
• Support recruitment, onboarding, training, and development of sales talent.
• Champion a high-performance culture focused on coaching and continuous improvement.

C. Sales Operations & Performance Management

• Oversee market segmentation, territory allocation, and resource deployment.
• Monitor sales pipelines and forecast performance.
• Track key sales metrics and provide management reports.
• Lead performance reviews and implement corrective actions where necessary.
• Ensure sales activities align with business goals and operational requirements.

D. Market Intelligence & Business Development

• Conduct competitive analysis and market intelligence activities.
• Identify emerging opportunities, trends, pricing shifts, and threats.
• Recommend growth initiatives based on market insights.
• Support development of commercial strategies to improve market share.

E. Stakeholder Collaboration & Customer Focus

• Collaborate with finance, marketing, operations, and product teams.
• Ensure alignment on product mix, pricing, profitability, and execution.
• Build strong internal and external stakeholder relationships.
• Promote a customer-centric approach across sales operations.

F. Risk Management & Governance

• Instill a strong risk-management culture within sales and credit teams.
• Identify performance risks and implement mitigation measures.
• Support compliance with company policies and commercial standards.

4. QUALIFICATIONS

• Bachelor’s Degree in Business, Marketing, Economics, Finance, or a related field.
• Minimum 8–12 years’ progressive experience in sales, business development, or commercial leadership roles.
• Proven track record of consistently delivering revenue growth and sales targets.
• Demonstrated experience managing multi-level sales teams across multiple locations or regions.
• Experience in fintech, FMCG, distribution, or other high-growth industries will be an added advantage.

5. COMPETENCIES

Technical Competencies

• Sales strategy and execution
• Business development
• Revenue growth management
• Performance management and forecasting
• Sales analytics and reporting
• Market intelligence and competitive analysis
• Customer acquisition and retention
• Stakeholder management

Behavioral Competencies

• Strategic thinking
• Leadership and people management
• Strong communication and negotiation skills
• Decision-making ability
• Results orientation
• Accountability and ownership
• Adaptability and agility
• Customer-centric mindset