OPERATIONS & REVENUE MANAGER
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Job summary
We are seeking a commercially driven Operations & Revenue Manager to lead revenue growth, marketing execution, and operational performance across our retail outlets. The successful candidate will have direct ownership of revenue targets, marketing effectiveness, procurement processes, and day-to-day business execution. The role requires a hands-on commercial leader who thrives in fast-moving environments, can balance aggressive growth, operational discipline, and on-the-ground execution across multiple outlets.
Min Qualification:
Diploma
Experience Level:
Mid level
Experience Length:
5 years
Job descriptions & requirements
Function: Commercial Leadership- Retail/FMCG
Location: Nairobi
Reports to: Director of Operations
Key Responsibilities
Revenue Ownership & Growth
• Own and deliver monthly, quarterly, and annual revenue targets.
• Drive sales growth through pricing strategies, promotions, product mix optimization, and execution excellence.
• Analyse sales trends, customer behaviour, and outlet performance to identify growth opportunities.
• Lead corrective actions and turnaround initiatives in underperforming outlets.
• Ensure all operational decisions directly support revenue growth and margin improvement.
• Respond effectively to market dynamics such as competitor pricing, consumer purchasing power, and seasonal demand fluctuations.
Marketing Leadership & Execution
• Lead execution of marketing initiatives with a direct link to sales performance.
• Manage internal marketing teams and/or external agencies to deliver measurable commercial impact.
• Oversee digital marketing, in-store activations, promotions and campaigns.
• Translate brand positioning into increased footfall, conversion, and basket value.
• Track campaign performance and ensure marketing spend delivers clear ROI in a cost-conscious market.
Commercial Procurement Oversight
• Provide commercial oversight to procurement to ensure alignment with sales forecasts and growth plans.
• Work closely with the Procurement Officer to align buying decisions with demand planning, pricing strategies, and margin targets.
• Participate in key supplier negotiations to improve pricing, credit terms, and supply reliability.
• Ensure optimal stock availability while minimizing expiries, slow-moving stock, and cash flow pressure.
Day-to-Day Operations Leadership
• Oversee daily operations across outlets and teams to ensure consistent execution standards.
• Enforce operational KPIs across sales, marketing, procurement coordination, and store operations.
• Lead, coach, and hold teams accountable for results and execution discipline.
• Maintain strong on-ground presence to drive urgency, standards, and accountability.
• Ensure SOPs, pricing compliance, merchandising, and customer service standards are consistently applied.
Performance Management & Decision-Making
• Set clear performance targets and monitor KPIs across departments and outlets.
• Prepare performance dashboards, reports, and action plans for senior management.
• Make firm, timely decisions and enforce accountability across teams.
• Balance growth, efficiency, and control while maintaining speed of execution.
Qualifications
Experience
• 5–8 years’ experience in commercial operations, retail operations, or business operations roles within Kenya.
• Proven track record of owning and delivering revenue targets in a competitive, price-sensitive market.
• Experience in retail chains, FMCG, QSR, telecom, health & wellness, or multi-outlet businesses.
• Hands-on experience executing marketing initiatives directly tied to sales performance.
• Strong commercial understanding of procurement, distributor management, and supply chain dynamics in Kenya.
Core Competencies
• Strong revenue, margin, and cash-flow orientation
• Commercially aggressive, execution-focused mindset
• Strong understanding of Kenyan consumer behaviour and retail dynamics
• Marketing leadership with a bias for measurable results
• Ability to align procurement decisions with sales demand and margins
• Hands-on leadership and people management capability
• Strong analytical, problem-solving, and decision-making skills
• Comfortable working under pressure and being held accountable for results
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