Sales Manager

Organization: KUPA-KENYA

Location: National / Head Office (with frequent regional travel)

About KUPA-KENYA

KUPA-KENYA is a community-based welfare association dedicated to providing dignified funeral support and household assistance solutions to families across Kenya. The organization continues to expand nationally through a structured network of regional and unit offices supported by a professional field sales force and strong community partnerships.

To support our rapid expansion and ambitious growth targets, we are seeking a dynamic, results-driven Sales Manager to lead national sales operations, strengthen field productivity, and accelerate membership growth.

Job Purpose

The Sales Manager will be responsible for driving national membership growth, managing field sales operations, strengthening agent productivity, and implementing sales strategies that deliver sustainable revenue expansion and market penetration.

The role will oversee regional and unit sales teams, ensure performance targets are achieved, and coordinate marketing and community engagement activities that enhance brand visibility and member acquisition.

Key Responsibilities

1. Sales Strategy Implementation

• Implement and operationalize the national sales strategy to achieve membership and revenue growth targets.
• Translate national targets into regional, unit, and agent-level performance plans.
• Ensure the organization achieves high recruitment productivity across the sales force.

2. Sales Performance Management

• Monitor sales performance at agent, team, unit, and regional levels through dashboards and reporting tools.
• Conduct regular performance reviews with regional and unit managers.
• Implement performance improvement plans (PIPs) for underperforming teams.

3. Sales Force Leadership

• Lead and supervise a national sales structure including:
  • Regional Managers
  • Unit Managers
  • Sales Supervisors
  • Team Leaders
  • Sales Agents
• Build a high-performance culture through coaching, mentoring, and clear accountability frameworks.

4. Market Expansion & Office Growth

• Identify high-potential markets and support the establishment of new sales offices.
• Ensure newly opened offices achieve operational and recruitment benchmarks within the first 90 days.

5. Field Sales Operations

• Oversee daily sales deployment plans and market coverage strategies.
• Ensure weekly field activities such as:
  • Market storms
  • Roadshows
  • Community activations
  • Partnerships with local leaders

6. Revenue Growth & Product Cross-Selling

• Promote cross-selling of value-added products including:
  • Funeral cover add-ons
  • Food Basket program
• Improve Average Revenue per Member (ARPU) through structured sales scripts and incentives.

7. Sales Agent Productivity & Retention

• Maintain high sales agent productivity and performance levels.
• Implement agent motivation programs including:
  • Commission and incentive structures
  • Recognition and awards
  • Career progression pathways.

8. Compliance & Quality Assurance

• Ensure all sales activities follow onboarding SOPs, KYC requirements, and ethical selling standards.
• Monitor registration quality and reduce onboarding errors.

9. Brand Visibility & Community Engagement

• Coordinate with marketing teams to increase brand visibility through:
  • Roadshows
  • CSR initiatives
  • Community forums
  • Media partnerships.

10. Digital Sales Enablement

• Promote adoption of digital registration and reporting platforms.
• Ensure all field teams effectively use digital tools for sales tracking and client engagement.

Key Performance Indicators (KPIs)

The Sales Manager will be evaluated on:

• National membership growth
• Contribution/revenue growth
• Average recruits per agent
• Cross-selling uptake (Food Basket & add-ons)
• New office rollout success rate
• Brand visibility and market penetration
• Digital lead contribution to recruitment

Minimum Qualifications

Education

• Bachelor’s degree in Business Administration, Marketing, Sales, Economics, or a related field
• MBA or postgraduate qualification is an added advantage.

Experience

• 7–10 years experience in sales, business development, or marketing.
• At least 5 years in a senior sales leadership role.
• Proven experience managing large field sales teams or distributed sales networks.
• Experience in financial services, insurance, welfare associations, or community-based programs is highly desirable.

Key Competencies

• Strategic sales leadership
• Performance management
• Field sales operations
• Market expansion strategy
• Data-driven decision-making
• Team leadership and coaching
• Stakeholder engagement
• Negotiation and partnership development

Personal Attributes

• Results-oriented with strong execution discipline
• High integrity and accountability
• Strong leadership presence
• Ability to motivate large sales teams
• Excellent communication and interpersonal skills

How to Apply

Interested candidates should submit:

• Updated CV
• Cover letter outlining relevant experience

Deadline: 20th March 2026