Sales operations lead (for a leading supplier to the hospitality industry)

Employer: A leading supplier to the hospitality industry
Ref no: SGK-SOL-01-2026
Industry: Hospitality supply industry
Job category: Middle management
Town: Nairobi
Country: Kenya

Requirements:
Bachelor’s degree in business, sales, marketing, or a related field. Proven track record of owning and delivering sales and collections targets. Demonstrated experience managing sales teams and enforcing performance discipline. Strong CRM, reporting, and analytical capability.

Key skills and competencies:
Sales leadership and target ownership. Strategic planning and execution. Performance management and accountability. CRM and data analytics. Commercial acumen. Stock-driven sales planning and inventory alignment. Strong decision-making and problem-solving skills.

Experience:
At least five years’ experience in sales operations, commercial management, or sales leadership. Experience in stock-led or distribution-based environments is an added advantage.

Salary:
KShs. 150,000–200,000 plus company benefits.

Duties:
The sales operations lead’s main role is to own, plan, drive, and monitor the execution of sales targets, sales initiatives, collections, and team performance across all commercial channels. The role is fully accountable for translating commercial strategy into measurable results, ensuring disciplined execution, and delivering revenue, collections, and productivity targets through effective leadership of the sales operations team. Key responsibilities include:

Commercial strategy execution and target ownership:
Own consolidated sales, revenue, collections, and productivity targets for all reporting teams.

Sales performance management and discipline:
Establish clear performance standards and KPIs.

Stock-driven sales and commercial planning:
Ensure all sales plans are stock-led, prioritizing fast-moving items and aggressive liquidation of slow-moving or aging inventory. Drive the shortest possible stock turnaround times through targeted initiatives and category-focused selling.

Sales operations and process excellence:
Oversee end-to-end sales operations, including order processing, fulfillment, invoicing, and collections, through effective supervision of the sales operations supervisor. Ensure strong operational alignment across sales, customer care, logistics, finance, and business development teams.

CRM, reporting, and data governance:
Enforce disciplined CRM adoption and usage across all customer-facing teams. Review sales dashboards, pipelines, conversion rates, productivity metrics, and collections performance. Ensure accuracy, integrity, and timeliness of commercial data.

Resourcing and capability development:
Define and maintain clear role scopes, responsibilities, and reporting lines within the commercial department. Lead recruitment, onboarding, deployment, and performance management of sales operations staff.

Governance, compliance, and cross-functional leadership:
Serve as the primary commercial interface with finance, operations, procurement, and senior management. Ensure compliance with company policies, approved credit terms, and commercial governance standards.

Sales reporting:
Deliver consolidated weekly and monthly reports on sales, revenue, collections, and target performance, highlighting variances and corrective actions. Report on stock movement, slow-moving inventory, liquidation progress, and demand forecasts to inform pricing and procurement decisions.