Sales Head

Sales Head Kenya

Location: Nairobi, Kenya

Job Purpose

The Sales Head Kenya is responsible for driving the overall sales strategy and execution for the Kenyan market. The role involves leading business development initiatives, building a high-performing sales team, managing key client relationships, and ensuring the achievement of revenue and profitability targets. This individual will act as the single point of contact for sales within Kenya, aligning the market's strategy with the broader East Africa business objectives.

Key Responsibilities

1. Strategic Planning & Market Engagement

• Stay informed on market trends, competitive activity, regulatory developments, and emerging opportunities in Kenya.
• Identify, engage, and manage key stakeholders across the public and private sectors.
• Review and design optimal sales models to ensure continued market competitiveness and efficiency.
• Develop and implement go-to-market strategies tailored to Kenyas unique market dynamics.
• Collaborate with internal stakeholders to ensure seamless delivery of value propositions.
• Lead market-specific sales campaigns aligned with business objectives and product mix strategies.
• Represent Kenya at regional EXCO and strategic planning forums.
• Identify and propose local partnership opportunities to enhance growth.

2. Sales & Performance Management

• Own the Kenyan sales target and ensure consistent achievement of revenue and growth objectives.
• Monitor market-specific KPIs and performance dashboards to proactively manage outputs and outcomes.
• Drive 100% adoption and effective use of CRM tools and ensure data accuracy and insights generation.
• Support the development of sales enablement tools and performance reports in coordination with product and finance teams.
• Lead pipeline forecasting and conversion strategies to improve sales predictability and win rates.
• Ensure alignment of sales plans across all product lines, customer segments, and market opportunities.
• Enforce governance structures and compliance standards across sales activities.

3. Client & Partner Relationship Management

• Build and nurture long-term relationships with key customers and strategic partners in Kenya.
• Ensure strong customer satisfaction and loyalty through consistent value delivery and service excellence.
• Monitor NPS and adopt proactive measures to resolve any client concerns or detractors.
• Understand client business needs and work cross-functionally to deliver tailored solutions.

4. People Leadership & Sales Culture

• Lead, coach, and inspire the Kenya sales team to deliver peak performance.
• Foster a culture of accountability, collaboration, customer-centricity, and continuous improvement.
• Work with HR and L&D to build bench strength, talent succession, and robust performance management.
• Align team performance with incentive and reward structures to promote desired behaviours.

Candidate Requirements

Education:

• Bachelor's degree in Business, Commerce, or related field (Masters degree preferred).
• Relevant certifications in sales or project management would be an advantage.

Experience:

• Minimum 10 years of progressive sales and commercial experience, with at least 5 years in a senior leadership role.
• Proven ability to lead and manage a high-performance B2B sales team.
• Demonstrated experience in the financial services, fintech, telecommunications, or technology sectors.
• In-depth understanding of the Kenyan market and regional business practices.

Skills & Competencies:

• Strong commercial and entrepreneurial mindset.
• Effective strategic planning and execution ability.
• Excellent communication, presentation, and stakeholder engagement skills.
• High emotional intelligence and leadership maturity.
• Strong analytical and problem-solving capabilities.
• Agile in dynamic and changing environments.
• Ability to work with cross-functional and multicultural teams.