Head of Retail – Lead Retail Channel Strategy

About the role

The Head of Retail will own M‑PAYA’s retail channel across Kenya, ensuring products are available, visible and actively sold through the right outlets, distributors and dealers. This hands‑on commercial leadership role drives market expansion, outlet productivity and customer experience.

Key responsibilities

• Develop and execute retail channel strategy aligned with overall growth objectives.
• Identify, recruit and manage dealers, retailers and other channel partners across priority markets.
• Own revenue, volume and growth targets, driving sell‑in, sell‑through and sell‑out performance.
• Ensure product positioning, merchandising and brand compliance at retail outlets.
• Build strong commercial relationships and partner incentive programmes.

Required profile

• Bachelor’s degree in Business, Marketing, Sales or a related field; postgraduate qualification is a plus.
• 8+ years of experience in retail sales, channel management or distribution, with proven ability to build and manage a retail network.

Required skills

• Commercial leadership and retail channel development.
• Distributor, dealer and retailer management.
• Territory planning and outlet productivity optimisation.
• Strong negotiation and relationship‑management abilities.
• Data‑driven decision making using sales data and market intelligence.
• Team leadership, coaching and accountability focus.