Senior Commercial Manager – Sales

About the role

M-KOPA Kenya is looking for a Senior Commercial Manager – Sales to lead its regional field sales performance and deliver sustainable commercial growth across four regions. The role involves leading four Regional Managers, owning recruitment pipelines and budgets, and working closely with Product, Marketing, Operations, Finance and HR. It is a full-time, senior leadership position (Job Band C1) based in Nairobi, reporting to the Head of Sales, with regular field travel.

Key responsibilities

• Translate commercial strategy into regional priorities, oversee new products, pricing and promotions, and represent field insights to senior leadership
• Lead and develop Regional Managers, set targets and scorecards, and build a strong sales leadership culture
• Own regional hiring plans with HR, hold Regional Managers accountable for recruitment quality and F30 pass rates, and reduce DSR attrition
• Improve sales per DSR, active selling days and conversion rates, optimise routes to market and territory coverage, and partner with Business Operations and Credit on sales quality and repayment
• Manage regional budgets for headcount, incentives, field operations and activations, and monitor cost per sale and return on sales expenditure
• Work with Product, Marketing, Customer Care, Retail, Finance and HR, and share customer, competitor and product feedback
• Provide weekly and monthly reports and forecasts, present regional performance to senior leadership and the MD, and enforce policies, fraud prevention and data privacy standards

Required profile

• Bachelor's degree in Business, Commerce, Marketing, Economics or a related field (MBA or postgraduate qualification an advantage)
• 8+ years of progressive sales leadership in FMCG, telecoms, financial services, fintech, distribution or similar high-volume field sales
• 5+ years leading managers and multi-region field sales teams with a track record of hitting targets
• Experience running DSR, agent or distributor networks, including route-to-market planning and territory design
• Proven success in sales recruitment, retention and reducing field attrition
• Asset finance, pay-as-you-go or mobile-money-linked products experience is an advantage

Required skills

• Performance management, coaching and people-decision skills
• Budget management and financial acumen
• Sales dashboards, forecasting and productivity metrics
• Stakeholder management, communication and presentation to senior leadership
• Willingness to travel regularly to the field

To apply, candidates use the application link provided in the listing.