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 across four regions, building a world-class sales leadership team. The role owns Kenya's regional sales engine: translating strategy into field execution, developing Regional Managers, driving DSR productivity and ensuring consistent results. It is a senior leadership position (Job Band C1) based in Nairobi, reporting to the Head of Sales, with regular field travel.

Key responsibilities

• Set regional commercial priorities and action plans, and oversee the rollout of new products, pricing and promotions
• Lead and develop Regional Managers, set targets, use scorecards and coaching, and make timely decisions on performance, promotions, moves and exits
• 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, optimise routes to market and territory coverage
• Own regional budgets for headcount, incentives, field operations and activations, and monitor cost per sale
• Work with Product, Marketing, Operations, Finance and HR, and report weekly and monthly results, forecasts and dashboards to senior leadership
• Enforce policies, sales processes and the code of conduct, and handle fraud, mis-selling and misconduct

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, consumer finance, fintech 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 and communication, including presentations to senior leadership
• Willingness to travel regularly to the field