Head of Sales & Commercial Operations – Mobility

The role leads a large, geographically distributed sales organization — branch and field sales teams, dealer and agent partnerships, sales support, logistics, and inventory — and holds full accountability for commercial outcomes and operational performance across the network.

Key Deliverables (Core Mandate)

• Own the sales strategy and commercial performance of the vehicle financing business across both motorbike (boda-boda) financing and car logbook loans.
• Lead, motivate, and develop a large distributed sales force across 90+ branches, setting clear targets, accountability structures, and performance standards.
• Drive sales volume, conversion, and portfolio growth across the network while maintaining asset quality and disciplined underwriting at point of sale.
• Build and manage partnerships with dealers, agents, and ecosystem partners to grow origination channels and extend market reach.
• Work closely with Business Analysts and IT teams to implement and continuously improve automated sales and operational processes within the proprietary ERP system.
• Own and execute branch network expansion across Kenya, identifying new locations and scaling the point-of-sale footprint based on data and operational readiness.
• Monitor, analyze, and interpret commercial results, making timely, data-driven decisions to drive sales performance and operational efficiency.

Operations, Inventory & Risk

• Oversee day-to-day sales operations, logistics, and inventory management across the branch network to ensure stock availability and efficient asset flow.
• Own the sales operations governance framework, ensuring compliance, control effectiveness, and risk discipline across the sales value chain.
• Manage commercial and credit risk at the point of sale, balancing growth velocity with portfolio quality and risk appetite.
• Set standards for asset maintenance, valuation, recovery, and resale to optimize unit economics and drive repossession turnaround and recovery outcomes.

Performance, Capability & Cross-Functional Leadership

• Own sales enablement and readiness, ensuring onboarding, training, and performance standards support sustained productivity across branches.
• Own the sales performance framework, including targets, KPIs, dashboards, forecasting, and executive reporting.
• Partner with IT, Product, Risk, and Marketing to scale automation, improve data quality, and align execution with commercial priorities.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Operations, Engineering, or a related field.
• 6+ years’ experience in sales, commercial operations, distribution, or asset-backed businesses, with at least 3 years leading large or distributed sales teams.
• Experience operating in high-growth, high-complexity environments with large, geographically distributed sales networks.
• Proven track record of delivering sales targets and growing market share across a multi-branch or multi-channel network.
• Strong commercial acumen with a clear understanding of how sales execution drives revenue, margin, and capital efficiency.
• Advanced analytical and decision-making capability; comfortable working with data, trade-offs, and ambiguity.
• Strong working knowledge of ERP systems and sales performance reporting.

What We Offer

• A results-oriented bonus system.
• Housing allowance and periodic flights back to the home country.
• Relocation support (flights, visas).
• Health insurance.