Indepth Research Services (IRES) is an international training and consultancy organization with its head office in Nairobi, Kenya. The organization offers a comprehensive portfolio of technical training and education services designed for individuals and organizations working in areas like agriculture, climate change and environment, disaster management, education, and food security.
This executive role, Revenue, Strategy & Business Development Manager (The Unified Commercial Leader), is the singular owner and architect of the company’s revenue engine. This leadership role merges the strategic vision of Sales, the operational discipline of Revenue Operations, and the analytical rigor of Business Strategy. The primary mission is to architect and optimize the portfolio mix across the company’s core business lines to maximize EBITDA, enhance Predictability, and cultivate Strategic Alliances. You will serve as the ultimate commercial authority, ensuring that every revenue-related activity from strategy to execution to contract governance is aligned with the company’s financial and strategic objectives.
Core Mission & Impact
- Portfolio Optimization: Be the strategic architect who decides the investment and growth balance between IRES business lines to create a resilient, high-margin, and predictable revenue stream.
- Unified Commercial Leadership: Eliminate silos between sales, strategy, and operations by providing integrated leadership to all staff levels.
- Governance & Predictability: Act as the final commercial gatekeeper, enforcing methodology and ensuring forecast accuracy, thereby giving the CEO and Board unparalleled visibility into future performance.
- Value Maximization: Shift the revenue portfolio towards higher-margin Intellectual Property (IP) and strategic partnerships while defending and growing core service revenue.
Key Responsibilities
1. Portfolio Strategy & Financial Steering
- Develop and execute the annual and quarterly revenue strategy, setting specific, actionable targets for each of the business lines.
- Continuously analyze the balance between cash flow and margin to recommend and implement portfolio shifts.
- Model scenarios and present strategic trade-offs to the CEO and executive team to guide resource allocation and investment decisions.
2. Alliance & Commercial Governance
- Serve as the final commercial signatory on all major contracts, ensuring alignment with strategic and financial goals.
- Own the governance and health of all strategic alliances, ensuring partnership SLAs deliver mutual value and drive intended revenue.
3. Unified Commercial Leadership
- Direct Leadership: Provide day-to-day management, coaching, and target-setting for the team of sales leaders.
- Hub Management: Directly oversee the Centralized Hub, ensuring it effectively qualifies leads, manages pipelines, and provides data-driven support to unit leaders.
- Culture & Methodology: Foster a high-performance, data-driven commercial culture unified around a single revenue playbook.
4. Methodology Enforcement & Operational Rigor
- Act as the final authority on the adoption and compliance of the company’s core commercial methodologies
- Continuously refine these methodologies based on performance data and market feedback.
- Own the selection, implementation, and optimization of the entire commercial tech stack.
Qualifications & Experience
- Education: Bachelor’s degree in Business, Finance, or a related field; MBA or equivalent advanced degree is Mandatory.
- Experience: 5+ years of progressive leadership experience in a combination of strategic sales, revenue operations, business development, and corporate strategy roles, ideally within B2B professional services, consulting, or technology.
Proven Track Record
- A documented history of owning and hitting revenue targets for a multi-line business.
- Experience managing complex partner ecosystems (OEM, Channel, Alliance).
- Success in implementing sales methodologies (e.g., MEDDIC, Challenger, SPIN) and CRM platforms.
- Experience building, coaching, and leading high-performing hybrid teams of quota-carrying salespeople and operational support staff.
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