Senior Commercial Manager – Sales Job M-KOPA Solar
Sales Jobs, M-KOPA Solar Jobs. Senior Commercial Manager – Sales leads multi-region sales teams and revenue strategies, requiring a Business/Marketing Bachelor’s (MBA preferred), 8+ years FMCG/Fintech sales leadership experience, and 5+ years managing multi-area sales managers. Full-time role in Nairobi.
We are looking for a Senior Commercial Manager – Sales to lead M-KOPA Kenya’s regional field sales performance, delivering sustainable commercial growth across four regions while building a world-class sales leadership team.
This role offers the opportunity to own Kenya’s entire regional sales engine—translating strategy into field execution, developing Regional Managers, driving DSR productivity, and ensuring every region delivers with discipline and consistency. You’ll lead four Regional Managers and their teams, own recruitment pipelines, manage budgets, and work closely with Product, Marketing, Operations, Finance, and HR to turn commercial priorities into results that matter. Operating with significant autonomy and clear accountability, this is a role for someone who thrives close to the market, the team, and the numbers not behind a desk.
Responsibilities
Commercial Strategic Direction and Oversight
- Translating commercial strategy into regional priorities and action plans that support sustainable growth and sales quality
- Using data and field insight to identify market opportunities and execution risks, and recommending timely adjustments to regional plans
- Overseeing the rollout of new products, pricing, and promotions across all regions
- Representing field priorities and insights in senior leadership forums
Regional Sales Leadership
- Leading and developing Regional Managers and their management teams, strengthening succession pipelines
- Making timely, fair decisions on performance, promotions, moves, and exits
- Agreeing measurable targets and using scorecards, coaching, field visits, and structured business reviews to reinforce accountability and consistent execution
- Building a strong sales leadership culture where Regional Managers own their results and develop their own teams
Sales Recruitment, Retention and F30 Pass Rates
- Owning regional hiring plans with the HR Business Partner, maintaining a strong pipeline of DSRs and Cluster Leaders to meet territory needs
- Holding Regional Managers accountable for recruitment quality and F30 pass rates
- Partnering with Sales Training to support onboarding and new-hire productivity
- Reducing DSR attrition through targeted action on regional root causes, strengthening retention and continuity of field coverage
Sales Efficiency, DSR Productivity and Targets
- Owning regional sales delivery, translating targets into clear expectations for clusters and individual DSRs
- Improving sales per DSR, active selling days, and conversion rates through regular performance reviews and timely recovery plans
- Optimising routes to market, territory coverage, and headcount deployment
- Partnering with Business Operations and Credit to protect sales quality and repayment performance
Budget and Commercial Financial Management
- Owning regional budgets for headcount, incentives, field operations, and activations within approved limits
- Ensuring incentives reinforce the right behaviours and commission payments are accurate and timely
- Monitoring cost per sale and return on sales expenditure, taking corrective action where needed
- Developing cost and resource plans with the Head of Sales
Cross-Functional Partnership
- Aligning regional plans with Product, Marketing, Customer Care, Retail, Business Operations, Finance, and HR
- Working with the Head of Business Management to resolve dependencies
- Sharing customer, competitor, and product feedback to improve commercial decisions and execution
Reporting, Forecasting and Insight
- Providing concise weekly and monthly reports on results, DSR productivity, recruitment, attrition, and budgets—highlighting risks, priorities, and required action
- Producing reliable forecasts and practical dashboards
- Presenting regional performance to senior leadership and the MD, explaining variances and proposed responses clearly
Governance, Compliance and Customer Outcomes
- Enforcing policies, sales processes, and the code of conduct across all regions
- Addressing fraud, mis-selling, and misconduct promptly and decisively
- Maintaining data privacy, safety, and field risk standards
- Supporting audits, investigations, and completing corrective actions on time
Additional Responsibilities
- Undertaking other responsibilities assigned by the Head of Sales
This is a senior leadership role (Job Band C1) based in Nairobi, Kenya, with regular field travel across regions. If successful, you would be reporting to the Head of Sales. Your direct reports include Regional Managers across four regions, with dotted-line collaboration with the Senior People Partner and HR Talent Acquisition.
Qualifications
Education & Experience
- Bachelor’s degree in Business, Commerce, Marketing, Economics, or a related field (MBA or relevant postgraduate qualification is an advantage)
- 8+ years of progressive sales leadership experience in FMCG, telecommunications, financial services, consumer finance, fintech, distribution, or a comparable high-volume field sales environment
- 5+ years leading managers and multi-region or multi-area field sales teams with a clear track record of achieving targets
- Experience running DSR, agent, or distributor networks including route-to-market planning and territory design
- Proven success in sales recruitment and retention including hiring pipelines, new-hire pass rates, and reducing field attrition
- Experience with asset finance, pay-as-you-go, or mobile-money-linked products is an advantage
Skills & Competencies
- Strong performance management, coaching, and people-decision skills—you make fair, timely calls on talent
- Sound budget management and financial acumen—you treat commercial resources with discipline
- Confidence with sales dashboards, forecasting, and productivity metrics—you turn data into practical action
- Excellent stakeholder management and communication skills including influencing cross-functional peers and presenting to senior leadership
- Resilience and high integrity—you uphold standards under pressure and in the field
- Customer-first approach embedded in every sales decision you make
- Willingness to travel regularly to the field—you lead from where the work happens
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