Senior Commercial Manager - Sales

About this role

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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.

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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.

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ABOUT US

We foster a culture where commercial leadership meets field accountability. Our team values data-driven decision-making, strong people development, and sales execution that doesn’t compromise customer outcomes. You’ll be empowered to make timely performance decisions, design territory strategies, and drive improvements that directly impact revenue, DSR productivity, and customer satisfaction across M-KOPA Kenya’s most critical growth function.

At M-KOPA, our Senior Commercial Manager isn’t just a sales director—they’re the commercial architect who builds regional leaders, protects sales quality, and creates the field execution engine that connects millions of Kenyan customers to life-changing products.

WHY THIS ROLE IS DIFFERENT

Most senior sales roles offer either strategy or execution. This one demands both—and rewards excellence in both. You’ll represent field priorities in senior leadership forums while also visiting clusters, reviewing scorecards, and coaching Regional Managers on the ground. You’ll own budgets while building people. You’ll protect repayment performance while driving conversion. The role requires the commercial instincts of a strategist, the people leadership of a coach, and the operational discipline of someone who understands that results in the field are earned one DSR, one cluster, one region at a time.

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IN THIS ROLE, YOU WOULD BE RESPONSIBLE FOR

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…