The Head of Revenue & Sales Operations will oversee and coordinate all Elimutab sales departments including Schools Sales, Interactive Smart Screens Sales, STEM & AI Academy Sales, Retail Sales, and the Reseller & Distributor Network. The role holder will ensure revenue growth, team accountability, sales pipeline management, CRM discipline, sales reporting, execution of targets, and expansion of partnerships and distribution. This is a leadership role for someone who can manage people, systems, performance, and growth.

CORE RESPONSIBILITIES
1. Sales Leadership & Team Management
• Lead all sales teams across the different business units
• Set monthly, quarterly, and annual targets
• Conduct weekly pipeline and performance reviews
• Build a culture of accountability and execution
• Recruit, train, mentor, and manage sales staff
• Create sales playbooks and SOPs
2. Revenue Growth Drive growth across educational tablet sales, interactive smart screens, STEM programs, school digitization projects, retail and online sales, and distributor/reseller sales.
3. Sales Operations & CRM Management
• Ensure proper use of CRM systems
• Monitor lead flow and conversion rates
• Improve follow-up systems and sales processes
• Build forecasting and sales dashboards
• Track KPIs across all teams
4. Channel Management Manage and optimize school sales, retail relationships, distributor networks, partnerships, and activations.
5. Strategic Execution Work closely with marketing, operations, logistics, and finance to scale growth across Kenya and beyond.
AI & SALES AUTOMATION
The role holder should be comfortable leveraging CRM systems, AI tools, WhatsApp automation, lead management systems, sales dashboards, and automated follow-up workflows to improve conversion rates, sales efficiency, reporting accuracy, and revenue scalability. Experience with tools such as ChatGPT, ManyChat, CRM automations,and AI-assisted sales workflows is highly preferred.
EXISTING TEAM STRUCTURE
The role holder will inherit and coordinate:
• School sales representatives
• Retail/telesales staff
• Distributor and reseller relationships
• Marketing-generated lead flow
• Operational support from logistics and finance
FIRST 90 DAYS EXPECTATIONS
• Conduct a full sales pipeline and channel audit
• Assess current CRM hygiene and reporting discipline
• Establish weekly forecasting and reporting cadence
• Implement sales SOPs and playbooks
• Deliver a channel-by-channel growth plan
• Assess team structure and identify hiring gaps
• Improve lead follow-up systems and conversion workflows
• Introduce automation opportunities across sales operations
CANDIDATE PROFILE
We are looking for someone who:
• Has strong leadership and management ability
• Can manage multiple sales teams simultaneously
• Is highly organized and execution-driven
• Understands sales systems, CRM, and automation
• Has experience scaling sales operations
• Thrives in a fast-paced startup environment
• Has strong reporting and analytical skills
• Is proactive and performance-oriented
PREFERRED EXPERIENCE
• 5+ years experience in sales leadership
• Experience managing field sales teams
• Experience in EdTech, technology, FMCG distribution, retail, electronics, or education sector sales
• Experience handling distributors/resellers is a plus
• Experience with schools or institutional sales is highly preferred
KEY KPIs
• Revenue growth
• Sales target achievement
• Team productivity
• Lead conversion rate
• Distributor growth
• CRM compliance
• Pipeline health
• Collections/payment follow-up
• New partnerships signed
• Customer retention