Senior Sales Manager- Kenya

Responsibilities

Commercial Growth & Sales Execution (approx. 90–95% of time)

• Develop and execute the country sales plan, aligned to the overall market strategy and Group commercial priorities set by the Country Manager and SVP Local Markets.
  
• Translate revenue targets into actionable sales plans, pipeline requirements, territory allocations, and account growth initiatives.
  
• Own pipeline development, pipeline quality, and conversion performance across the market.
  
• Maintain pipeline coverage ratios adequate to hit revenue targets at all times.
  
• Lead weekly sales pipeline reviews, forecasting sessions, and opportunity management processes.
  
• Deliver or exceed agreed revenue, transaction volume, and gross profit targets.
  
• Proactively identify and pursue new business opportunities, customer segments, partnerships, and use cases.
  
• Lead strategic commercial negotiations and support closure of high-value opportunities.
  
• Build long-term relationships with strategic customers and ecosystem partners.
  
• Drive customer retention, satisfaction improvement, and share-of-wallet growth.
  
• Maintain accurate sales forecasts and provide regular commercial performance updates to the Country Manager and SVP Local Markets.
  
• Collaborate with Product, Innovation, Marketing, and Customer Success teams to improve commercial outcomes.
  
• Where a sales team exists: lead, coach, and motivate in-country sales and business development colleagues; drive a high-performance sales culture and execution discipline.
  

Compliance & Commercial Governance (approx. 5–10% of time)

• Ensure all sales and business development activities comply with local regulations and internal Cellulant policies.
  
• Work with Compliance and Legal teams to ensure customer onboarding and partnership structures meet regulatory requirements.
  
• Support AML/CFT, KYC, and data privacy obligations within commercial processes.
  
• Escalate emerging commercial compliance risks or regulatory concerns to the Country Manager.
  
• Promote ethical sales conduct and adherence to Cellulant governance standards.
  
• Ensure commercial team members complete required compliance and policy training.
  

Requirements

• Bachelor's degree in Business, Marketing, Finance, Economics, Technology, or related field.
  
• MBA or relevant postgraduate qualification is an advantage.
  
• Significant progressive experience in enterprise sales, business development, or commercial leadership - depth and track record of delivery matter more than years.
  
• Strong background in fintech, payments, banking, telecommunications, or digital financial services.
  
• Proven record of delivering consistent revenue growth and managing large commercial pipelines.
  
• Demonstrated experience managing strategic customer relationships and enterprise sales cycles.
  
• Experience leading or coordinating a commercial team; coaching and developing commercial talent.