Job Purpose

• The Brand Manager owns the full performance, positioning, and growth of their assigned brand in the Kenyan market. This role sets the brand’s sales strategy end-to-end, from market research and OEM engagement to sales execution and customer experience, and leads the Sales Managers responsible for the brand’s sales teams. As the main source of market and customer intelligence for the brand, they use this insight to guide sales strategy, pricing, positioning, and OEM discussions on allocations, incentives, and commercial terms.

Key Responsibilities

Brand Ownership & Strategy

• Take full ownership and accountability for the assigned brand’s performance, in-market positioning, and growth in the Kenyan market.
• Develop and execute the brand’s sales strategy to achieve sustainable revenue growth, profitability, market expansion, and increased market share.
• Act as the brand’s primary point of contact with the OEM, coordinating with the MD/CEO on sales targets, vehicle allocations, pricing, incentives, and commercial agreements.
• Ensure compliance with OEM standards across showroom presentation, product launches, and dealer-level execution.

Sales Leadership & Team Management

• Lead, coach, and manage the brand’s Sales Managers, who in turn lead the sales executive teams; set targets, monitor performance, and drive accountability for results.
• Own the full sales process end-to-end, from prospecting and pipeline management through negotiation, close, and handover, ensuring a professional and responsive customer experience.
• Oversee sales planning, forecasting, budgeting, pricing strategy, and inventory management to optimise profitability and ensure achievement of business targets.
• Monitor personal and team sales performance against targets and take prompt corrective action when results fall behind.
• Maintain accurate, up-to-date records of customers, leads, and sales activity, with hands-on use of CRM and pipeline management tools.

Market Research & Intelligence

• Conduct ongoing market research and track competitor activity, pricing, and positioning for the brand.
• Identify and evaluate new business opportunities, strategic partnerships, and emerging market segments, including corporate, fleet, government, diplomatic, and institutional customers, to grow the brand’s customer base.
• Consolidate market and customer intelligence into regular reports and strategic recommendations for the MD/CEO, informing both brand strategy and OEM discussions.

Marketing Collaboration

• Own the brand’s in-market presentation, ensuring showroom display, merchandising, and product presentation meet brand standards.
• Partner closely with the Marketing team, contributing market research and customer insight to develop relevant campaigns, promotions, and product launches for the brand.
• Support the execution of marketing initiatives at the dealership level, ensuring alignment with brand strategy and standards.

Customer & Stakeholder Relationships

• Plan and conduct regular customer visits and meetings to build relationships, understand customer needs, and identify sales opportunities.
• Develop and manage strategic relationships with corporate clients, government institutions, fleet operators, financial and leasing companies, dealerships, and other key stakeholders to maximise revenue and long-term business growth.
• Lead negotiations for high-value contracts, fleet tenders, dealership agreements, and strategic partnerships, ensuring commercially sound and mutually beneficial outcomes.
• Work closely with Aftersales to ensure a seamless, end-to-end customer experience that encourages repeat business and referrals.
• Champion a customer-centric culture, resolving strategic account issues and maintaining service standards consistent with the brand.

Reporting & Governance

• Report on sales performance, pipeline, and market feedback to the MD/CEO as required.
• Represent the company at executive meetings, industry forums, OEM conferences, and key customer engagements.
• Ensure all sales and commercial activity is carried out in line with company policy, pricing guidelines, corporate governance, and regulatory requirements.

Qualifications

• Bachelor’s degree in Business Administration, Sales, Marketing, Commerce, or a related field; an MBA or equivalent postgraduate qualification is an added advantage.
• Minimum 7-10 years’ progressive sales experience within the automotive industry, with a documented track record of consistently meeting or exceeding sales targets.
• Proven experience in a senior leadership role such as Brand Manager, Sales Manager, or General Sales Manager, with proven management/team leadership experience.
• Proven experience selling OEM vehicles; experience selling luxury or premium vehicle brands is an added advantage.
• Experience working directly with international OEMs is an added advantage.
• Experience with fleet, corporate, government tender, or institutional sales is an added advantage.
• Hands-on proficiency with CRM and sales pipeline management tools.
• Professional sales or leadership certifications are an added advantage.

Key Competencies

• Sales negotiation and deal-closing
• Brand ownership, strategic and commercial thinking
• Team leadership and coaching
• OEM relationship management and premium vehicle product knowledge
• Market research and competitive intelligence
• Cross-functional collaboration, particularly with Marketing and Aftersales
• Brand presentation and merchandising standards
• Customer relationship management
• Communication and presentation skills
• Analytical thinking and problem solving