Location: Nairobi
Job Type: Full time

Reporting to: Head of Sales and Business Development Manager

Job Summary:

We are seeking a dynamic and proactive individual to fill the role of Head of Offline Sales (Cars category). The Head of Offline Sales will play a pivotal role in driving our revenue growth by combining hands-on sales execution with strategic team management. This role involves direct field sales responsibilities, including generating and closing deals, as well as leading and developing a high-performing sales team. The ideal candidate will be a results-oriented leader, a passion for building and managing teams, and a strong drive to achieve sales targets.

Key Responsibilities:

• Meet or exceed the sales revenue target set by the company.
• Ensure continuous sales growth for the team and each individual member of the offline sales team.
• Set individual sales plans for each team member monthly and provide comprehensive support to help them achieve these goals.
• Identify potential car clients and the decision-makers within the car industry; research and build relationships with them.
• On a monthly basis, accompany each field sales agents to the field monitor how they pitch and identify areas that need improvement.
• Assist offline sales agents in closing deals on-site: from lead generation and exploring new markets to closing deals.
• Identify the most common problems faced by offline agents and create a plan to solve them.
• Develop individual improvement plans for underperforming team agents.
• Monitor workflow: conduct calls or geolocation checks in real time at least twice a week to assess the performance of offline sales agents.
• Timely inform the team of all product updates (pricing, packages, discounts, etc.).
• Use the CRM system to review and monitor team sales performance, identify areas for improvement, and create performance metrics for team members.
• Recruit, onboard, and train new members of the offline sales team (maintain a stable number of effective team members at a minimum of 10 sales agents—*effective agent means achieving at least 100% of the target).
• Develop team members through monthly training sessions on sales tactics, client acquisition, and handling negativity and objections (at least one training per month).
• Conduct individual and group training based on identified gaps in product knowledge or as needed.
• Analyze customer feedback and objections to develop successful sales training.
• Track and analyze individual performance against established targets for each team member on a daily, weekly, and monthly basis. Each team member must achieve a minimum of KES 80,000 in sales per month.
• Monitor sales metrics and create weekly reports on sales results and submit them to mid- and senior-level management with analysis and points for improvement (both general and individual reports for each agent).
• Discuss weekly performance results with your team and mid- and senior-level management.
• Conduct performance meetings at the beginning of each month with mid- and senior-level management.

• Any other duty assigned.

Performance Metrics (KPIs) / Success Measured By:

• Achieving monthly sales targets with monthly growth set by the company (overall team target and individual targets of each team member).
• Weekly sales reports are filled out and presented to the Executive Team.
• Constantly attracting new customers to the platform, at least 10 per month.
• Systematic market outreach with agents who have low performance and with newbies.
• Holding weekly meetings with the team to discuss performance results.
• Conducting 1-1 meetings with team members who do not meet KPIs or are at a low level of productivity to identify problems and create an individual development plan with clear deadlines.
• Expanding the number of team agents in Kenya’s largest cities, such as Mombasa and Nakuru (each market should have at least 1 effective agent, 100% achievement of the target).

Who We Are Looking For:

• Bachelor’s degree in a relevant field.
• At least 4 years of relevant experience as a Head of Sales/Team Lead or similar.
• Established professional relationships with car dealers and motor vehicle importers in Kenya.
• Strong sales background.
• Hands-on experience in training and coaching sales teams.
• Strong analytical skills.
• Familiarity with MS Office and Google Workspace.
• Exceptional communication, leadership, and adaptability skills.