Job Openings Head of Sales & Marketing

About the job Head of Sales & Marketing

Our client is a leading credit-only microfinance institution in Kenya, currently executing a strategic transformation into a fully-fledged, deposit-taking bank regulated by the Central Bank of Kenya (CBK). They're currently looking to hire a Head of Sales & Marketing who will provide strategic and operational leadership for revenue growth, customer acquisition, brand development and product innovation across all channels, driving a high-quality loan book and building the customer base, deposit-ready product pipeline and market presence required for the Company's transition into a bank.

Key Duties and Responsibilities

Strategy and Business Growth

  • Develop and execute the annual sales and marketing strategy aligned to the corporate strategy and the banking transition roadmap.
  • Grow the net loan book, disbursement volumes and fee income across logbook loans, title deed loans, check-off loans, asset finance, LPO and import financing.
  • Design the go-to-market plan for future bank products (savings, transactional accounts, deposits) so the Company launches with a ready customer pipeline upon licensing.
  • Identify and open new branches, agencies and partnership channels based on market intelligence and financial viability.

Sales Management

  • Set, cascade and monitor sales targets for regions, branches, relationship officers and digital channels; run monthly performance reviews.
  • Build and enforce a sales governance framework that balances growth with credit quality, ensuring first-payment default and early-arrears indicators remain within risk appetite.
  • Drive cross-selling and customer retention programmes to increase products per customer and repeat borrowing.

Marketing, Brand and Customer Experience

  • Own the marketing budget and calendar; deliver campaigns with measurable return on marketing investment.
  • Reposition the brand for the banking era, ensuring all communication meets CBK consumer-protection and market-conduct standards.
  • Champion customer experience, complaints insights and Net Promoter Score improvement across all touchpoints.

Digital and Product Innovation

  • Grow digital origination (mobile, web, USSD) as a share of total acquisition and reduce cost per acquisition.
  • Lead product research, development, pricing and profitability reviews in liaison with Credit, Risk and Finance.

Leadership and People

  • Recruit, coach and develop a high-performing salesforce; embed a performance and compliance culture.
  • Prepare board and executive committee reports on sales, marketing and market developments.

What Success Looks Like (First 12 Months)

  • Loan book growth: 30% year-on-year growth in net loan book

  • Disbursements: KES 500M in average monthly new disbursements

  • Customer acquisition: 1,500 new active borrowing customers onboarded per month

  • Portfolio quality: First-payment default rate on new sales 2%

  • Product diversification: 3 new products launched, including a board-approved bank-ready (deposit/transactional) pipeline

  • Digital channel share: 40% of loan applications originated digitally

  • Channel expansion: 5 new branches/agency outlets opened, break-even within 12 months

  • Marketing effectiveness: ROMI 5:1; cost per acquisition reduced by 15%

  • Customer experience: NPS 60; CSAT 90%

  • People leadership: 80% of sales staff meeting target; regretted attrition 10%

Qualifications and Experience

  • Bachelor's degree in Marketing, Commerce, Business Administration, Finance or a related field; a Master's degree (MBA) is an added advantage.
  • Professional qualification such as CIM, MSK or equivalent; membership in a relevant professional body.
  • At least 10 years' experience in sales and marketing within banking, microfinance or financial services, 5 of which at senior management level.
  • Demonstrable track record of growing a loan book or revenue line and leading multi-branch or regional sales teams.
  • Working knowledge of CBK prudential and market-conduct requirements, the Data Protection Act and consumer-protection regulations.

Key Competencies

  • Strategic thinking and commercial acumen with strong numerical and analytical skills.

  • Proven leadership, coaching and performance-management capability.

  • Deep understanding of digital marketing, channel economics and product development.

  • Excellent negotiation, communication and stakeholder-management skills.

  • High integrity, results orientation and resilience in a fast-paced environment.




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