Head of Sales

Role overview

Peach Cars KE is hiring a Head of Sales for its Nairobi operation. This role is responsible for setting the nationwide sales direction, delivering execution, and driving the company’s growth agenda to expand vehicle sales, improve commercial outcomes, and raise the customer experience across all sales touchpoints and locations.

The position blends strategic leadership, day-to-day operational oversight, system and process design, and commercial testing so the sales function can scale in a disciplined and sustainable way. It works closely with Marketing, Customer Operations, Product, Finance, Inspection, Fleet, and leadership teams to support revenue growth, operational quality, and ongoing improvement across the customer buying journey.

Key responsibilities

The Head of Sales will be expected to lead and own the following areas:

• Work with country leadership to shape and implement the sales strategy for the market, ensuring it supports the wider growth and commercial plan.
• Create annual, quarterly, and monthly sales plans with defined targets, KPIs, ownership, and execution priorities.
• Design, refine, and scale sales team structures, role clarity, and accountability systems to improve effectiveness.
• Set and improve commercial levers such as pricing, take-rate, vehicle category strategy, compensation, and channel mix.
• Build forecasting and reporting frameworks for commercial performance measures including units sold, conversion, GMV, take rate, and profitability.
• Use market trends, customer behavior, operational realities, and business data to sharpen strategy and prioritization.
• Develop scalable sales systems, SOPs, workflows, and governance across all locations.
• Standardize customer journeys, sales processes, escalation routes, and execution practices to improve consistency and speed.
• Work with Product and IT to strengthen CRM adoption, reporting visibility, tooling, and workflow automation.
• Put in place performance management routines such as KPI tracking, review cycles, coaching structures, and accountability mechanisms.
• Identify bottlenecks and implement process improvements that lift conversion, turnaround time, quality, and customer experience.
• Ensure the sales function remains scalable, disciplined, and aligned with wider company systems.
• Run daily sales operations across all locations to deliver monthly, quarterly, and annual targets.
• Coach Sales Managers and team leads through reviews, one-on-ones, pipeline sessions, and operational check-ins.
• Drive strong performance through data-led decisions, clear ownership, and disciplined follow-through.
• Track sales metrics every day and step in quickly to resolve execution gaps, risks, or slowdowns.
• Maintain high standards for customer engagement, sales quality, SOP compliance, and overall governance.
• Coordinate with Marketing, Customer Operations, Inspection, Fleet, Finance, and Sales Administration for smooth end-to-end delivery.
• Lead hiring, onboarding, capability building, succession planning, and performance management within the sales team.
• Run structured experiments to improve growth, acquisition, conversion, and retention.
• Assess new opportunities such as new vehicle classes, financing models, partnerships, and alternative channels.
• Promote a culture of testing, learning, and continuous commercial improvement.
• Partner with Marketing, Growth, and Product to raise lead quality, conversion efficiency, and customer lifetime value.
• Study market movement, customer behavior, and competition to identify expansion and differentiation opportunities.
• Scale successful pilots, experiments, and growth initiatives across the business.
• Contribute as a member of the country leadership team on strategy, planning, and organizational development.
• Own sales budgeting, forecasting, resource allocation, and commercial planning in line with company goals.
• Participate in company OKRs, leadership reviews, and strategic planning forums.
• Build strong cross-functional relationships so Sales stays aligned with other business units.
• Create a high-performance culture rooted in accountability, collaboration, ownership, and improvement.
• Represent the sales function in executive meetings, strategic reviews, and external stakeholder interactions when needed.

Requirements

• At least 7 years of experience leading and growing strong sales organizations, ideally in a high-growth, retail, marketplace, automotive, or startup setting.
• Demonstrated ability to build and manage disciplined sales teams that deliver measurable commercial results.
• Proven success in revenue growth, sales process improvement, and execution of commercial strategy.
• Experience leading cross-functional work and handling complex stakeholder relationships.
• Strong analytical ability and comfort making decisions from data.
• Ability to work well in fast-moving, uncertain, and changing environments.
• Experience creating and rolling out scalable systems, SOPs, and performance management frameworks.
• Strong leadership and coaching skills, with a track record of developing high-performing teams.
• Exposure to automotive, mobility, marketplace, fintech, or consumer-facing businesses is an advantage.
• Experience scaling operations across multiple branches or geographies is an advantage.
• Background in growth experimentation and commercial innovation is an advantage.
• Familiarity with CRM platforms, sales analytics tools, and operational dashboards is an advantage.

Competencies and behavioral fit

• Ability to turn commercial goals into practical strategies and measurable outcomes.
• Strong capability in designing scalable systems, workflows, and SOPs.
• Ability to build accountability, coach leaders, and raise team performance.
• Skilled in interpreting commercial data and using it to guide decisions.
• Strong execution discipline and attention to operational detail.
• Ability to align different stakeholders around shared goals.
• Ownership mindset with strong follow-through.
• Collaborative approach to working across teams.
• Comfort with ambiguity and complex challenges.
• Curiosity and a willingness to test ideas rigorously.
• Supportive leadership style with high standards.
• Focus on continuous improvement in systems, execution, and customer experience.

Success measures in the first 6–12 months

• Monthly sales targets are consistently met and scaled across all locations.
• Take rate, conversion, and commercial efficiency improve.
• Sales execution is standardized and operationally disciplined across branches.
• Sales systems, SOPs, and performance frameworks are adopted effectively.
• Sales data visibility and reporting usage improve.
• Growth experiments and scalable commercial initiatives are successfully implemented.
• The sales organization becomes more accountable, high-performing, and customer-focused.

Additional information

Department: Sales

Location: Nairobi