Role Purpose

The Field Sales Lead will lead field-based sales execution for the Lease-to-Own driver programme, driving direct, on-the-ground engagement and team performance across an assigned territory.

The role will be responsible for driving revenue and market growth by leading a team of field sales executives who generate and convert leads for the Lease-to-Own driver programme at boda boda stages, matatu termini, and other high-traffic locations.

This role combines hands-on field selling, team leadership, territory management, and route-to-market execution.

Key Responsibilities

Team Leadership & Territory Management

• Lead, coach, and performance-manage a team of field sales executives across an assigned territory.
  
• Own the territory’s sales targets, including driver sign-ups, lead conversion, and pipeline retention for the Lease-to-Own programme.
  
• Design and execute daily and weekly journey plans (beat plans) to maximise coverage of boda boda stages, matatu termini, and other high-traffic locations.
  
• Conduct regular field visits and joint calls to observe sales representatives, provide on-the-spot coaching, and reinforce selling standards.

Lead Generation & Conversion

• Build and maintain relationships with boda boda associations, matatu SACCOs, and other channel partners within the assigned territory.
  
• Coordinate with the Digital & Social Media team to align on-the-ground recruitment drives with digital lead-generation campaigns.
  
• Monitor competitor activity and market trends within the territory and provide relevant insights to sales and marketing leadership.
  
• Support the team in identifying and converting qualified prospective drivers into Lease-to-Own customers.

Reporting & Compliance

• Track and report daily and weekly sales performance, funnel health, and territory execution metrics through the CRM.
  
• Ensure adherence to Lease-to-Own pricing, eligibility, and onboarding guidelines in the field.
  
• Manage territory budgets, incentive schemes, and expense approvals in line with company policies and procedures.
  
• Maintain accurate and timely sales and customer records.

Team Development

• Recruit, onboard, and train new field sales hires.
  
• Identify high-performing team members and support their development and progression.
  
• Provide ongoing coaching and feedback to improve individual and team performance.
  
• Partner with Operations to resolve vehicle availability and handover issues affecting sales.

Performance Metrics

Success in this role will be measured through:

• Driver sign-ups and lead conversion rate against territory targets.
  
• Team productivity and beat-plan adherence.
  
• Territory revenue and Lease-to-Own pipeline health.
  
• Field team retention and coaching effectiveness.
  
• CRM reporting accuracy and timeliness.
  

Requirements

• Bachelor’s degree or diploma in Business, Sales, Marketing, or a related field.
  
• 3–6 years of progressive field sales experience, including at least 2 years of experience leading a sales team.
  
• Experience in mobility, fintech, asset financing, or a related sector will be an added advantage.
  
• Proven experience working in a target-driven sales environment.
  
• Experience managing and developing field-based sales teams is highly desirable.

Skills & Competencies

• Strong team leadership, coaching, and performance-management skills.
  
• Strong negotiation and relationship-building skills, particularly with channel partners and community stakeholders.
  
• Data-literate and comfortable using CRM systems and sales dashboards to monitor performance and drive action.
  
• Strong communication and interpersonal skills.
  
• Resilient, self-motivated, and able to work independently in a field-based environment.
  
• Strong territory planning, organisation, and execution skills.
  
• Ability to analyse sales performance and translate insights into practical action plans.
  
• Valid driver’s licence and willingness to travel extensively within the assigned territory.

Benefits