Sales Manager - Market Place & Affordable Housing

The Sales Manager is accountable for the delivery of all sales targets across the affordable housing and marketplace portfolios within HFDI. The role leads two Team Leaders (Regional – Affordable Housing and Marketplace), two Outreach Officers (Agents/Branches/Partnerships and Activations), and, through them, a field force of up to twenty Property Advisors. The Sales Manager translates the annual business plan into monthly activity targets, drives CRM discipline, manages the national activations programme, and builds the institutional and agency partnership network required to sustain a high-volume lead pipeline.

Key Responsibilities

• Own and deliver the monthly and annual unit sales target (offer letters signed and TPS/sale agreements executed) across both the affordable housing and marketplace portfolios.
• Lead, coach, and performance-manage the two Team Leaders and two Outreach Officers; conduct weekly pipeline reviews and monthly one-to-one performance conversations.
• Design and implement the national sales and activations calendar in collaboration with the Outreach Officer – Activations and the marketing department.
• Build and maintain the national institutional and agency partnership network through the Outreach Officer – Agents/Branches/Partnerships, targeting SACCOs, employers, estate agents, and county referral networks.
• Oversee CRM data quality across all Property Advisors; escalate compliance issues immediately.
• Submit the weekly national sales pipeline report to the Head – Digital Property Business every end of week.
• Manage the recruitment, onboarding, and performance exit of Property Advisors in coordination with HR.
• Drive cross-group synergies by embedding HFC Bank accounts, mortgage pre-qualification, and HFBI insurance cross-sell into all sales interactions.
• Ensure all KYC and AML requirements are met across the team’s client records.
• Represent HFDI at national housing events, government engagements, and developer forums.
• Monitor the marketplace portfolio and ensure each Marketplace Team Leader maintains a portfolio under active sales management valued at a minimum of Kes 1 billion.
• Ensure compliance with EARB regulations, HF Group policies, and the code of conduct across all team activities.
• Prepare and present monthly sales performance reports to the Head – Digital Property Business.
• Embed a culture of accountability, data accuracy, and continuous improvement across the sales team.

Key Principal Outputs for this Role

• Monthly unit sales targets achieved across affordable housing and marketplace portfolios.
• Weekly national pipeline report submitted every Monday.
• National activations calendar published and executed monthly.
• Institutional and agency MOU targets met in line with national partnership goals.
• 100% CRM data quality maintained across the sales team.
• Documented coaching records and performance plans for all direct reports.
• High team productivity and morale reflected in NPS scores above 70%.
• Satisfactory audit rating maintained.

Key Academic Qualifications

• Bachelor’s Degree in Business, Sales, Real Estate, Marketing, or a related field.
• Membership or willingness to attain membership in the Estate Agents Registration Board (EARB).
• Proficient in CRM software and Microsoft Office Suite (Outlook, Word, PowerPoint, Excel).
• Mobile-first working style; comfortable with CRM apps, WhatsApp Business, and digital reporting tools.
• Valid driving licence.

Experience

• Minimum 8 years of experience in field sales or commercial roles, with at least 3 years in a sales management or team leadership position.
• Demonstrated track record of managing a multi-team field sales force to exceed collective targets.
• Experience in real estate, banking, insurance, FMCG, or other high-volume sales environments.
• Strong network of institutional partners (SACCOs, employers, estate agents) and county-level contacts.
• Experience in CRM system administration and pipeline management at a team or national level.

• Commercial Leadership: drives team performance through clear target-setting, rigorous pipeline management, and consequence management.
• Strategic Planning: translates annual targets into weekly activity plans with measurable milestones.
• People Development: coaches, mentors, and builds capability in Team Leaders and Outreach Officers.
• Partnership Building: skilled at identifying, negotiating, and activating institutional sales channels.
• CRM Discipline: champions data accuracy and real-time reporting as non-negotiable standards.
• Communication: clear, confident communicator with internal leadership and external institutional partners.
• Results Orientation: persistent focus on conversion rates, pipeline velocity, and target attainment.
• Compliance Awareness: strong understanding of KYC, AML, and EARB regulatory requirements.