Head of Sales

Job Summary

The Head of Sales is responsible for leading Peach’s country-wide sales strategy, execution, and growth agenda to significantly scale vehicle sales, improve commercial performance, and strengthen customer experience across all sales channels and locations.
This role combines strategic leadership, operational management, systems-building, and commercial experimentation to ensure the Sales organization is structured and equipped to achieve ambitious growth objectives sustainably.
The Head of Sales will work cross-functionally with Marketing, Customer Operations, Product, Finance, Inspection, Fleet, and Leadership teams to drive topline growth, operational excellence, and continuous improvement across the customer sales journey.

Key Responsibilities

Specifically, the Head of Sales at Peach can expect to lead/own the following sales  elements:

Sales Strategy & Commercial Direction

 Partner with Country Leadership to define and execute the country sales strategy aligned with Peach’s broader growth ambitions and commercial objectives
 Develop annual, quarterly, and monthly sales plans with clear targets, KPIs, ownership structures, and execution priorities
 Design and continuously optimize sales organizational structures, role clarity, and accountability frameworks to support scale and operational effectiveness
 Define and refine commercial levers, including pricing approaches, take-rate optimization, vehicle class strategies, compensation structures, and sales channel mix
 Establish performance forecasting and reporting frameworks across key commercial metrics, including units sold, conversion, GMV, take rate, and profitability
 Leverage market insights, customer behavior, operational realities, and business performance data to continuously improve commercial strategy and prioritization

Sales Systems, Processes & Structure Building

 Build and institutionalize scalable sales systems, SOPs, workflows, and governance structures across all locations
 Standardize customer journeys, sales processes, escalation pathways, and operational execution frameworks to improve consistency and efficiency
 Partner with Product and IT teams to improve CRM utilization, reporting visibility, tooling effectiveness, and workflow automation
 Develop structured performance management mechanisms including KPI tracking, review cadences, coaching frameworks, and accountability systems
 Continuously identify operational bottlenecks and implement process improvements that improve conversion, turnaround time, quality, and customer experience
 Ensure the Sales organization remains scalable, operationally disciplined, and aligned with broader company systems and processes

Day-to-Day Sales Leadership & Operational Management

 Lead the day-to-day sales operations across all Peach locations to ensure achievement of monthly, quarterly, and annual commercial targets
 Manage and coach Sales Managers and team leads through regular performance reviews, one-on-ones, pipeline reviews, and operational check-ins
 Drive accountability and high performance through data-driven decision-making, structured follow-through, and clear execution ownership
 Monitor sales performance metrics daily and proactively intervene to address execution gaps, operational risks, or performance bottlenecks
 Ensure high standards of customer engagement, sales quality, SOP adherence, and compliance across the Sales organization
 Coordinate closely with Marketing, Customer Operations, Inspection, Fleet, Finance, and Sales Administration teams to ensure seamless execution across the customer journey
 Lead recruitment, onboarding, capability-building, succession planning, and performance management initiatives within the Sales team

Sales Growth, Innovation & Experimentation

 Drive structured experimentation initiatives aimed at improving sales growth, customer acquisition, conversion, and retention
 Identify and evaluate new commercial opportunities including new vehicle classes, financing models, partnerships, and alternative sales channels
 Foster a culture of hypothesis-driven testing, continuous improvement, and commercial innovation within the Sales organization
 Work closely with Marketing, Growth, and Product teams to improve lead quality, conversion efficiency, and customer lifetime value
 Analyze market trends, customer behavior, and competitive dynamics to identify opportunities for expansion and differentiation
 Lead implementation and scaling of successful pilots, experiments, and growth initiatives across the business

Leadership, Governance & Business Management

 Serve as a key member of the country leadership team contributing to broader business strategy, operational planning, and organizational development
 Own sales budgeting, forecasting, resource allocation, and commercial performance planning in line with company objectives
 Contribute to company-wide OKRs, leadership reviews, and strategic planning forums
 Build strong cross-functional relationships to ensure alignment between Sales and other core business units
 Foster a high-performance culture grounded in accountability, collaboration, ownership, and continuous improvement
 Represent the Sales function in executive discussions, strategic reviews, and external stakeholder engagements where required.

Skills, Knowledge and Expertise

Need to haves…

7+ years of experience leading and scaling high-performing sales organizations, preferably within a high-growth, retail, marketplace, automotive, or startup environment
Strong experience building and managing operationally disciplined sales teams with measurable commercial outcomes
Proven track record of driving revenue growth, sales process optimization, and commercial strategy execution
Experience leading cross-functional initiatives and managing complex stakeholder relationships
Strong analytical and data-driven decision-making capability
Demonstrated ability to operate effectively in fast-paced, ambiguous, and evolving business environments
Experience designing and implementing scalable systems, SOPs, and performance management frameworks
Strong people leadership and coaching capability with experience developing high-performing teams

Nice to haves…

Experience within automotive, mobility, marketplace, fintech, or consumer-facing industries
Experience scaling multi-branch or geographically distributed commercial operations
Exposure to growth experimentation and commercial innovation initiatives
Familiarity with CRM systems, sales analytics tools, and operational dashboards

Competencies

Commercial Strategy & Execution: Ability to translate business goals into actionable commercial strategies and measurable outcomes
Systems & Process Development: Strong capability in building scalable operational systems, workflows, and SOPs
People Leadership & Performance Management: Ability to build accountability, coach leaders, and drive high performance
Data & Analytical Thinking: Ability to interpret commercial data and use insights to drive strategic and operational decisions
Operational Excellence: Strong execution capability with attention to detail and process discipline
Cross-Functional Collaboration: Ability to align diverse stakeholders toward shared business goals

Attitudes & Behavior

Ownership Mindset: Takes full accountability for outcomes and follows through to completion
Highly Collaborative: Builds strong partnerships and works effectively across teams
Courageous & Resilient: Thrives in ambiguity and embraces complex challenges
Curious & Experimentative: Questions assumptions, tests ideas rigorously, and embraces learning
Supportive Leader: Coaches and develops team members while maintaining high standards
Continuous Improvement Orientation: Constantly identifies opportunities to improve systems, execution, and customer experience

What Success Looks Like

Within the first 6–12 months, success in this role includes:

Consistent achievement and scaling of monthly sales targets across all locations
Improved take rates, conversion metrics, and overall commercial efficiency
Strong operational discipline and standardized sales execution across branches
High adoption and effectiveness of sales systems, SOPs, and performance frameworks
Improved visibility and utilization of sales performance data and reporting
Successful implementation of growth experiments and scalable commercial initiatives
Development of a high-performing, accountable, and customer-centric Sales organization.

Apply Through:

careers.peachcars.co.ke