About the Role

The Head of Sales will lead the organization's sales and revenue-generation function across Vermi-Farm Initiative's products and services. The role translates Vermi-Farm's value proposition into a practical sales strategy, builds and manages sales pipelines, supports field-based customer acquisition, and ensures commercial activity is tracked accurately.

The role works closely with Operations & Finance to maintain disciplined pricing, collections, reporting, forecasting, and performance management.

What You Will Do

• Own the sales strategy: Develop and implement the sales strategy, targets, territories, channels, and priorities for Vermi-Farm's products and services.
• Build and manage the pipeline: Run a structured pipeline covering farmer products, digital products, financial or wallet-linked services, partnerships, and other approved revenue streams.
• Lead acquisition and conversion: Drive customer acquisition through field teams, Village Champions, partnerships, referrals, digital channels, and other practical channels.
• Set targets and track performance: Set sales targets and performance indicators for sales staff and field-facing commercial teams, and monitor results against them.
• Standardize how we sell: Develop sales processes, scripts, product messaging, follow-up workflows, and conversion practices that teams can use consistently.
• Align with Operations & Finance: Align sales plans with stock, service capacity, pricing, payment terms, collections, budgets, and cash-flow considerations.
• Keep accurate sales records: Ensure leads, prospects, customers, orders, payments, and follow-ups are captured in the appropriate systems.
• Analyze and improve: Analyze sales performance, acquisition costs, conversion rates, repeat purchases, revenue trends, and channel performance, and use the findings to improve execution.
• Build strategic relationships: Build and maintain relationships with strategic customers, partners, institutions, aggregators, agro-dealers, and other commercial stakeholders.
• Coach the sales team: Coach, coordinate, and support sales personnel and field-based commercial actors, including setting expectations and reviewing performance.
• Work with MEL and Data: Ensure sales data is reliable, traceable, and useful for management decisions and impact reporting.
• Find new market opportunities: Give management practical recommendations on products, pricing, channels, customer segments, and partnerships.
• Support customer retention: Make sure customer feedback, complaints, product experience, and repeat-use patterns reach the relevant teams.
• Forecast and report: Prepare regular sales forecasts, performance reports, pipeline reviews, and management updates for Operations & Finance.
• Sell ethically: Conduct sales activities consistently with Vermi-Farm's values, policies, customer commitments, and applicable requirements.

What Success Looks Like in Year 1

• A clear annual and quarterly sales strategy with measurable targets and defined priorities
• A functioning sales pipeline with reliable lead, conversion, customer, and revenue tracking
• Improved customer acquisition and conversion across priority products and channels
• Regular sales forecasting and performance reporting that Operations & Finance can use for planning
• Better coordination between sales activity, operations capacity, finance, inventory/service availability, and customer commitments
• A stronger sales culture with clear targets, accountability, coaching, and performance reviews
• Evidence of improved retention, repeat purchases, partnership opportunities, or revenue performance
• Sales and customer data accurate enough for management, MEL, and financial reporting

Who We're Looking For

A Bachelor's degree in Business Administration, Sales and Marketing, Commerce, Economics, Agribusiness, Management, or another relevant field is preferred. Professional qualifications in sales, marketing, business development, or related areas are an added advantage.

Three to five years of relevant experience in sales, business development, commercial operations, agribusiness, financial inclusion, technology, FMCG, or a related field

Demonstrated experience managing sales targets, pipelines, customer acquisition, or revenue-generation activities

Strong communication, negotiation, presentation, and relationship-management skills

Practical experience using CRM, sales tracking, spreadsheets, dashboards, or related business systems

Strong numerical and analytical ability, including interpreting sales and financial performance information

Ability to coach and coordinate field-facing teams and hold people accountable to agreed targets

Strong judgment and discipline around pricing, payment terms, collections, and customer commitments

Ability to work across departments and translate commercial priorities into practical field execution

Willingness and ability to travel regularly within Kenya

Familiarity with smallholder agriculture, village-based distribution, financial inclusion, digital wallets, climate-smart agriculture, or rural markets is helpful but not mandatory.

Why This Role Matters

Vermi-Farm Initiative is building an integrated model in which commercial performance and farmer impact must grow together. The Head of Sales will have a direct role in turning products and services into sustainable revenue while protecting customer trust and ensuring growth is operationally and financially responsible, with meaningful room to build the function, develop markets, and strengthen the team.

• Own the sales strategy: Develop and implement the sales strategy, targets, territories, channels, and priorities for Vermi-Farm's products and services.
• Build and manage the pipeline: Run a structured pipeline covering farmer products, digital products, financial or wallet-linked services, partnerships, and other approved revenue streams.
• Lead acquisition and conversion: Drive customer acquisition through field teams, Village Champions, partnerships, referrals, digital channels, and other practical channels.
• Set targets and track performance: Set sales targets and performance indicators for sales staff and field-facing commercial teams, and monitor results against them.
• Standardize how we sell: Develop sales processes, scripts, product messaging, follow-up workflows, and conversion practices that teams can use consistently.
• Align with Operations & Finance: Align sales plans with stock, service capacity, pricing, payment terms, collections, budgets, and cash-flow considerations.
• Keep accurate sales records: Ensure leads, prospects, customers, orders, payments, and follow-ups are captured in the appropriate systems.
• Analyze and improve: Analyze sales performance, acquisition costs, conversion rates, repeat purchases, revenue trends, and channel performance, and use the findings to improve execution.
• Build strategic relationships: Build and maintain relationships with strategic customers, partners, institutions, aggregators, agro-dealers, and other commercial stakeholders.
• Coach the sales team: Coach, coordinate, and support sales personnel and field-based commercial actors, including setting expectations and reviewing performance.
• Work with MEL and Data: Ensure sales data is reliable, traceable, and useful for management decisions and impact reporting.
• Find new market opportunities: Give management practical recommendations on products, pricing, channels, customer segments, and partnerships.
• Support customer retention: Make sure customer feedback, complaints, product experience, and repeat-use patterns reach the relevant teams.
• Forecast and report: Prepare regular sales forecasts, performance reports, pipeline reviews, and management updates for Operations & Finance.
• Sell ethically: Conduct sales activities consistently with Vermi-Farm's values, policies, customer commitments, and applicable requirements.

• Strong communication, negotiation, presentation, and relationship-management skills
• Practical experience using CRM, sales tracking, spreadsheets, dashboards, or related business systems
• Strong numerical and analytical ability, including interpreting sales and financial performance information
• Ability to coach and coordinate field-facing teams and hold people accountable to agreed targets
• Strong judgment and discipline around pricing, payment terms, collections, and customer commitments
• Ability to work across departments and translate commercial priorities into practical field execution

• A Bachelor's degree in Business Administration, Sales and Marketing, Commerce, Economics, Agribusiness, Management, or another relevant field is preferred.
• Professional qualifications in sales, marketing, business development, or related areas are an added advantage.
• Three to five years of relevant experience in sales, business development, commercial operations, agribusiness, financial inclusion, technology, FMCG, or a related field
• Demonstrated experience managing sales targets, pipelines, customer acquisition, or revenue-generation activities
• Willingness and ability to travel regularly within Kenya
• Familiarity with smallholder agriculture, village-based distribution, financial inclusion, digital wallets, climate-smart agriculture, or rural markets is helpful but not mandatory.