Background

Our client, Victoria Furnitures Limited, is a leading furniture supplier and retailer in Kenya, specializing in office and institutional furniture within the B2B market space, selling to other companies. With a commitment to excellence, innovation, and customer satisfaction, Victoria Furnitures Limited is seeking a dynamic, results-driven, and experienced professional to fill the following position in Nairobi:

HEAD OF SALES

Reporting to the Head of Operations, the incumbent will be responsible for driving revenue growth, expanding market presence, and delivering performance excellence. The role focuses on leading, mentoring, and managing the sales and business development teams, including recruiting, onboarding, training, coaching, and developing team members. The Head of Sales will set and review individual and team Key Performance Indicators (KPIs), provide ongoing feedback and career guidance, resolve conflicts, and foster a high-performance, collaborative culture while developing and executing effective sales strategies to ensure consistent achievement of revenue and growth targets.

Key Responsibilities

• Provide direct leadership and management oversight to Branch Managers and functional supervision of all Sales Executives, while fostering a high-performance, customer-centric, and ethical sales culture.
• Set clear performance expectations, sales targets, KPIs, and behavioral standards, and manage the full performance cycle including reviews, feedback, and Performance Improvement Plans
• Lead in recruitment, onboarding, training, mentoring, and professional development of the sales team to build a skilled and motivated workforce.
• Identify, develop, and pursue new business opportunities across retail, corporate, hospitality, real estate, and institutional markets to drive market penetration and revenue growth.
• Build and maintain strong, long-term relationships with key clients, serve as the primary point of contact for strategic accounts, and ensure high customer satisfaction and retention.
• Drive achievement of sales targets and revenue objectives through effective pipeline management, deal closures, negotiations, and accurate sales forecasting.
• Collaborate closely with Operations, Logistics, and other internal teams to ensure timely and accurate order processing, delivery, and resolution of customer issues.
• Conduct market research, provide customer insights, and support marketing initiatives, promotional campaigns, and brand development efforts.
• Prepare and submit sales performance reports while ensuring full compliance with company policies, pricing guidelines, and CRM record-keeping.

Required Qualifications & Experience

• Bachelor’s Degree in Business Administration, Sales, Marketing, or a related field.
• Minimum of 5 years’ experience in business development, sales, or relationship management.
• Proven track record in achieving and exceeding sales targets.
• Strong understanding of consultative and solution-based selling.
• Excellent negotiation, presentation, and relationship management skills.
• Ability to analyze market data and develop strategic business insights.
• Proficiency in CRM systems and Microsoft Office applications.

Core Skills & Competencies

• Strong leadership and team-building skills with the ability to develop high-performing teams.
• Excellent negotiation, communication, and interpersonal skills.
• Strong communication, interpersonal, stakeholder management, and people management skills.
• Results-oriented mindset with a proven ability to drive revenue growth.
• Strong analytical, problem-solving, and organizational skills.
• High level of integrity, professionalism, and customer focus.
• Ability to work under pressure and manage multiple priorities in a fast-paced environment.

Strongly Preferred

• Previous experience in the furniture industry or related retail/hospitality sectors.
• Demonstrated success in expanding market presence and building strategic client relationships in Kenya.
• Entrepreneurial mindset with a passion for business development and growth.

• Provide direct leadership and management oversight to Branch Managers and functional supervision of all Sales Executives, while fostering a high-performance, customer-centric, and ethical sales culture.
• Set clear performance expectations, sales targets, KPIs, and behavioral standards, and manage the full performance cycle including reviews, feedback, and Performance Improvement Plans
• Lead in recruitment, onboarding, training, mentoring, and professional development of the sales team to build a skilled and motivated workforce.
• Identify, develop, and pursue new business opportunities across retail, corporate, hospitality, real estate, and institutional markets to drive market penetration and revenue growth.
• Build and maintain strong, long-term relationships with key clients, serve as the primary point of contact for strategic accounts, and ensure high customer satisfaction and retention.
• Drive achievement of sales targets and revenue objectives through effective pipeline management, deal closures, negotiations, and accurate sales forecasting.
• Collaborate closely with Operations, Logistics, and other internal teams to ensure timely and accurate order processing, delivery, and resolution of customer issues.
• Conduct market research, provide customer insights, and support marketing initiatives, promotional campaigns, and brand development efforts.
• Prepare and submit sales performance reports while ensuring full compliance with company policies, pricing guidelines, and CRM record-keeping.

• Strong leadership and team-building skills with the ability to develop high-performing teams.
• Excellent negotiation, communication, and interpersonal skills.
• Strong communication, interpersonal, stakeholder management, and people management skills.
• Results-oriented mindset with a proven ability to drive revenue growth.
• Strong analytical, problem-solving, and organizational skills.
• High level of integrity, professionalism, and customer focus.
• Ability to work under pressure and manage multiple priorities in a fast-paced environment.
• Proficiency in CRM systems and Microsoft Office applications.

• Bachelor’s Degree in Business Administration, Sales, Marketing, or a related field.
• Minimum of 5 years’ experience in business development, sales, or relationship management.
• Proven track record in achieving and exceeding sales targets.
• Strong understanding of consultative and solution-based selling.
• Excellent negotiation, presentation, and relationship management skills.
• Ability to analyze market data and develop strategic business insights.
• Proficiency in CRM systems and Microsoft Office applications.
• Previous experience in the furniture industry or related retail/hospitality sectors.
• Demonstrated success in expanding market presence and building strategic client relationships in Kenya.
• Entrepreneurial mindset with a passion for business development and growth.