Head of Sales

HEAD OF SALES

Nairobi, Kenya | Full-Time

ROLE SUMMARY

Reports To: General Manager.

Department: Digital & Commercial Print.

Direct Reports: All Account Executives (AEs).

Location: Dunga Close, Industrial Area, Nairobi.

Experience: 8–12 years in B2B sales, with at least 3 years in a team leadership role.

Industry: Printing, packaging, media, advertising, FMCG sales, or related sectors.

ABOUT THE ORGANIZATION.

The organization is one of East Africa's leading printing and packaging companies with notable presence in Digital and Commercial Print. Operating from our facility in Nairobi, we serve a diverse client base spanning corporates, SMEs, agencies, and institutions. Our capabilities include digital short-run printing, variable data printing, wide-format, and a full suite of commercial offset print products.

THE ROLE

We are looking for an ambitious, commercially driven Head of Sales to lead and grow our revenue. This is a senior management role with full ownership of the digital and commercial print sales function — you will set the strategy, manage the team of Account Executives, drive new business, and personally own relationships with key accounts. You will report directly to the General Manager and be a key voice on the leadership team.

KEY RESPONSIBILITIES

• Own and deliver the organization's annual revenue and new business targets.
• Lead, coach, and develop a team of Account Executives, setting KPIs and conducting regular performance reviews.
• Define and execute sales strategy across digital print, commercial print, and emerging product lines including HP Indigo digital printing
• Personally manage and grow a portfolio of key corporate and institutional accounts.
• Drive prospecting and pipeline development across target segments: corporates, agencies, publishers, NGOs, and SMEs.
• Work closely with production and pre-press to ensure client briefs are translated accurately into deliverable specifications.
• Prepare and present weekly and monthly sales reports, forecasts, and pipeline reviews to the GM and CEO.
• Develop pricing strategies and oversee proposal quality across the AE team.
• Monitor competitor activity and market trends, feeding intelligence into the product and pricing strategy.
• Represent the organization at industry events, client meetings, and trade forums.

WHAT WE ARE LOOKING FOR

• Proven track record of meeting or exceeding B2B sales targets at a senior level.
• Experience leading and managing a sales team, with demonstrated ability to coach and motivate.
• Strong commercial acumen — able to read a P&L, understand margin, and price intelligently.
• Excellent presentation, negotiation, and relationship management skills.
• Self-starter with a high-energy, solutions-focused approach.
• Experience in print, packaging, media, or a related manufacturing/services sector is an advantage.
• Familiarity with digital print technology is a plus but not essential — technical training will be provided.
• Degree in Business, Marketing, or a related field; MBA is an advantage.

WHAT WE OFFER

• Competitive base salary commensurate with experience.
• Performance-based commission structure.
• Leadership role in one of East Africa's most respected print businesses.
• Opportunity to build and shape a sales function in a growing, innovative division.
• Access to world-class equipment including East Africa's only HP Indigo B2 digital press.