Head of Sales & Commercial Operations - Mobility

About the role

You will architect and execute the commercial strategy that defines the future of vehicle financing across East Africa for Mogo Kenya. This role places you at the helm of a high-growth division, responsible for translating market opportunity into scalable, profitable revenue streams. You will lead a national network of over 90 branches, orchestrating a complex ecosystem of motorbike and car logbook loan portfolios with precision and ambition. Your leadership will ensure that commercial growth is not achieved at the expense of asset quality, but is instead driven by disciplined risk management and sustainable unit economics. You will own the full commercial lifecycle, from channel optimization and partner management to forecasting accuracy and operational excellence. This is a position of significant scope, requiring a leader who thrives on operational complexity and strategic clarity. You will establish the frameworks, systems, and culture that enable the business to scale efficiently while maintaining rigorous control over performance and risk.

Key facts

What you'll do

• Architect the end-to-end sales strategy for motorbike and car logbook financing products, defining value propositions and go-to-market approaches.
• Design and implement a performance management framework for a large, dispersed sales force, aligning daily activities with strategic commercial objectives.
• Spearhead the expansion of the physical branch network, identifying high-potential markets and optimizing origination channels through structured dealer and agent partnerships.
• Partner with IT and business analysis teams to diagnose friction points and refine automated processes within the internal ERP system, enhancing accuracy and speed.
• Own the oversight of inventory management, logistics, and sales operations, ensuring the efficient flow of assets from origination to recovery.
• Establish and enforce credit policies that balance aggressive growth targets with robust credit risk management and stringent asset quality standards.
• Develop standardized frameworks for sales reporting, forecasting, and performance monitoring, providing actionable insights to executive stakeholders.
• Lead the governance of asset valuation, maintenance, and recovery processes, implementing best practices that safeguard profitability and liquidity.
• Define the commercial operating model, clarifying roles, responsibilities, and workflows across a geographically distributed organization.
• Drive the adoption of data-driven decision making, equipping teams with the insights and tools needed to optimize performance at every touchpoint.
• Collaborate closely with legal and compliance functions to ensure all commercial activities adhere to regulatory requirements and corporate standards.
• Identify and evaluate new commercial opportunities, assessing their viability, potential return, and alignment with long-term strategic goals.
• Build and maintain strong relationships with key external partners, including dealers, agents, and industry stakeholders, to foster collaboration and trust.
• Champion a culture of continuous improvement, encouraging feedback, experimentation, and accountability across all levels of the sales organization.

Requirements

• Hold a Bachelor degree in Engineering, Marketing, Business Administration, Operations, or a related discipline, demonstrating a foundational understanding of commercial and technical principles.
• Bring a minimum of 6 years of experience in commercial operations, distribution, or asset-backed lending, with a proven track record of navigating complex financial environments.
• Possess at least 3 years of experience managing large, geographically spread sales teams, showing capacity to lead, motivate, and develop talent across diverse locations.
• Demonstrate a clear history of scaling multi-branch networks, including the ability to set targets, monitor performance, and achieve aggressive sales targets consistently.
• Show a strong ability to translate complex data into operational decisions, using analytical rigor to solve problems and uncover opportunities.
• Exhibit fluency in the use of ERP systems, with hands-on experience in managing or interfacing with enterprise resource planning platforms.
• Have a strong grasp of sales performance reporting, including the ability to interpret metrics, diagnose trends, and communicate findings to senior leadership.
• Bring expertise in data analysis, using quantitative methods to evaluate performance, forecast outcomes, and guide strategic choices.
• Show a deep understanding of commercial risk management, including the ability to identify, assess, and mitigate risks across the loan lifecycle.
• Have experience with inventory and logistics oversight, ensuring that asset movement is efficient, secure, and aligned with commercial goals.
• Demonstrate a commitment to maintaining the highest standards of ethics, compliance, and corporate governance in all commercial activities.
• Show resilience and adaptability, thriving in a fast-paced, dynamic environment where priorities evolve and ambiguity is common.
• Communicate effectively, both in writing and verbally, with the ability to influence stakeholders at all levels of the organization.
• Collaborate effectively within cross-functional teams, building trust and alignment with colleagues in sales, operations, finance, and support functions.

Practical notes

• Compensation includes a performance-based bonus structure.
• The package provides health insurance, a housing allowance, and periodic flights to your home country.
• Relocation assistance is provided, including visa support and flights.