Head of Growth

Role Overview

You will own the ground-level engine that drives retail customer acquisition in Kenya’s informal transport and community networks. Your days will be split between coordinating field recruiters, refining market-entry playbooks, and overseeing the performance of the agents who sign up and support new subscribers. This role sits at the centre of the company’s growth plan, converting a phased Nairobi pilot into a national distribution network while protecting the quality of every customer interaction.

Key Responsibilities

• Lead the phased recruitment of Community Trust Agents (with a focus on boda and market leadership) and Retail Footfall Agents, timing hires to the pilot, Nairobi scale-up, and national expansion milestones.
• Manage and grow the Brand Ambassador team, assigning them to specific sites, setting weekly recruitment targets, coaching for performance, and holding them accountable through structured reviews.
• Build repeatable, documented playbooks for launching new boda stages, market clusters, and geographic zones so the network can scale beyond Nairobi without losing pace or consistency.
• Take direct ownership of the retail business’s commercial targets, including active subscriber counts, new sign-ups, and net revenue performance against the agreed business case.
• Monitor activation quality by tracking 7-day payment conversion, reviewing customer complaints, and auditing the accuracy of product information shared by agents during sign-up conversations.
• Own the full agent lifecycle from onboarding to daily support: developing training materials, managing sign-up agreements, establishing a responsive support channel, and setting clear claims-handling standards that protect both customers and the brand.
• Partner with product, underwriting, and claims teams to translate field insights into concrete improvements in product design, pricing, and process.
• Anticipate staffing and operational bottlenecks as the network multiplies, adjusting recruitment plans and ambassador capacity ahead of demand.

Requirements & Qualifications

• Bachelor’s degree in Business Administration, Commerce, Marketing, Sales, Finance, Economics, or a closely related discipline.
• A postgraduate qualification or recognised professional certification in sales or marketing is an advantage.
• At least 7 years of progressively responsible experience in sales, business development, distribution, or growth functions.
• A minimum of 3 years managing field sales teams, agent networks, or distributed sales channels in a leadership capacity.
• Proven ability to set targets, coach field staff, and use performance data to drive recruitment outcomes.
• Comfort operating in fast-moving, informal retail environments, including direct experience with boda stages or market-based distribution.
• Strong stakeholder management skills, with the ability to translate on-the-ground feedback into actionable recommendations for product and operations teams.
• Excellent written and verbal communication skills, especially when producing training materials and standard operating procedures for field teams.