Product Manager

Role Purpose:

• Drive JCL's product and digital channel strategy from concept to commercial results — owning the full acquisition funnel, shaping the product roadmap, and leading a high-performance team to scale disbursements to KES 80 million per month.

KEY PERFORMANCE TARGETS

• Monthly Disbursements - KES 80 million
• Sales Productivity - KES 1 million per salesperson per month
• Digital Channel Contribution - Increasing; tracked monthly
• Funnel Conversion Rate - Defined and improving quarter-on-quarter

What You Will Do

• You will own end-to-end product and digital sales outcomes. Your responsibilities span strategy, execution, and people leadership. 

Product Strategy & Roadmap

• Define and own the product roadmap with a clear prioritisation framework tied to acquisition, conversion, and profitability 
• Translate customer insights, market trends, and competitor intelligence into actionable product improvements 
• Lead the enhancement of loan products to better serve civil servants and salaried employees 
• Work closely with credit and risk teams to balance product attractiveness with portfolio quality 

Digital Channel Ownership

• Drive strategy for JCL's AI-powered digital platform, USSD channel, and emerging digital acquisition funnels 
• Design, test, and optimise digital onboarding and conversion journeys — from lead generation to loan disbursement 
• Use data and analytics to monitor funnel performance and make rapid, evidence-based improvements 
• Manage CRM systems to ensure accurate, real-time tracking of customer interactions and pipeline health 

Sales Leadership

• Provide strategic leadership across the sales team (Sales Associates, Team Leaders, Regional Coordinators) 
• Set clear KPIs, hold teams accountable, and build a culture where good enough is never enough 
• Recruit, develop, and retain top sales talent; build depth and succession in the team 
• Develop employer partnerships and referral networks to compound inbound acquisition 

Cross-functional Collaboration

• Align product, sales, and digital initiatives with credit, compliance, marketing, ICT, and finance teams 
• Ensure all products and campaigns meet regulatory requirements and JCL's internal standards 
• Represent the voice of the customer in internal decision-making forums 

Who We Are Looking For

Technical Qualifications

• Bachelor’s degree in finance, Business, Marketing, or a related discipline 
• Minimum 5 years of progressive leadership experience, ideally within a top-tier microfinance, bank, or fintech 
• Demonstrated experience and success  with digital financial products; civil servant or payroll lending experience is a strong advantage 
• Proficiency in CRM systems, data analytics tools, and digital acquisition platforms 
• Additional professional qualifications (CPA, ACCA, MBA, or equivalent) are an advantage 

The Person

Beyond credentials, we are looking for specific qualities that define how you work: 

• Clarity of thinking — you cut through noise, define priorities sharply, and communicate with precision 
• Integrity — you do the right thing, even when it is difficult or inconvenient; your word is your bond 
• A hunger for hard problems — you are energised by complexity and do not flinch from ambitious targets 
• Accountability — you own outcomes, not just activities; you hold yourself to the same standard you hold others 
• Commercial instinct — you understand the unit economics of lending and connect product decisions to business results 
• Collaborative leadership — you bring teams with you, earn trust across functions, and develop the people around you