Sales Roles at HF Group

Key Responsibilities

• Own and deliver the monthly and annual unit sales target (offer letters signed and TPS/sale agreements executed) across both the affordable housing and marketplace portfolios.

• Lead, coach, and performance-manage the two Team Leaders and two Outreach Officers; conduct weekly pipeline reviews and monthly one-to-one performance conversations.

• Design and implement the national sales and activations calendar in collaboration with the Outreach Officer – Activations and the marketing department.

• Build and maintain the national institutional and agency partnership network through the Outreach Officer – Agents/Branches/Partnerships, targeting SACCOs, employers, estate agents, and county referral networks.

• Oversee CRM data quality across all Property Advisors; escalate compliance issues immediately.

• Submit the weekly national sales pipeline report to the Head – Digital Property Business every end of week.

• Manage the recruitment, onboarding, and performance exit of Property Advisors in coordination with HR.

• Drive cross-group synergies by embedding HFC Bank accounts, mortgage pre-qualification, and HFBI insurance cross-sell into all sales interactions.

• Ensure all KYC and AML requirements are met across the team’s client records.

• Represent HFDI at national housing events, government engagements, and developer forums.

• Monitor the marketplace portfolio and ensure each Marketplace Team Leader maintains a portfolio under active sales management valued at a minimum of Kes 1 billion.

• Ensure compliance with EARB regulations, HF Group policies, and the code of conduct across all team activities.

• Prepare and present monthly sales performance reports to the Head – Digital Property Business.

• Embed a culture of accountability, data accuracy, and continuous improvement across the sales team.

Key Principal Outputs for this Role

• Monthly unit sales targets achieved across affordable housing and marketplace portfolios.

• Weekly national pipeline report submitted every Monday.

• National activations calendar published and executed monthly.

• Institutional and agency MOU targets met in line with national partnership goals.

• 100% CRM data quality maintained across the sales team.

• Documented coaching records and performance plans for all direct reports.

• High team productivity and morale reflected in NPS scores above 70%.

• Satisfactory audit rating maintained.

Key Competencies and Skills

• Commercial Leadership: drives team performance through clear target-setting, rigorous pipeline management, and consequence management.

• Strategic Planning: translates annual targets into weekly activity plans with measurable milestones.

• People Development: coaches, mentors, and builds capability in Team Leaders and Outreach Officers.

• Partnership Building: skilled at identifying, negotiating, and activating institutional sales channels.

• CRM Discipline: champions data accuracy and real-time reporting as non-negotiable standards.

• Communication: clear, confident communicator with internal leadership and external institutional partners.

• Results Orientation: persistent focus on conversion rates, pipeline velocity, and target attainment.

• Compliance Awareness: strong understanding of KYC, AML, and EARB regulatory requirements.

Minimum Qualifications, Knowledge and Experience

Key Academic Qualifications

• Bachelor’s Degree in Business, Sales, Real Estate, Marketing, or a related field.

• Membership or willingness to attain membership in the Estate Agents Registration Board (EARB).

• Proficient in CRM software and Microsoft Office Suite (Outlook, Word, PowerPoint, Excel).

• Mobile-first working style; comfortable with CRM apps, WhatsApp Business, and digital reporting tools.

• Valid driving licence.

Experience

• Minimum 8 years of experience in field sales or commercial roles, with at least 3 years in a sales management or team leadership position.

• Demonstrated track record of managing a multi-team field sales force to exceed collective targets.

• Experience in real estate, banking, insurance, FMCG, or other high-volume sales environments.

• Strong network of institutional partners (SACCOs, employers, estate agents) and county-level contacts.

• Experience in CRM system administration and pipeline management at a team or national level

End Date 8th June 2026

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Principle Accountabilities

• Create systematic and consistent lead generation from project marketing efforts, cold calling, referrals, lead generation services and other forms of media. All engagements to be on the CRM.

• Ensure that all client engagements from prospecting to closure are on the CRM.

• Conduct surveys to identify price of competing properties on the real estate market and relay the same to their supervisor.

• Provide periodic (daily, weekly and monthly) sales reports (client pipeline) to company management on sales operations and generated returns using CRM systems.

• Build and maintain relationships with clients by providing support, information and guidance through the entire customer journey.

• Participate in the promotion of property sales on organized events such as expos, site activations, mall activations among others.

• Follow up and ensure the preparation and approval of documents such as booking forms, offer letters, sale agreements and transfer documents.

• Upload customer payment evidence on the CRM for validation.

• Ensure customer payment plans are followed up and all collections done on time. Achieve 85% compliance to customer payment plans. Issue cancellation notices through the CRM as per policy.

• Ensure all mortgage clients are identified early, their mortgage applications created and tracked centrally.

• Ensure compliance with real estate laws and policies when conducting property sales. Act with high levels of professionalism in all client engagements.

Key Competencies and Skills

• Excellent communication, influencing and negotiating skills.

• Good organization and administrative skills.

• High integrity.

• A strong team player.

• Ability to perform with minimal supervision.

• Ability to adopt a flexible approach to meet targets and the needs of the business.

Minimum Qualifications, Knowledge and Experience

Academic & Professional

• Diploma or Bachelor's Degree in Business Administration, Marketing, or a related field.

• A competent user of the Internet, Microsoft Outlook, Microsoft Word, Microsoft PowerPoint and Microsoft Excel.

Experience

• At least 1 years’ experience working as a Marketer/Sales Executive, in the real estate sector.

• Experience in using customer relationship management tools.

End Date 31st July 2026