Sales Manager- Affordable Housing at HFCB Group Plc

Job Description

About the Role

The Sales Manager – Affordable Housing is accountable for the delivery of all sales targets across the affordable housing and marketplace portfolios within HFCB Properties Limited. The role holder leads two Team Leaders (Regional – Affordable Housing and Marketplace), two Outreach Officers (Agents/Branches/Partnerships and Activations), and, through them, a field force of up to twenty Property Advisors. The Sales Manager – Affordable Housing translates the annual business plan into monthly activity targets, drives CRM discipline, manages the national activations programme, and builds the institutional and agency partnership network required to sustain a high-volume lead pipeline.

Key Accountabilities

• 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 HFCB Insurance cross-sell into all sales interactions.
• Ensure all KYC and AML requirements are met across the team’s client records.
• Represent HFCB Properties Limited 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, HFCB Group Plc’s 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.

Qualifications

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.

Competencies

• 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.