Head of Sales - Uganda

Our client is a leading online marketplace connecting buyers and sellers across Africa and is looking for an experienced sales leader to build its offline sales business in Uganda from the ground up.

This is an opportunity to build a new sales operation from zero and turn it into a major growth channel for the Ugandan market. There will be no existing team or ready-made playbook. You will be expected to build the initial team, establish the sales model, deliver the first revenue, and create the structure required to scale across Uganda.

This role is suited to a hands-on, commercially driven leader who is comfortable building rather than inheriting and who enjoys owning both strategy and execution.

Key Responsibilities

• Build and scale the offline sales team from initial recruitment through to a structured, high-performing organization.
• Recruit the first sales agents through personal networks and other effective sourcing channels.
• Establish the team's operating model, including territories, activity standards, routines, KPIs, reporting, and performance expectations.
• Develop onboarding, training, and coaching programmes to ensure agents perform independently and consistently.
• Design and optimize commission and incentive structures to drive performance and retention.
• Develop team leads and introduce management layers as the organization scales.
• Design and implement the end-to-end offline sales process, from prospecting and pitching through to onboarding, retention, and renewals.
• Establish performance tracking and reporting systems that provide real-time visibility and enable early intervention.
• Set clear, ambitious, and data-driven targets and hold the team accountable for delivery.
• Establish quality controls to ensure field activity and sales reporting accurately reflect actual performance.
• Develop, document, and continuously improve the sales playbook to create a scalable model for future market expansion.
• Personally drive initial sales to validate the commercial model and establish the foundation for the team.
• Identify the highest-performing seller segments, categories, and territories and focus resources accordingly.
• Develop and refine the offline sales proposition and pitch for the Ugandan market.
• Build a strong base of customers, references, and referrals to accelerate future growth.
• Monitor revenue, conversion rates, acquisition costs, productivity, and other key commercial metrics.
• Scale the operation while maintaining sales productivity, quality, and cost efficiency.
• Lead geographic expansion into additional cities once the initial model is proven.
• Use performance data and market insights to continuously refine the commercial strategy.
• Provide clear, data-driven reporting on performance, challenges, and opportunities, and act quickly to course-correct.
• Take ownership of overall revenue, team performance, sales costs, and the development of a sustainable offline sales operation.
• What Success Looks Like
• Month 1:
• Product and commercial model fully understood; agent payment structure designed and costed; onboarding and training materials completed; first
• 5–10 agents
• recruited and active in the field.
• Month 3:
• Sales playbook documented and in use; CRM live and used daily; first cohort generating revenue with ramp-up time measured; recruitment pipeline running continuously.
• Month 6:
• Team reaches planned headcount; first team leads promoted; consistent monthly revenue delivered against target; commission model operating within the agreed cost ceiling.
• Month 12:
• A self-sustaining commercial unit with a stable multi-level team, predictable sales pipeline, disciplined collections, consistent revenue delivery, and a costed, evidence-based plan for expansion into additional cities.
• Qualifications & Experience
• Minimum
• 7 years' experience
• in sales and business development roles, with at least
• 3 years in a senior or executive capacity
• .
• Proven experience building sales functions, teams, or markets from scratch.
• 0-to-1 experience is a strong advantage.
• Strong background in FMCG and/or other high-growth, sales-driven industries.
• Proven experience in field sales, territorial management, and distribution networks.
• Demonstrated success developing and executing business strategies that drive revenue growth.
• Experience managing large, multi-functional sales teams.
• Strong commercial acumen and ability to translate strategy into execution with limited resources and infrastructure.
• Excellent leadership, negotiation, communication, and stakeholder management skills.
• Strong analytical and problem-solving capabilities.
• High adaptability and comfort operating in ambiguous, fast-moving environments where processes are still being defined.
• Entrepreneurial mindset with a hands-on approach and willingness to lead from the front.
• Strong understanding of sales KPIs, incentive structures, sales productivity, and cost management.
• How You Work
• Bias for action:
• You prioritize execution and speed, testing, learning, and improving rather than over-planning.
• Data-driven:
• You are confident working with targets, conversion rates, cost per sale, productivity, and other commercial metrics and use them to drive daily decisions.
• Lead by example:
• You are willing to work alongside your team in the field and build processes before delegating them.
• High ownership:
• You operate independently, take initiative, and make decisions without requiring constant direction.
• Accountable and transparent:
• You take ownership of results, communicate challenges openly, and act quickly when performance is below expectations.
• What the Client Provides
• Competitive base salary and performance-based bonus.
• Direct access to senior leadership and a fast decision-making environment.
• Marketing support and budget, planned collaboratively with the role holder.
• Existing online demand to support offline growth.
• Support from regional teams on product, analytics, and reporting.
• Opportunity to lead and grow a significantly larger team as the Uganda operation scales.
• How to Apply
• Interested candidates should submit their
• updated CV
• for consideration.
• Shortlisted candidates will be contacted.
• Application Deadline: Thursday 12th November 2026
•