General Manager, Mountain Region

Safaricom PLC is a leading telecommunications company founded in 1997 and based in Nairobi, Kenya. It provides a wide range of communication services and financial solutions.

This role involves leading the overall commercial performance and long-term growth for Safaricom PLC's Mountain Region. The General Manager will develop and implement localized strategies and business plans that align with broader organizational goals, focusing on achieving revenue targets, increasing market share, and improving subscriber metrics like gross additions, churn reduction, and net adds. A key aspect is establishing and nurturing strategic partnerships and stakeholder engagements to effectively execute Joint Business Plans. The role also focuses on expanding and optimizing distribution infrastructure by building strong relationships with distributors, dealers, and ecosystem partners to enhance product availability, customer reach, and service quality. The General Manager will embed a robust route-to-customer model for efficient market coverage, continuously improving customer acquisition and retention through frontline marketing and localized campaigns to strengthen market share and competitive positioning. Additionally, the role provides strategic and operational leadership across various functions including sales, marketing, emerging markets, financial services, fixed business, technology, and human resources, ensuring cross-functional alignment for integrated business outcomes and high-performing teams.

1. Develop and implement localized regional strategies aligned with overall business objectives.
2. Translate national targets into actionable regional plans and drive 4G+ penetration in trade.
3. Continuously assess market dynamics and leverage intelligence to refine strategies and deliver segmented propositions.
4. Lead the development of comprehensive regional business plans, setting and cascading clear performance targets.
5. Monitor revenue, subscriber, and market share performance, driving accountability for KPIs and implementing corrective actions.
6. Build and maintain strong relationships with key regional partners, developing and executing Joint Business Plans.
7. Identify and onboard new strategic partners, managing their performance and resolving escalations.
8. Expand and strengthen partner distribution infrastructure, repositioning the model for micro-segment delivery.
9. Identify underserved areas, improve coverage, and optimize distributor and partner performance.
10. Embed a Digital First Intelligent last-mile delivery and service accessibility model.
11. Drive adoption of Digital Sales tools and platforms for efficiency in trade, franchise, retail, and agent networks.
12. Ensure security by design (risk, compliance, governance) in partner and trade ecosystem journeys.
13. Drive hyper-personalized journeys, smart selling, automated operations, and real-time insights to boost sales.
14. Deliver and embed retail as experiential centers for customer interaction across multiple products.
15. Achieve merchants and fixed customer growth and revenue, delivering regional sales and revenue targets.
16. Drive subscriber gross additions through acquisition initiatives and implement strategies to reduce churn rates.
17. Strengthen the organization’s market presence, develop strategies to counter competitor activities, and track market trends.
18. Implement localized marketing and promotional activities driven by market intelligence.
19. Strengthen and enforce internal controls and governance in customer marketing operations.
20. Lead and coordinate activities across sales, marketing, HR, and operations, ensuring cross-functional alignment.
21. Coach, mentor, and empower the leadership team to drive strategic excellence and disruptive thinking.
22. Embed a safety culture and Agile in regional operations to drive shared outcomes.
23. Drive diversity, inclusion, and leadership bench strength, ensuring succession readiness.
24. Build critical capabilities through targeted hiring and continuous learning programs.
25. Embed OKRs and a performance-driven culture, aligning incentives to strategic impact and innovation.
26. Champion cross-functional collaboration and lead change management for major shifts.
27. Foster a culture of agility and experimentation, encouraging piloting of emerging technologies.
28. Model ethical leadership and values, reinforcing integrity and transparency.
29. Ensure governance and compliance in all initiatives, safeguarding organizational reputation.
30. Champion adoption of emerging technologies (AI, IoT, cloud, blockchain) for disruptive innovation.

1. Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
2. Master’s degree (MBA or equivalent) is an added advantage.
3. Minimum of 8–12 years’ experience in Sales, Distribution, or Commercial roles.
4. Proven experience in leading regional or multi-territory operations.
5. Strong track record of delivering sales growth and market share expansion.
6. Demonstrated experience in managing distributor, dealer, and partner networks.
7. Experience in developing and executing business and commercial strategies.
8. Solid understanding of route-to-market and distribution models.
9. Proven ability to manage and grow subscriber/customer base (acquisition and retention).
10. Experience in executing frontline marketing and trade activation initiatives.
11. Strong financial acumen with experience in budgeting and performance management.
12. Experience working in cross-functional environments (sales, marketing, HR, operations).
13. Demonstrated leadership experience with the ability to manage and develop high-performing teams.
14. Strong analytical and problem-solving skills with data-driven decision-making capability.
15. Excellent stakeholder management, negotiation, and relationship-building skills.