General Manager, Mountain Region

Role purpose:

The General Manager, Mountain Region, is accountable for driving the overall commercial performance and long-term growth of the business within the assigned region. This role develops and executes localized strategies and business plans aligned to the broader organizational objectives, ensuring the delivery of revenue targets, market share growth, and subscriber performance metrics including gross additions, churn reduction, and net adds.

The role is responsible for establishing, managing, and strengthening strategic partnerships and stakeholder engagements across the region, ensuring the effective execution of Joint Business Plans that support the achievement of the regional mission. A key focus is on expanding and optimizing the distribution infrastructure by forging strong relationships with distributors, dealers, and other ecosystem partners to improve product availability, customer reach, and service excellence.

The General Manager Mountain Region embeds a robust route-to-customer (RTC) model, ensuring efficient and scalable market coverage while continuously enhancing customer acquisition and retention strategies. Through the execution of front-line marketing initiatives and localized campaigns, the role ensures consistent growth in market share and reinforces the organization’s competitive positioning by building and sustaining a strong competitor footprint within the region.

In addition, the role provides strategic and operational leadership across a diverse portfolio that includes sales, marketing, emerging markets, Financial services, Fixed business, technology and human resources. It ensures cross-functional alignment and collaboration to deliver integrated business outcomes, drive operational excellence, and build high-performing teams.

The role also embeds a strong safety culture that proactively minimizes incidents, driven by high levels of awareness, clear accountability, and consistent adherence to established safety protocols.

The role also has an accountability for Risk, Governance & Control Ownership, to embed and maintain effective risk, governance, compliance, and control practices within the function by proactively identifying and mitigating operational, regulatory, financial, people, technology, and reputational risks. Ensure adherence to internal policies, regulatory requirements, audit actions, and enterprise governance frameworks while driving accountability, ethical practices, and a strong controls environment across all areas of responsibility.

Ultimately, the General Manager, Mountain Region, is responsible for translating strategy into execution, leveraging data-driven insights, and fostering a performance-driven culture to deliver sustainable business growth and a strong market presence within the region.

Responsibilities

Regional Business Development, Strategy & Execution

Develop and implement a localized regional strategy aligned with overall business objectives

Translate national targets into actionable regional plans

Drive penetration of 4G+ in trade.

Continuously assess market dynamics to refine strategies

Leverage on intelligence to deliver segmented propositions and care to drive customer consideration and satisfaction.

Align regional priorities with commercial goals

Track and monitor performance against strategic objectives

Adjust plans proactively based on performance insights

Collaboration with all business units to deliver care & commercial growth.

Business Planning & Performance Management

Lead the development of comprehensive regional business plans

Set and cascade clear performance targets across teams

Monitor revenue, subscriber, and market share performance

Drive accountability for delivery of KPIs across the region

Conduct regular business reviews and performance tracking

Implement corrective actions to address performance gaps

Ensure disciplined execution of commercial plans

Partnership & Stakeholder Management

Build and maintain strong relationships with key regional partners

Develop and execute Joint Business Plans (JBPs) with partners

Align partner objectives with organizational goals

Identify and onboard new strategic partners

Manage partner performance and drive accountability

Resolve escalations and strengthen collaboration

Leverage partnerships to unlock growth opportunities

Distribution, Network Expansion & Optimization

Expand and strengthen partner distribution infrastructure to ring-fence our competitive advantage and growth

Reposition the distribution model to effectively and efficiently deliver micro segment.

Identify underserved areas and improve coverage

Optimize distributor and parter performance

Ensure availability of products and services across channels

Improve efficiency of distribution operations

Monitor stock levels and reduce stock-outs

Drive scalability of distribution models

Route-to-Customer (RTC) Management

Embed Digital First Intelligent last-mile delivery and service accessibility

Drive adoption of Digital Sales tools & platforms to drive efficiency and effectiveness in trade, franchise, Retail and Agent networks

Secure by design (Risk, compliance, governance and control) in the journeys for the partners and trade ecosystem.

Drive hyper-personalized journeys, smart selling and automated operations and real-time insights that boost sales efficiency, experience and growth.

Embed effective route-to-customer strategies within the region

Deliver & embed Retail as experiential centres that drive customer interaction across multiple products and solutions.

Ensure optimal channel mix and coverage

Standardize RTC processes across the region

Continuously enhance channel productivity

Leverage data to optimize customer access points

Monitor RTC effectiveness and make improvements

Sales Growth & Subscriber Performance

Deliver Converged & Fintech solutions to drive Customer value

Achieve Merchants & Fixed Customer growth & revenue.

Deliver regional sales and revenue targets

Drive subscriber gross additions through acquisition initiatives

Implement strategies to reduce churn rates

Achieve net subscriber growth targets

Monitor sales funnel and conversion rates

Identify and capitalize on upsell and cross-sell opportunities

Ensure consistent pipeline of customer acquisition

Market Share Growth & Competitive Positioning

Strengthen the organization’s market presence in the region

Develop strategies to counter competitor activities

Build a strong competitor footprint and positioning

Track competitor performance and market trends

Identify differentiation opportunities

Drive initiatives to increase market penetration

Ensure sustained growth in market share

Frontline Marketing Execution

Implement localized marketing and promotional activities driven by market intelligence

Strengthen and enforce internal controls & governance in customer marketing operations.

Drive customer acquisition through targeted campaigns

Ensure brand visibility across the region

Align marketing initiatives with sales objectives

Monitor campaign effectiveness and ROI

Adapt campaigns based on market feedback

Support product launches and activations

Cross-Functional Leadership & Alignment

Lead and coordinate activities across sales, marketing, HR, and operations

Ensure alignment of cross-functional priorities

Facilitate collaboration between internal teams

Drive execution of integrated business initiatives

Resolve cross-functional challenges effectively

Promote a unified approach to regional delivery

Ensure consistent communication across stakeholders

Leadership & Talent Development

Coach, mentor, and empower the leadership team to drive strategic excellence, collaboration, and disruptive thinking.

Embed Safety culture by driving awareness, ownership and accountability.

Deliver & embed Agile in Regional Operations to drive shared outcomes across the organization to enable commercial intensity.

Drive diversity, inclusion, and leadership bench strength, ensuring succession readiness for pivotal roles within the function.

Build critical capabilities through targeted hiring and continuous learning programs.

Embed OKRs and a performance-driven culture, aligning incentives to strategic impact, and innovation.

Champion cross-functional collaboration across Safaricom to ensure integrated delivery of products.

Lead change management for major shifts (new operating models, and innovation platforms) with clear narratives, stakeholder engagement, and adoption tracking.

Foster a culture of agility and experimentation, encouraging teams to pilot emerging technologies, new business models, and disruptive solutions.

Model ethical leadership and values, reinforcing integrity, transparency, and responsible innovation in all strategic decisions.

Ensure governance and compliance in all initiatives, safeguarding organizational reputation and stakeholder trust.

Champion adoption of emerging technologies (AI, IoT, cloud, blockchain) to enable disruptive innovation and digital transformation.

Qualifications

Must-have technical / professional qualifications:

Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field

Master’s degree (MBA or equivalent) is an added advantage

Minimum of 8–12 years’ experience in Sales, Distribution, or Commercial roles

Proven experience in leading regional or multi-territory operations

Strong track record of delivering sales growth and market share expansion

Demonstrated experience in managing distributor, dealer, and partner networks

Experience in developing and executing business and commercial strategies

Solid understanding of route-to-market and distribution models

Proven ability to manage and grow subscriber/customer base (acquisition and retention)

Experience in executing frontline marketing and trade activation initiatives

Strong financial acumen with experience in budgeting and performance management

Experience working in cross-functional environments (sales, marketing, HR, operations)

Demonstrated leadership experience with the ability to manage and develop high-performing teams

Strong analytical and problem-solving skills with data-driven decision-making capability

Excellent stakeholder management, negotiation, and relationship-building skills

Minimum qualifications

BA/BSc/HND , MBA/MSc/MA

How to apply

Use the link(s) below to apply on company website.

Integrated Connections & Martech Executive

General Manager, Mountain Region

https://www.myjobmag.co.ke/apply-now/1374779

Similar open roles

• Vice President, Africa Strategy & ExecutionInternational Justice Mission · Nairobi
• Country Director at SightsaversSightsavers · Nairobi
• Regional General Manager - North EasternEquity Bank Kenya · Nairobi
• General Manager, Mountain RegionSAFARICOM · Rest of Kenya
• Submit CVs – Latest Recruitment at Nuclear Power AgencyNuclear Power Agency
• Branch Executive - MombasaCDL Human Resource · Mombasa