Reports to:
Board of
Directors

Location:
Nairobi, Kenya

PROFILE INTRODUCTION:

Our client is a well-established, EARB-registered real estate agency
based in Nairobi, with over a decade of real estate experience. The agency
provides residential and commercial property sales, rentals, and property
management services to individual buyers, diaspora clients, first-time
homeowners, and corporate clients, and benefits from a formalized lead pipeline
through an established partnership with a leading architectural firm. With the
founding directors focused on strategic oversight, the business seeks a
results-driven
Head of Agency
to provide consistent day-to-day
leadership, build and retain a high-performing agent team, and drive the
agency's next stage of growth.

DUTIES AND RESPONSIBILITIES:

1. Agency Leadership
& Operational Management

• 
  Provide day-to-day operational leadership of the agency
  with full accountability for performance, service delivery, and execution of
  the business plan
• 
  Establish and enforce structured agency workflows
  covering listings, mandates, viewings, offers, and transaction closure to
  ensure consistency and professionalism across the business
• 
  Safeguard the agency's reputation for trust and
  transparency by upholding the highest standards of client care, disclosure, and
  professional conduct
• 
  Ensure full compliance with EARB requirements and all
  applicable regulatory and statutory obligations governing estate agency
  practice in Kenya
• 
  Champion the adoption of AI-assisted tools and modern
  agency workflows to improve productivity, client experience, and market
  responsiveness

2. Agent Recruitment,
Development & Performance Management

• 
  Recruit, onboard, develop, motivate, and retain a
  capable, incentive-based agent team, with clear evidence of people growing and
  staying under your leadership
• 
  Set individual and collective sales targets, monitor
  performance through regular reviews, and implement structured coaching and
  performance improvement initiatives
• 
  Design and manage commission and incentive structures
  that attract and hold high-performing agents
• 
  Foster a culture of accountability, integrity, and
  continuous learning within the agency team

3. Business
Development & Client Relationship Management

• 
  Develop and execute business development strategies
  targeting clients, developers, landlords, and corporate buyers across the
  Nairobi market
• 
  Leverage an existing warm network of market
  relationships to generate revenue from the outset
• 
  Maximize the agency's proprietary lead pipeline from
  its architectural partnership, converting project-stage leads into sales,
  rental, and management mandates
• 
  Deepen relationships across the agency's four core
  segments, residential sales, rentals, diaspora clients, and developer off-plan
  to grow repeat and referral business
• 
  Position the agency as an integrated property partner
  offering sales capability, property management, and advisory depth, rather than
  a listing service

4. Revenue, Margin
& Pipeline Oversight

• 
  Own the agency's revenue, margin, and commission
  pipeline, driving consistent achievement of monthly, quarterly, and annual
  targets
• 
  Maintain rigorous pipeline visibility from lead
  generation through to completed transaction and fee collection
• 
  Balance growth ambitions with commercial prudence, cost
  discipline, and cash flow management
• 
  Prepare and present regular performance reports to the
  directors, highlighting results, risks, and improvement opportunities

5. Strategic Planning
& Market Intelligence

• 
  Participate in joint strategic planning with the
  directors, translating agreed strategy into operational plans and measurable
  outcomes
• 
  Monitor market dynamics including, developer
  direct-selling trends, infrastructure-driven demand shifts, and diaspora
  investment flows and adapt the agency's positioning accordingly
• 
  Identify growth opportunities in new segments,
  geographies, and service lines, and present data-driven recommendations to the
  directors

KEY COMPETENCIES:

• 
  Leadership & Team Building
• 
  Business Development & Stakeholder Management
• 
  Commercial Acumen & P&L Accountability
• 
  Integrity, Trust & Professional Ethics
• 
  Self-Direction & Entrepreneurial Drive
• 
  Digital & AI Adaptability

Requirements

• 
  Minimum
  8 years
  of verifiable experience in
  Nairobi
  real estate sales, property management, or agency operations
  with
  referable clients, completed transactions, and a name that is known and
  trusted in the market
• 
  Bachelor's degree
  in
  Real Estate, Land
  Economics, Business
  , or a related field is an added advantage; EARB
  registration is desirable
• 
  Demonstrated track record of
  building teams
  ;
  recruiting, developing, motivating, and retaining agents or sales staff, not
  merely supervising them
• 
  An
  active, warm network
  of clients, developers,
  landlords, or corporate buyers in the Nairobi property market, capable of
  generating revenue from the outset
• 
  Prior experience
  running or co-running a business
  ,
  or a senior role with clear P&L accountability
• 
  Depth in one or more of the following segments:
  residential sales, rentals, diaspora clients, or developer off-plan
• 
  An unimpeachable record of professional conduct, any
  history of undisclosed fees, client misrepresentation, or misaligned incentives
  is a disqualifier
• 
  A respected standing within the Nairobi property
  community that clients and agents recognize
• 
  Openness to learning and applying AI-assisted tools and
  modern agency workflows