Head of Commercial

Responsibilities:

Strategy & Planning: 

• Identify market opportunities at the account level and run a data-driven sales planning process, set smart quotas, and design compelling incentive plans.
• Develop and implement new processes, including new technology applications, that increase efficiency and productivity across the key revenue engines i.e. sales, delivery, customer experience, and product all aimed at  revenue growth.
• Aid in the development of annual commercial plans and support in the development of budgets, annual plans, and OKRs; as well as manage the trickle-down and target allocation with the sales team.

Sales Development & Execution :

• Run the sales engine efficiently and effectively, while delivering actionable insights to the team and enabling disciplined pipeline management and accurate forecasting.
• Provide excellent customer success and post-sale support to improve customer satisfaction and actively gather product insights from market engagement.
• Conduct regular and periodic reviews, develop interventions and guide the team on any iterations to non-performing product lines.
• Collaborate with the marketing team to develop and execute promotional campaigns.
• Ensure effective communication of the company’s value proposition to the market.
• Represent the company at industry events, conferences, and meetings.
• Identify client needs and provide tailored solutions to enhance client satisfaction.
• Oversee contract/deal negotiations and ensure profitable agreements/deals.
• Build and maintain strong relationships with key clients and stakeholders.

Talent Enablement:

• Maximize sales productivity through training, and enablement by equipping the sales team with content and tools that help them succeed.
• Actively collaborate with functional leads to identify and fix existing or developing gaps in revenue development.
• Deploy integrated sales and marketing initiatives focused on driving market product knowledge as well as customer engagement.
• Foster a culture of continuous improvement and professional development.
• Ensure the team is aligned with the company’s values and strategic objectives.

Data & Analytics:

• Establish a robust environment for commercial data that applies advanced analytics and automation to sales.
• Apply business intelligence and internal data insights to guide the development of data-driven sales plans. 

Key Skills and Competences:

• Minimum bachelor's degree in the fields of business, commerce or related.
• At least 5-7 years of experience in a commercial or sales leadership role.
• Proven experience leading high-performing commercial teams and driving business strategies focused on revenue growth.
• Solid commercial acumen with the ability to work with cross-functional teams to deliver on revenue targets through excellent customer experience and best-in-class processes.
• Proficiency in data analysis, strategic planning, and project management is highly valuable in this role.
• Strong communication with the capability to influence business decisions through data-driven insights.
• Entrepreneurial mindset with a proactive approach to identifying opportunities.
• Results-oriented with a strong focus on achieving targets.
• Adaptable and flexible, with the ability to thrive in a dynamic environment.
• Strong ethical standards and integrity.

KPIs to measure success:

• Sales pipeline development of 3X target
• Lead to Deal conversion improvement
• Deal Closure Rate improvement
• Deal to Client ratio improvement
• ARPU Development
• Customer base growth
• Customer Satisfaction score improvement
• Turn around time optimization for recruitment service delivery
• On boarding and training of Sales team
• CRM reporting compliance
• Sale Team performance optimization as defined by % of sales team achieving minimum sales commission target.

Employment Type: Full Time

Salary Range: Attractive

Location: Accra