Head of Commercial

Job Title: Head of Commercial

Reporting:  MD 

Functional Responsibilities: Sales and Service Delivery 

Our Vision 

Africa’s solution to bridging the talent gap

Role Summary

You will have the strategic mandate to run the commercial side of the business with best-in-class processes by analyzing market trends, forecasting sales, and implementing strategies to maximize profitability. You will lead the sales team to ensure customers are acquired, satisfied, and retained. The company’s financial targets are met, and a world-class sales environment is created where the team is supported, coached, and trained under your guidance.

You will partner with the Managing Director to drive business growth, ensure operational efficiency, and foster successful customer relationships. 

You are expected to possess strong analytical skills, a deep understanding of market dynamics, and the ability to communicate and collaborate effectively across various teams within the organization.

Key Responsibilities

Strategy & Planning: 

•  You will Support the Managing Director in Identifying market opportunities at the account level, running a data-driven sales planning process, setting intelligent quotas, and designing compelling incentive plans.

•  You will aid in the development of annual commercial plans and support the development of budgets, annual plans, and OKRs. You will also manage the trickle-down and target allocation with the sales team.

Sales Execution:

•  Run the sales engine efficiently and effectively while delivering actionable insights to the team. This enables 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.

•  Collaborate with the marketing team to develop and execute promotional campaigns.

•  You manage the sales talent pipeline with the People and culture team.

•  You will role model Jobberman culture and performance standards, e.g. CRM compliance within your team.

•  You are responsible for finding new business for the organisation and supporting your team in doing the same.

•  Conduct regular and periodic reviews, develop interventions and guide the team on any iterations of non-performing product lines.

•  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:

•  Maximise 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 to drive market product knowledge and 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. 

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 optimisation for recruitment service delivery

•  On boarding and training of Sales team

•  CRM reporting compliance

•  Sale Team performance optimisation as defined by % of sales team achieving minimum sales commission target.

Key Requirements

•  Minimum of a Bachelor’s degree in Business Management, Commerce, Marketing, or a related field.  An MBA or Master's in Business Administration, Strategic Management will be an added advantage.

•  Relevant certifications such as Chartered Institute of Marketing (CIM), or other industry-recognized sales and marketing qualifications can be advantageous.

•  Practical experience in a similar role is crucial. Typically, a background with 5+ years of experience in sales, marketing, or commercial management positions is required.

•  Proficiency in using CRM systems, sales analysis tools, and other data analytics software.

•  Proven experience leading high-performing teams and driving business strategies focused on revenue growth.

•  Solid commercial acumen and 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. 

Key relationships

Leadership

MD

Group Strategy Resource

Group Head of Recruitment

Functional

Head of CX

Head of Recruitment

Head of Telesales / Sales Operations Lead

Sales Team

Recruitment Team

Operational

HR Manager

Finance Manager