Job Responsibilities & Accountability

1. Strategic Customer Growth & Business Development

· Own and grow a portfolio of strategic customer opportunities within the Commercial & Industrial Accounts Cluster.

· Identify, prospect, and convert new business opportunities through proactive market engagement.

· Build and maintain executive-level relationships with key decision-makers and customers.

· Develop account growth plans to increase customer value and market penetration.

· Drive new customer acquisition while expanding opportunities within existing customers.

· Lead customer presentations, commercial negotiations, proposals, and tender opportunities.

· Monitor market trends, customer needs, and competitor activity to identify growth opportunities.

· Achieve assigned revenue, gross profit, pipeline, and collection targets.

2. Cluster Leadership & Team Development

· Lead, coach, and mentor team members within the Commercial & Industrial Accounts Cluster.

· Conduct structured coaching sessions, pipeline reviews, and performance discussions.

· Monitor individual and cluster performance and implement improvement actions to support achievement of targets.

· Drive accountability on revenue delivery, gross profit, pipeline development, CRM discipline, and customer engagement.

· Strengthen forecast accuracy, sales execution standards, and reporting discipline.

· Identify capability gaps and support individual development plans.

· Support development of future leadership capability by identifying and nurturing high-potential team members within the cluster.

· Build team engagement, collaboration, accountability, and a high-performance culture.

3. Commercial Leadership & Execution Support

Support the Head of B2B through:

· Driving execution excellence within the Commercial & Industrial Accounts Cluster.

· Providing commercial insights and recommendations to support business growth initiatives.

· Supporting business performance reviews through pipeline analysis, forecasting, and market insights.

· Championing sales discipline, CRM adoption, and best practices within the assigned cluster.

· Supporting agreed cross-functional initiatives aimed at improving customer experience and business performance.

Qualifications

• Bachelor’s Degree in Business Administration, Commerce, Sales & Marketing, or a related field.
  
• Professional qualification in Sales Leadership, Business Development, or Key Account Management will be an added advantage.
  
• Corporate experience will be an added advantage.
  

Knowledge, Skills & Experience

• Minimum 8–10 years’ experience in B2B sales, business development, or key account management.
  
• Minimum 3 years’ experience leading, coaching, or managing a sales team.
  
• Proven track record of delivering revenue growth through new business acquisition and customer development.
  
• Strong leadership, coaching, and people development capability.
  
• Excellent business development, negotiation, and relationship management skills.
  
• Experience managing complex customers, tenders, and commercial negotiations.
  
• Strong commercial acumen with excellent communication, planning, and stakeholder management skills.
  
• Ability to drive performance through both personal contribution and team development.
  
• Self-driven, analytical, and results-oriented with the ability to inspire high performance.
  

Success in this role will be measured by:

· Achievement of assigned revenue, profitability, and collection objectives.

· Growth of Commercial & Industrial customer opportunities.

· Strong performance of the Commercial & Industrial Accounts Cluster.

· Improved pipeline discipline, CRM adoption, and forecast accuracy.

· Improved team capability and individual performance.

· Strong team engagement and ownership culture.

· Effective support of the Head of B2B in executing agreed Commercial & Industrial Accounts priorities and broader B2B initiatives where required.