Commercial Lead

Job Title

• Commercial Lead

Department

• Sales Department

Reports To

• Country Manager

Mission

• Connecting Africans to opportunities and alleviating unemployment on the African continent through innovative digital solutions.

Brief Job Summary

Your mission is to identify, develop, and administer strategic partnerships with other organizations while driving sales efforts to realize key business objectives. You will gain operational efficiencies, address unmet market needs, achieve placement numbers, and identify new business opportunities that support the company's growth trajectory.

Key Duties and Job Responsibilities

Organizational

• Develop and implement comprehensive sales and commercial strategies to support BrighterMonday Uganda's mission and long-term objectives.
• Identify, negotiate, and secure strategic partnerships and sales opportunities with local and international organizations to drive business growth and workforce development.
• Collaborate with internal teams, including Marketing, Product, and HR, to ensure alignment on strategic objectives and seamless execution of sales and partnership initiatives.
• Lead, mentor, and manage the sales team by setting clear targets, providing ongoing guidance, and motivating team members to achieve and surpass sales goals consistently.
• Collaborate with the marketing and product teams to align sales strategies with broader company goals and market demands.
• Prepare and present regular sales reports to the Country Manager and other senior management, providing insights and recommendations for improvement.
• Aid in the development of annual commercial plans, budgets, and OKRs, as well as manage the trickle-down and target allocation with the sales team to ensure accountability and focus.

Functional

• Identify and pursue new business opportunities through thorough market analysis, strategic networking, and relationship building with key stakeholders.
• Manage the full sales cycle, from lead generation and prospecting to sales presentations, closing deals, and post-sale activities to ensure client satisfaction and retention.
• Develop and maintain strong relationships with key clients to ensure high levels of customer satisfaction and repeat business, fostering long-term partnerships.
• Monitor sales performance metrics regularly and implement corrective actions to address any shortfalls or underperformance within the team.
• Conduct regular sales training and development programs to enhance the skills, knowledge, and performance of the sales team, promoting a culture of continuous improvement.
• Ensure compliance with company policies, industry standards, and legal regulations in all sales activities to protect the organization's reputation and interests.
• Collaborate with the marketing team to develop and execute promotional campaigns that drive lead generation and brand awareness in the target market.
• Ensure effective communication of the company's value proposition to the market, differentiating BrighterMonday Uganda from competitors.
• Represent the company at industry events, conferences, and meetings to build brand presence and network with potential clients and partners.

KPIs to Measure Success

• Achievement of monthly, quarterly, and annual sales targets set by the organization.
• Improvement in lead-to-deal conversion rates through optimized sales processes and strategies.
• Improvement in deal-to-client ratio, ensuring quality over quantity in client acquisition.
• Optimization of sales team performance by maximizing revenue per team member.
• Growth in new business and client acquisition, expanding the company's market share.
• Retention and satisfaction rates of existing clients, measured through feedback and renewal rates.
• Performance and productivity of the sales team, including individual and collective contributions.
• Contribution to overall revenue growth, aligning with the company's financial goals.

Key Relationships

• Commercial Sales Team
• Delivery Head
• Cx Head
• Marketing Head
• Product Departments
• External Clients, Partners, and Stakeholders

Person Specifications

Qualifications

• Bachelor's degree in Business Administration, Marketing, Sales, or a related field. A Master's degree is preferred and will be considered a significant advantage.

Years of Experience

• Minimum of 5 years of experience in a sales leadership role, with a proven track record in the digital solutions or employment services industry preferred.

Skills Required to Perform the Job

• Strong leadership and team management skills, with the ability to inspire and motivate a diverse team.
• Proven track record of achieving sales targets and driving revenue growth in a competitive market.
• Excellent strategic thinking and planning abilities, enabling the development of long-term commercial strategies.
• Strong negotiation, communication, and interpersonal skills to build rapport with clients and stakeholders.
• Ability to analyze market trends, interpret data, and adapt sales strategies accordingly to stay ahead of the competition.
• Proficient in using CRM software and other sales tools to manage pipelines, track performance, and generate reports.
• In-depth knowledge of the employment services industry and the Ugandan market, including key players and regulatory environment.