Sales & Operations Manager

Responsibilities:

Sales & Go-to-Market Strategy:

Develop and execute the go-to-market strategy in line with commercial objectives. Translate business objectives into sales plans, territories, targets, campaigns, and execution priorities. Identify priority merchant and customer segments, locations, and market opportunities. Develop strategies for merchant acquisition, customer acquisition, and platform adoption. Analyse market trends, customer behaviour, competitor activity, and commercial opportunities. Work with Marketing/Growth to convert market activities into measurable leads, acquisition, and revenue.

Field Sales & Merchant Acquisition:

Lead and manage field sales/field marketing officers. Set daily, weekly, and monthly sales targets, territories, and activity expectations. Establish structured prospecting, pitching, onboarding, and follow-up processes. Drive prospects from initial contact through merchant registration, activation, and usage. Monitor conversion rates and identify bottlenecks across the acquisition funnel. Coach field officers on prospecting, pitching, objection handling, closing, and follow-up. Hold the field team accountable for measurable commercial outcomes.

Commercial Performance Management:

Develop and maintain commercial performance dashboards covering leads, prospects, merchant acquisition, activation, customer acquisition, transactions, and revenue. Review sales performance regularly and take corrective action where required. Develop sales forecasts and provide concise commercial updates to management. Identify underperforming territories, channels, or team members and implement improvement plans. Translate commercial targets into clear team and individual KPIs.

Business Operations:

Oversee day-to-day commercial and operational activities. Develop and implement SOPs, workflows, and reporting structures for key business processes. Identify operational gaps, bottlenecks, and inefficiencies and recommend practical solutions. Establish clear ownership for recurring activities and reduce unnecessary dependence on the CEO for routine decisions. Coordinate execution across Sales, Marketing/Growth, Operations & Logistics, Customer Support, Product/Technology, and Finance. Establish regular planning, performance review, and action-tracking routines.

CEO & Executive Support:

Work closely with the CEO as a key execution and management partner. Translate strategic priorities into actionable plans, owners, timelines, and deliverables. Provide timely visibility into business performance, operational challenges, opportunities, and risks. Prepare concise management reports and performance updates. Follow up on strategic initiatives and ensure agreed decisions are implemented. Escalate issues requiring executive intervention with appropriate context and recommended actions.

Organisation, Process & Strategic Execution:

Support the transition from a founder-led operating structure toward clearer functional ownership. Clarify responsibilities, reporting lines, and ownership across commercial and operational functions. Develop practical processes that support accountability and scalability. Contribute to departmental KPIs, reporting systems, and performance standards. Break strategic objectives into milestones, track progress, and ensure initiatives move from discussion to implementation.

Market, Customer & Partner Intelligence:

Maintain a strong understanding of the Abuja market and priority commercial segments. Gather intelligence from merchants, customers, field officers, and other market stakeholders. Monitor competitor activity, pricing, positioning, and market movements. Identify customer and merchant needs, partnership opportunities, and potential new channels. Convert market intelligence into actionable recommendations for management.

Logistics & Operational Coordination:

Work closely with Operations/Logistics to ensure commercial growth is supported by adequate capacity. Monitor operational issues that could affect merchant or customer acquisition. Identify gaps in rider, driver, vehicle, or logistics partner availability that could constrain growth. Support processes that improve service reliability, turnaround time, and customer experience.

Requirements:

The ideal candidate is a commercially driven operator  Can combine sales leadership with strong execution and operational discipline.  Should be comfortable working with targets, Managing field teams Analysing performance data, Solving operational problems Working directly with senior leadership. Should also be proactive, resourceful, and highly accountable Be able to turn strategy into measurable results.

Key Performance Areas:

Merchant acquisition and activation Customer acquisition Sales targets and revenue growth Lead-to-conversion performance Field team productivity Territory performance Operational efficiency Process implementation KPI and reporting discipline Customer and merchant experience