Commercial Lead
About the company
Xcentrique Media is a growth architecture company that helps ambitious and established businesses build customer-acquisition models. We combine strategy, creative, content, digital, media, PR, experiences and production to help brands reach, convert and retain the right customers.
Your tasks
About the role We are looking for a Commercial Lead to own Xcentrique’s revenue pipeline and build a predictable new-business engine. You will identify and qualify opportunities, shape commercially sound solutions with the strategy team, and move prospects from first contact to signed contract and initial payment. You will also build and lead the sales team, improve our commercial systems and help refine the offers, sectors and channels that produce profitable growth.
Shape commercial growth
- Develop quarterly commercial plans based on Xcentrique’s revenue targets.
- Translate annual revenue goals into pipeline, activity and conversion targets.
- Identify priority sectors, decision makers and account opportunities.
- Work with the CVO and Strategy team to package services into clear, sellable offers.
- Contribute market intelligence on client needs, competitor activity and pricing.
- Maintain a healthy balance between retainers, projects and scalable offers.
Bring in new business
- Find new clients through outreach, referrals, events, partnerships, LinkedIn and our existing network
- Build and keep a target list of companies and sectors that fit our services
- Reconnect with past clients and dormant leads
- Work with our marketing team on campaigns that bring in inbound leads
Qualify every lead
- Confirm budget, decision maker, need and timeline before a lead takes up strategy time
- Decline or park leads that are not a good fit, and record why
- Prepare a short brief on each prospect before discovery meetings
Manage the pipeline
- Book discovery meetings and prepare the strategy team for them
- Own the sales pipeline and keep the sales tracker accurate and current
- Follow up on every proposal until it is signed, declined or closed
- Handle objections on price, timing and terms
- Negotiate commercial terms within approved limits
Close and collect
- Coordinate contracts and make sure signed copies are filed
- Work with Finance to raise invoices on new deals
- Follow up on first payments until cash is received
Lead the sales team
- Recruit, train and manage Sales Associates and Field Sales Agents
- Set individual targets and review performance weekly
- Build sales scripts, pitch materials and objection handling guides
- Report and learn
- Report weekly on pipeline value, new leads, conversion and forecast revenue
- Track which channels, sectors and offers bring in the best clients, and share what you learn with the strategy team
Requirements
This role suits someone who enjoys opening doors, is comfortable being measured on numbers, and knows that a good deal starts with a well qualified lead.
- At least 4 years in B2B sales, business development or account management
- At least 1 year leading a sales team
- Experience selling marketing, media, advertising or professional services is a strong advantage
- A record of meeting or beating revenue targets
- You can open conversations with senior decision makers
- You qualify leads properly and keep a clean, organised pipeline
- You negotiate well and handle objections calmly
- You are comfortable with CRM tools, Excel and sales reporting
- You communicate clearly in writing and in person
- The kind of person we want
- Persistent, and follows up without being pushy
- Has a strong network across Lagos businesses
- Driven by targets and happy to be measured on numbers
- Honest with prospects about what we can and cannot deliver
Education
- A degree in business, marketing, communications or a related field
Other
How we will measure success
- Qualified leads generated each month
- Total pipeline value
- Lead to meeting and meeting to close conversion rates
- Revenue closed against target
- Gross margin on business won.
- Cash collected on new deals
- Time from first contact to signed contract
- Sales team performance against targets
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