Sales Lead B2b At Pack'n'pay
full-time
REPORTS TO: Head of Business (B2B)
ABOUT THE ROLE
Pack'N'Pay is seeking a highly experienced and results-driven B2B Sales Lead to lead and scale its B2B sales operations across multiple regions in Nigeria, covering the company's Pro and Retail business segments.
The Sales Manager will be responsible for developing and executing B2B sales strategies that drive revenue growth, customer acquisition, key account development, market expansion, customer retention, and increased sales across the Pro and Retail channels.
The role requires a strategic and commercially minded sales leader who can build and manage high-performing sales teams, develop strong business relationships, identify new commercial opportunities, and establish scalable sales processes.
The successful candidate will oversee B2B sales operations across Lagos, Abuja, Port Harcourt, and future locations, while directly managing sales activities and key accounts within the Port Harcourt region.
KEY RESPONSIBILITIES
Sales Strategy & Business Growth
Develop and implement B2B sales strategies aligned with the company's revenue and growth objectives.
Drive revenue growth across the Pro and Retail business segments.
Identify and develop new customer segments, industries, territories, and business opportunities.
Develop territory and account-based sales plans to increase market penetration.
Establish scalable sales processes, systems, and performance frameworks across all B2B locations.
Develop strategies to increase customer acquisition, order frequency, average transaction value, and customer lifetime value.
Identify opportunities for cross-selling and upselling across Pack'N'Pay's product and service offerings.
B2B Customer & Key Account Management
Build and maintain strong relationships with corporate customers, retailers, businesses, dealers, distributors, and other strategic accounts.
Develop and manage key accounts to ensure revenue growth and long-term customer retention.
Understand customer needs and develop appropriate solutions that support business growth.
Negotiate commercial terms, pricing, partnerships, and business agreements within approved company frameworks.
Monitor account performance and identify opportunities for growth and improvement.
Ensure high levels of customer satisfaction and coordinate with relevant teams to resolve customer issues.
Team Leadership & Management
Lead, coach, mentor, and manage B2B Sales Supervisors, Account Managers, Sales Executives, and other sales personnel.
Build a high-performance sales culture focused on accountability, customer relationships, and measurable results.
Set clear sales targets, KPIs, and performance expectations for B2B sales teams.
Conduct regular performance reviews, pipeline reviews, and field coaching sessions.
Support the recruitment, onboarding, training, and development of B2B sales personnel.
Identify performance gaps and implement appropriate corrective and development plans.
Pro & Retail Sales Growth
Drive sales growth across the Pro and Retail customer segments.
Develop strategies for acquiring and retaining professional, commercial, retail, and business customers.
Strengthen relationships with existing customers to increase repeat purchases and account value.
Identify high-potential customers and convert them into long-term business accounts.
Develop territory-specific strategies based on market potential, customer demand, and competitive activity.
Monitor sales performance across Pro and Retail channels and take corrective action where required.
Business Development & Market Expansion
Identify and pursue new business opportunities, partnerships, corporate accounts, and strategic relationships.
Conduct market research to identify emerging customer needs, industry trends, and competitive opportunities.
Develop and maintain a strong business pipeline across assigned territories.
Lead business development initiatives that expand Pack'N'Pay's customer and revenue base.
Build relationships with relevant business communities, associations, professional networks, and commercial partners.
Identify opportunities for geographic expansion and recommend viable markets to management.
Sales Pipeline & Performance Management
Establish and maintain a structured B2B sales pipeline across all regions.
Monitor leads, prospects, opportunities, conversions, quotations, negotiations, and closed deals.
Ensure consistent pipeline generation and follow-up by the sales team.
Track sales performance, revenue, conversion rates, customer acquisition, account growth, and team productivity.
Analyze sales data and market trends to identify opportunities, risks, and areas for improvement.
Prepare weekly, monthly, and quarterly sales reports.
Present sales performance updates, forecasts, challenges, and recommendations to management.
Commercial & Revenue Management
Drive achievement of monthly, quarterly, and annual revenue targets.
Monitor sales margins and ensure sales activities remain commercially sustainable.
Work closely with Finance to monitor customer account status, outstanding balances, and payment performance.
Support effective credit and payment practices for customers where applicable.
Identify revenue leakage, pricing issues, and other factors affecting profitability.
Ensure sales teams operate within approved pricing, discount, credit, and commercial policies.
Cross-Functional Collaboration
Work closely with Operations, Finance, Marketing, Customer Experience, Inventory, and other relevant teams to support B2B growth.
Ensure sales commitments are aligned with inventory availability and operational capacity.
Collaborate with Marketing on B2B campaigns, promotions, customer acquisition initiatives, and market activation.
Work with Operations to ensure timely fulfilment of customer orders.
Coordinate with Finance on invoicing, collections, customer accounts, and commercial reporting.
Provide market and customer insights to management to support business decisions.
KEY PERFORMANCE INDICATORS (KPIs)
Revenue Growth
Sales Target Achievement
New B2B Customers Acquired
Pro Sales Growth
Retail Sales Growth
Key Account Revenue Growth
Customer Retention Rate
Average Revenue per Customer
Customer Lifetime Value
Sales Conversion Rate
Sales Pipeline Value
Pipeline Conversion
Repeat Purchase Rate
Team Productivity
Territory/Market Expansion
Gross Margin/Contribution
Collection/Payment Performance
Sales Forecast Accuracy
Overall B2B Sales Team Performance
REQUIREMENTS
Bachelor's Degree in Business Administration, Marketing, Economics, Sales, or a related field.
MBA or relevant professional certifications will be an added advantage.
Minimum of 3 - 5 years of experience in B2B sales, business development, key account management, FMCG, retail, distribution, wholesale, fintech, consumer goods, or related sectors.
Minimum of 3 years of experience managing B2B sales teams, preferably across multiple locations or territories.
Proven track record of achieving and exceeding significant sales and revenue targets.
Strong experience in business-to-business sales, customer acquisition, account management, and market expansion.
Demonstrated experience managing corporate, commercial, retail, distributor, dealer, or strategic accounts.
Experience in retail, wholesale, distribution, consumer goods, fintech, or related commercial environments is highly preferred.
Strong understanding of sales pipeline management, territory management, and key account development.
Strong leadership and people management skills.
Excellent communication, negotiation, presentation, and relationship management abilities.
Strong commercial awareness with the ability to identify and capitalize on revenue opportunities.
Strong analytical, forecasting, and problem-solving skills.
Proficiency in Microsoft Office applications, CRM systems, and sales reporting tools.
Willingness to travel regularly across assigned regions.
WHAT WE ARE LOOKING FOR
A commercially driven sales leader who understands B2B customer acquisition, account management, and revenue growth.
Someone with a strong understanding of Pro and Retail sales environments.
A hands-on leader who is comfortable managing teams, visiting customers, developing accounts, and leading from the field.
An individual capable of building and managing a strong sales pipeline across multiple territories.
A relationship-driven professional who can develop and maintain valuable corporate and commercial partnerships.
A strategic thinker who can translate market opportunities into measurable sales results.
A leader who can build scalable sales structures, processes, and performance systems.
Someone who combines strong business development capabilities with disciplined sales execution and commercial awareness.
A results-oriented professional who can consistently deliver revenue growth in a fast-paced and competitive environment.
COMPENSATION
Competitive and negotiable based on experience, plus performance-based incentives.