We are seeking a highly experienced and technically proficient Head of Technical Sales to lead the Company's commercial growth across Nigeria for its Hilti Tools and Fastening Systems and Toshiba Air Conditioning product lines.
The successful candidate will be responsible for driving revenue and margin growth, developing strategic customer relationships, securing design-stage specifications, and establishing a strong nationwide sales function.
The role requires a commercially driven professional with strong technical expertise, proven business development experience, and the ability to engage confidently with engineers, M&E consultants, contractors, developers, and facility managers.
It is field-based, with most of each week spent with customers, on sites, and in consultants' offices. Travel beyond Lagos is regular and includes overnight stays.
Key Responsibilities
Deliver revenue, gross margin, and product-mix targets for both lines. Maintain a qualified pipeline that covers the target, and report honestly to the Group President through weekly activity updates and a monthly forecast.
Protect, service, and grow the inherited account portfolio, with every account contacted, classified, and covered by an action plan within ninety days, while prospecting actively for new accounts nationwide, including direct calling on sites, contractor yards, and industrial premises.
Tools and fastening:Conduct safe, competent on-site demonstrations and tool trials; advise on anchor selection and design, drilling and demolition, direct fastening, measurement, and firestop applications strictly to manufacturer-published data; sell the total-cost-of-ownership case.
Air conditioning:Interpret drawings, schedules, and specifications; carry out cooling load estimation, unit selection, refrigerant piping sizing, and equipment scheduling using manufacturer software; advise on split, ducted, cassette, packaged, and variable refrigerant flow (VRF) solutions; prepare and defend technical submittals to secure design-stage specification.
Build lasting relationships with M&E consultants and design offices so the brands are named at the specification stage; deliver technical presentations, toolbox talks, and continuing professional development sessions; map and cover the full decision chain for major projects.
Coordinate delivery, installation support, commissioning, and warranty matters with internal and principal teams; negotiate within approved discount authority; apply credit terms consistently; maintain same-day records of every interaction, quotation, and opportunity.
Report on competitor and market intelligence; contribute to the design of the sales process, pricing structure, and customer records; recommend headcount and regional coverage as the business grows; comply fully with site health, safety, and environment (HSE) requirements, including induction, permit-to-work, and personal protective equipment (PPE) protocols.
Success Measures
Revenue and gross margin against target by line.
Retention and growth of the inherited portfolio.
New accounts opened, including spread beyond Lagos.
Value of design-stage specifications secured.
Pipeline coverage.
Debtor days on assigned accounts.
Volume and quality of customer-facing activity.
Weightings will be agreed at target-setting.
Requirements
Degree or HND in Mechanical, Electrical, Building Services Engineering, Mechatronics, or a closely related discipline.
At least eight years in technical or industrial sales (construction products, power tools, HVAC, building services, or capital equipment), including at least three years operating with substantial autonomy. Candidates with five to eight years of experience will be considered if they bring an exceptional and verifiable record of building new business.
Proven ability to interpret architectural and mechanical drawings and specifications, and a demonstrable record of opening new accounts rather than solely servicing existing ones.
Working knowledge of site HSE practice; strong written and spoken English with the ability to produce a clear technical proposal unaided; competent in Excel, Word, and PowerPoint; valid Nigerian driver's licence and genuine willingness to sustain nationwide travel.
Desirable: Experience with Hilti, Toshiba, or competing brands; manufacturer certification in HVAC or anchor design software; COREN registration or NSE membership; an established contractor, consultant, or developer network beyond Lagos; experience building a sales function from a standing start.
We look for technical curiosity, resilience and self-direction, commercial judgement, integrity in reporting and in applying credit terms, and the personal organisation to run two product lines nationwide without letting either drift.