Job Purpose
The Sales Executive is responsible for generating profitable sales by identifying prospective customers, converting leads, developing existing accounts, and consistently achieving assigned sales and revenue targets.
The role requires a proactive, commercially minded individual who is comfortable prospecting for new business, engaging customers, negotiating sales, closing deals, and following through to ensure payment and customer satisfaction.
Key Responsibilities
Sales Generation & Target Achievement
Achieve assigned daily, weekly and monthly sales/revenue targets.
Actively prospect for new customers rather than relying solely on incoming enquiries.
Identify potential customers within assigned markets, territories or customer segments.
Convert qualified leads and enquiries into paying customers.
Maintain a healthy sales pipeline sufficient to achieve assigned targets.
Develop and execute individual sales plans to close identified revenue gaps.
Business Development
Identify new markets, customer segments and business opportunities.
Conduct regular market visits and direct prospecting activities.
Generate leads through referrals, networking, cold calling, digital channels and physical visits.
Develop relationships with key decision-makers and prospective customers.
Recommend opportunities for increasing market penetration and sales.
Customer & Account Management
Build and maintain strong relationships with existing customers.
Understand customers'' requirements and recommend appropriate products/services.
Follow up with customers to encourage repeat purchases and increase account value.
Respond promptly and professionally to customer enquiries and complaints.
Identify inactive or declining customer accounts and take appropriate recovery action.
Sales Negotiation & Closing
Prepare and present quotations, proposals and product/service information to prospective customers.
Negotiate within approved pricing, discount and commercial guidelines.
Follow up consistently on quotations and outstanding opportunities.
Overcome customer objections professionally and close sales.
Ensure agreed sales terms are properly documented before execution.
Payment & Receivables Follow-up
Work with Finance and other relevant teams to ensure customers pay within agreed terms.
Follow up on outstanding customer payments relating to assigned accounts.
Avoid unauthorised credit arrangements or discounts.
Escalate overdue or problematic accounts promptly.
Market Intelligence
Monitor competitors'' activities, pricing, promotions and market positioning.
Gather customer feedback and provide useful market intelligence to management.
Identify changes in customer preferences and buying behaviour.
Recommend appropriate sales initiatives based on observed market trends.
Sales Reporting & CRM Management
Maintain accurate records of prospects, customer interactions, quotations and sales.
Update the company''s CRM/sales tracker consistently.
Submit accurate daily, weekly and monthly sales reports as required.
Provide realistic sales forecasts and pipeline updates.
Participate in sales review meetings and account for performance against assigned targets.
Key Performance Indicators (KPIs)
Performance should be measured primarily on:
Monthly sales/revenue achievement (% of target)
Gross profit/margin achievement, where applicable
Number and value of new customers acquired
Lead-to-sale conversion rate
Value and quality of active sales pipeline
Repeat business/customer retention
Collection of outstanding receivables
Number of productive customer/prospect visits
Sales forecast accuracy
Timeliness and accuracy of sales/CRM reporting
Qualifications & Experience
B.Sc., HND, OND or equivalent qualification in Business Administration, Marketing or a related discipline.
Approximately
2-5 years of proven sales experience
, depending on the seniority required.
Demonstrable history of meeting or exceeding sales targets.
Experience in direct sales, B2B sales, field sales or business development is an advantage.
Good understanding of the Lagos market is desirable.
Required Competencies
The successful candidate should demonstrate:
Strong sales and closing ability
Target and results orientation
Prospecting and lead-generation ability
Negotiation and influencing skills
Strong verbal and written communication
Commercial awareness
Customer relationship management
Resilience and persistence
Initiative and self-motivation
Good numerical and analytical ability
Accountability and integrity
Ability to work with limited supervision
Proficiency with Microsoft Office and basic CRM/sales reporting tools