Chief Commercial Officer

Job Title
: Chief Commercial Officer

Reports to
: CEO

Industry:
Information Technology & Services sector

Location:
Lagos

OVERALL PURPOSE OF THE JOB:

The Chief Commercial Officer (CCO) is a senior executive responsible for overseeing the commercial strategy and driving growth across the company's key business functions. This role includes leadership of the sales, marketing, business development, and customer success teams. The CCO will design and implement go-to-market strategies, build strategic partnerships, and ensure revenue generation by delivering tailored business technology solutions to organizations.

The CCO plays a critical role in aligning commercial operations with the company's mission to help businesses leverage cutting-edge technologies for innovation, efficiency, and growth. As a dynamic and visionary leader, the CCO ensures that all customer-facing functions work synergistically to meet organizational goals and achieve long-term profitability.

JOB RESPONSIBILITIES:

1. Strategic Commercial Leadership

·      Develop and lead the execution of the company's commercial strategy, ensuring alignment with the overall business vision and goals.

·      Provide strategic direction to the sales, marketing, business development, and customer success teams to drive growth.

·      Analyse market trends, customer insights, and competitive landscapes to inform and refine the commercial approach.

2. Sales and Revenue Generation:

·      Lead, manage, and mentor a high-performing sales team to achieve ambitious revenue targets and growth goals.

·      Implement and optimize sales processes, using data analytics and CRM systems (e.g., Salesforce) to track performance, manage pipeline, and ensure continuous improvement.

·      Collaborate with the CEO and executive team to create pricing strategies, develop new revenue streams, and expand market share.

3. Marketing and Brand Positioning:

·      Oversee marketing strategies to build brand awareness, demand generation, and lead nurturing to attract potential clients.

·      Work closely with the marketing team to ensure alignment of messaging and campaigns with sales initiatives and customer expectations.

4. Business Development & Partnerships:

·      Cultivate strategic partnerships and alliances to expand the company's footprint, offering joint solutions, and exploring new business opportunities.

·      Act as the key point of contact for partnerships, key customers, and other stakeholders, ensuring long-term mutually beneficial relationships.

5. Customer Success & Retention:

·      Establish and lead customer success programs to ensure customer satisfaction, reduce churn, and increase upsell/cross-sell opportunities.

·      Implement systems to measure and improve the customer experience, from onboarding through to long-term relationships.

6. Financial and Operational Management:

·      Lead budget planning, forecasting, and revenue reporting for all commercial teams.

·      Establish key financial KPIs for commercial functions and work with the finance team to ensure effective resource allocation.

7. Talent Development & Team Leadership

·      Build and lead high-performing teams by recruiting, mentoring, and retaining top talent across sales, marketing, and customer success functions.

·      Foster a collaborative, growth-oriented culture that emphasizes innovation, accountability, and customer-centricity.

EDUCATIONAL QUALIFICATIONS AND REQUIRED EXPERIENCE:

·      Bachelor's degree in Business Administration, Marketing, Information Technology, or a related field.

·      Master's degree in Business Administration (MBA), Technology Management, or a relevant advanced degree.

·      Minimum of 12–15 years of experience in senior commercial leadership roles, preferably in the technology or B2B enterprise solutions sector.

·      Proven track record of driving significant revenue growth, scaling commercial operations, and managing high-performing teams.

·      At least 5–7 years of executive-level experience within a technology company.

·      Hands-on experience with SaaS, enterprise software, cloud solutions, or similar technology-based products.

·      Experience working in fast-paced, international, and rapidly evolving markets is preferred.

CERTIFICATIONS & INDUSTRY-SPECIFIC QUALIFICATIONS:

·      Salesforce Certification or equivalent CRM certification.

·      Certified Professional Sales Leader (CPSL) or other sales leadership certifications.

·      Certifications in Agile, Scrum, or Lean methodologies.

·      Industry certifications in cloud computing, SaaS, or cybersecurity (e.g., AWS Certified Solutions Architect, Microsoft Certified: Azure Fundamentals)

·      Member of industry bodies (e.g., CompTIA, ISACA, IEEE) can be advantageous.

REQUIRED COMPETENCIES:

Knowledge

·      In-depth understanding of the business technology solutions landscape, including cloud computing, AI, data analytics, SaaS, and cybersecurity.

·      Knowledge of sales strategies, channels, and pricing models used in technology businesses (e.g., SaaS, enterprise software).

·      Familiarity with financial metrics and KPIs to drive revenue growth and profitability.

·      Understanding of international markets and the ability to navigate global expansion.

Skills

·      
Leadership
: Proven ability to inspire and lead cross-functional teams, with a focus on achieving revenue and market expansion goals.

·      
Strategic Thinking
: Ability to think long-term and craft strategies that align with organizational goals while responding to market changes.

·      
Sales & Marketing Expertise
: Ability to lead high-performing sales teams, develop and execute sales strategies, and ensure marketing initiatives generate leads and brand awareness.

·      
Financial Acumen
: Strong skills in budgeting, forecasting, and performance metrics management.

·      
Negotiation & Influence
: Expertise in negotiating high-value contracts and influencing key stakeholders.

Behaviours

·      
Customer-Centricity
: Always focused on delivering value to customers and understanding their pain points and challenges.

·      
Growth-Oriented
: Driven by results, continuously seeking opportunities for growth, innovation, and improvement.

·      
Collaborative Leadership
: Works cross-functionally to align teams and achieve company-wide goals.

·      
Resilience & Adaptability
: Ability to pivot and adjust strategies in fast-paced, competitive environments.

·      
Ethical and Transparent
: Demonstrates integrity and transparency in business practices and leadership.

GENERAL WORKING CONDITIONS:

•       Normal working conditions.

•       Flexibility to adapt to various client meeting schedules.

•       May be required to travel occasionally for client visits.

PERFORMANCE QUALITY STANDARDS

(KPIs, Indicators of success.)

1.     
Revenue Growth (YoY):
Effectiveness in driving sales, scaling operations, and expanding market reach.

2.     
Customer Acquisition Cost (CAC):
Ensure the company is efficiently using its resources to acquire customers, balancing spending with revenue generation.

3.     
Customer Lifetime Value (CLV):
The success of customer retention strategies and upselling/cross-selling efforts, demonstrating long-term value from each customer.

4.     Net Promoter Score (NPS):
Ensure customer satisfaction, which impacts retention, referrals, and overall brand reputation.

5.     Market Share Increase:
Ability to outpace competitors and expand the company's presence in the market.

6.     Sales Conversion Rate:
The effectiveness of the sales team and the CCO's leadership in closing deals.

7.     
Lead Generation Conversion:
The alignment and success of the marketing and sales teams in converting interest into actual revenue.

8.     
Partner-Generated Revenue:
Ability to leverage external partnerships to drive new revenue streams and expand market reach.

9.     Team Engagement/Retention:
The effectiveness in creating a motivated, high-performing commercial organization that delivers results.