Commercial Sales Lead

Job Type

Hours: Full-time

Duration: Permanent

Reports to:

Head of Content

About Us

BHM is an international communications services company operating from Nigeria, Kenya, Ghana, the United Kingdom and the United States to help organisations communicate for impact. Founded in 2006, we work with clients and partners in diverse sectors, including technology, fast-moving consumer goods, entertainment, financial services, telecommunications, education, and media, as well as government and non-governmental organisations.

Job Overview

Are you a Marketing and Sales professional with experience developing and implementing effective digital sales strategies, identifying and pursuing new business opportunities, and fostering strong client relationships?

Do you have experience driving revenue growth and expanding your client base? Are you interested in pursuing or continuing a career at the intersection of communications and consulting, media and marketing, technology and creativity? Would you consider an opportunity to be part of an organisation building Africa's first global communications services company?

If your answer to all of the above is 'nah, not me', we thank you for reading this far. You may leave now and consider forwarding to anyone you know who fits the bill.

But if you can answer yes to some or all of the above, then it may be you we've been looking for. We want you!

We are a fast-growing African consultancy seeking a Digital Sales Strategistto lead the planning, selling, and execution of effective communication strategies and business management solutions for our clients and brands across Africa and beyond. You will be instrumental in selling our editorial media products and services, including advert spaces, paid partnerships, and event sponsorships for NECLive, Netng, Neusroom, and 234Star.

In your role, you will help execute our ambition to become the number one company of choice on the continent and beyond for professionals who want to put themselves and the African continent on the map for good.

We put people before profit and want you to help us institutionalise this ethos while creating a dynamic, engaging and inclusive workplace that fosters excellence and innovation for the benefit of colleagues, clients, and shareholders.

Key areas of responsibility for the role will include:

Digital Sales Strategy and Planning:

• Strategy Development: Develop and execute a comprehensive sales strategy to achieve revenue targets for BHM’s editorial media products, including NECLive, Netng, Neusroom, and 234Star; events, projects and platforms.
• Market Research: Conduct thorough market research and analysis to identify potential clients, market trends, and the competitive landscape for our media properties.
• Collaborative Planning: Work with the Head of Content and other key stakeholders to set sales targets and create actionable plans to exceed them.

New Business Development:

• Opportunity Identification: Identify and pursue new business opportunities to sell advert spaces, paid partnerships, and event sponsorships across BHM’s editorial properties, projects and platforms through prospecting, networking, and lead generation activities.
• Pipeline Management: Build and maintain a robust pipeline of qualified leads, managing the entire sales cycle from initial contact to deal closure.
• Sales Presentations: Deliver compelling sales presentations and pitch BHM's media offerings effectively to potential clients, negotiating contract terms to secure deals.

Client Relationship Management:

• Client Engagement: Nurture and maintain strong relationships with existing clients, ensuring their satisfaction and identifying opportunities for upselling and cross-selling across all BHM media products, projects and platforms.
• Key Account Management: Serve as the main point of contact for key accounts, addressing inquiries, resolving issues, and proactively seeking opportunities for improvement.
• Collaboration: Work closely with external teams and experts (clients, partners, and vendors) to ensure mutual objectives are met.

Market Intelligence and Competitive Analysis:

• Industry Awareness: Stay informed about industry trends, market developments, and competitive activities to maintain a competitive edge in the digital sales space.
• Data Analysis: Analyse market data, customer insights, and client feedback to refine sales strategies and enhance our editorial product offerings.

Sales Performance Analysis and Reporting:

• Performance Monitoring: Monitor and analyse sales performance metrics, including pipeline updates, revenue forecasts, and sales reports.
• Strategic Recommendations: Provide insights and strategic recommendations to enhance sales effectiveness and identify areas for improvement.
• Reporting: Prepare regular sales reports for the Head of Content and contribute to the overall budgeting process.

Collaborative Engagement:

• Team Collaboration: Work closely with the Head of Content and cross-functional teams to align sales efforts with overall business objectives.
• Marketing Collaboration: Collaborate with the business development, editorial, and marketing teams to develop targeted campaigns and initiatives to attract new clients and enhance brand visibility.
• Product Feedback: Provide insights and feedback to support product development and service enhancements based on client needs and market trends.

Person Specification

Educational/Professional Qualifications:

• Academic Background:Bachelor's degree in Business Administration, Marketing, Communications, or a related field.
• Professional Certifications:Professional certifications in Marketing, Public Relations, and Management are desirable (e.g., NIPR, CIPR, PRCA, CIM, NIMN, ISMMN, ISP, CPSP, etc.).

Experience:

• Industry Experience:Minimum of 5 years of experience in digital sales and business development, preferably in the marketing, media and communications industry or a related field.
• Sales Success:Demonstrated track record of meeting or exceeding sales targets and driving significant business growth.
• Contacts:Possession of strong marketing and communications industry relationships and a list of prospective clients.

Knowledge, Skills, and Aptitudes:

• Digital Sales Strategy Expertise:Proven ability to develop and execute effective digital sales strategies and business plans.
• Networking Skills:Strong networking and relationship-building skills to establish and maintain client relationships.
• Communication Proficiency:Excellent communication and presentation skills, with the ability to articulate complex ideas clearly and persuasively.
• Negotiation Skills:Exceptional negotiation and closing skills, focused on building mutually beneficial partnerships.
• Analytical Thinking:Strong analytical and problem-solving skills to identify market opportunities and develop innovative solutions.
• Results-Driven:A results-oriented mindset with a strong drive to achieve and exceed targets.
• Adaptability:Ability to work independently, manage multiple priorities, and thrive in a fast-paced, dynamic environment.
• Technical Proficiency:Proficiency in using CRM software (e.g., Zoho CRM, HubSpot) and sales tools to track leads, manage pipelines, and generate reports.

Note:This job description conveys information essential to understanding the scope of aDigital Sales Strategistposition at BHM. It is not an exhaustive list of responsibilities, skills, or qualifications, and BHM reserves the right to modify or amend job duties and responsibilities to meet the firm's evolving needs.

Our Impact

We are the first Nigerian communications services company to expand into the UK and the US; the first Africancorporate affiliate of the CIPR; and the most nominated African consultancy on the PRovoke SABRE Awards table (including three consecutive nods for African Agency of the Year).

We have increased our revenue by over 400% in 1 year, likewise staff compensation by over 500%. And we're not about to stop soon.

In 2015 we created the first-everNigeria PR Report; in 2021, we launched the globally-recognisedWorld PR Day; in 2022, we launched the first-everAfrica PR & Comms Report; and in 2023, we produced the Cost of Living report to provide insights and support for African migrants living in the UK.

We have invested over $2 million in research and product development as part of our efforts to empower practitioners, build innovative products and solutions, and use technology to transform our business and industry.

We have been namedAgency of the Year andThe Best Agency to Work at least 2 times in the last 5 years. And in 2022, we were top 3 on the table offast-growing companies in Europe, the Middle East & Africa by PRovoke Media.

BHM was ranked as one of Africa’s 100 Fastest Growing Companies 2023 and 2024 by The Financial Times (FT) and Statista.