Head of Sales at First Excelsia

Job Summary

• Our client is seeking a Head of Sales who will be responsible for revenue growth, enterprise/client acquisition, and retention across Abuja (pilot) and subsequent markets.
• The Head of Sales must be able to design and execute the go-to-market for on-demand EV delivery products (B2B, e-commerce, Q commerce, pharmacies, restaurants) and build a sales team that can consistently hit monthly order and wallet targets.

Key Responsibilities

• Develop and execute sales strategy for Abuja first, then Lagos/PH.
• Define sector playbooks: e-commerce, food, grocery, pharmacy, courier, corporate errands.
• Build pricing and discount frameworks in collaboration with Finance.
• Build, manage, and report on a rolling 3-month qualified pipeline.
• Drive acquisition of high-volume senders (200–1,000+ orders/month).
• Own monthly/quarterly revenue targets and collection targets.
• Set up key account management (KAM) structure for top 20 accounts.
• Recruit, train, and manage sales executives/field BDs.
• Create performance-based compensation (base + commission).
• Run weekly sales reviews and forecast sessions.
• Implement CRM/use existing low-cost stack (HubSpot/Zoho/Pipedrive).
• Feed product/ops with market feedback (SLAs, routes, special handling).

Person Specification

• Bachelor’s degree in Business, Marketing, Economics or related.
• 6–10 years B2B sales in logistics, mobility, e-commerce, or fintech.
• Must have sold volume-based services (deliveries, riders, fleet, 3PL) — not just one-off items.
• Demonstrable experience closing high level corporate/SME accounts and onboarding them to a delivery platform.
• Strong working knowledge of Abuja & Lagos business terrain.
• Bonus: experience from Red Star, DHL, GIG, Kwik, Gokada, Fez, MAX, Bolt Business, Eden, Chowdeck/Buyfood.