Sales & Marketing Director at E-Terra Technologies Limited

Job purpose

• The Sales & Marketing Director will provide strategic leadership and direction for the company's sales, marketing, business development, and commercial growth initiatives.
• The successful candidate will be responsible for developing and implementing revenue-generating strategies, expanding the company's customer base, securing high-value corporate contracts, strengthening strategic partnerships, and increasing brand visibility within Nigeria and other relevant markets.
• The role requires a commercially astute leader with a strong understanding of B2B sales, enterprise relationship management, technology solutions, electronic waste management, recycling, sustainability, and the circular economy.
• The successful candidate will translate the company's business objectives into measurable commercial outcomes, establish a high-performing sales and marketing team, identify new revenue streams, and ensure sustainable growth in profitability and market share.

Key Responsibilities
Sales Strategy and Revenue Growth:

• Develop, implement, and periodically review the company's sales strategy in alignment with its overall business objectives.
• Establish annual, quarterly, and monthly sales targets, revenue projections, and growth objectives.
• Identify new business opportunities across corporate organizations, government agencies, technology companies, manufacturers, distributors, financial institutions, telecommunications companies, and other relevant sectors.
• Drive the acquisition of high-value corporate accounts and long-term commercial contracts.
• Develop and manage a structured sales pipeline, ensuring consistent lead generation, prospect qualification, proposal submission, negotiation, and contract closure.
• Establish effective sales forecasting and reporting systems to support management decision-making.
• Monitor market trends, customer demand, competitive activity, and emerging opportunities to improve the company's commercial positioning.
• Develop strategies to increase customer retention, cross-selling, upselling, and recurring revenue.
• Identify opportunities for geographical expansion, new service offerings, and market diversification.
• Take ownership of the company's overall sales performance and ensure that agreed targets are achieved.

Business Development and Strategic Partnerships:

• Identify, initiate, and negotiate strategic partnerships that support the company's commercial and operational objectives.
• Build relationships with OEMs, technology distributors, telecommunications providers, corporate organizations, government institutions, environmental agencies, and recycling stakeholders.
• Identify opportunities within corporate e-waste collection, IT asset disposition, electronics recovery, recycling, refurbishment, and related sustainability services.
• Develop strategic proposals, commercial presentations, partnership frameworks, and business cases for prospective clients and partners.
• Lead commercial negotiations for major contracts, framework agreements, service-level agreements, and strategic collaborations.
• Explore opportunities in environmental, social, and governance (ESG) programs, extended producer responsibility (EPR) initiatives, and corporate sustainability projects.
• Identify relevant public and private sector tenders, requests for proposals (RFPs), and procurement opportunities.
• Build and maintain a network of senior decision-makers, procurement executives, sustainability officers, business owners, and industry stakeholders.
• Develop a strategic account management framework for key clients and ensure consistent engagement with major accounts.
• Track partnership performance and ensure that commercial agreements deliver measurable business value.

Marketing Strategy and Brand Positioning:

• Develop and execute an integrated marketing strategy that supports sales growth, brand awareness, and market expansion.
• Position E-Terra Technologies as a credible and competitive provider of technology-related sustainability and electronic waste management solutions.
• Oversee digital marketing, corporate communications, content development, public relations, and other brand-building initiatives.
• Develop targeted marketing campaigns for different customer segments, industries, and service offerings.
• Direct the development of company profiles, service brochures, sales presentations, case studies, proposals, and other marketing materials.
• Coordinate industry events, exhibitions, conferences, stakeholder engagements, and corporate networking initiatives.
• Strengthen the company's digital presence through appropriate channels, including its website, LinkedIn, email marketing, and other relevant platforms.
• Monitor marketing campaign performance and ensure that marketing expenditure generates measurable commercial returns.
• Work with internal teams and external agencies to maintain consistent corporate messaging and brand standards.
• Conduct market research and customer surveys to understand buyer behavior, brand perception, and emerging market needs.

Market Research and Competitive Intelligence:

• Conduct regular market assessments to identify commercial opportunities, industry trends, customer needs, and emerging market segments.
• Monitor competitors' service offerings, pricing strategies, market positioning, and business development activities.
• Identify underserved markets and develop strategies to establish a competitive advantage.
• Assess the commercial potential of new services, partnerships, geographical markets, and customer segments.
• Prepare market intelligence reports and provide strategic recommendations to senior management.
• Track relevant regulatory, environmental, technological, and industry developments affecting demand for the company's services.
• Use market data and customer insights to guide product positioning, pricing, sales strategy, and marketing investments.

Customer Relationship Management and Retention:

• Develop and implement a customer relationship management strategy that promotes long-term partnerships and repeat business.
• Ensure timely follow-up on leads, proposals, quotations, customer enquiries, and contractual commitments.
• Establish systems for collecting customer feedback, monitoring satisfaction, and resolving commercial complaints.
• Maintain strong relationships with key accounts and senior client representatives.
• Develop customer retention and reactivation programs to minimize client attrition.
• Collaborate with operations and other departments to ensure that service delivery meets customer expectations.
• Review customer account performance and identify opportunities for additional services and revenue growth.
• Ensure accurate customer records, sales activities, opportunities, and communications are maintained within the company's CRM or approved reporting system.

Commercial Management, Pricing, and Profitability:

• Develop pricing strategies that balance market competitiveness, customer value, operating costs, and profitability.
• Review commercial proposals and ensure that pricing, discounts, and contract terms comply with approved company policies.
• Monitor revenue, gross margin, customer acquisition costs, marketing expenditure, and sales profitability.
• Prepare annual sales and marketing budgets and manage expenditure within approved limits.
• Evaluate the commercial viability of major opportunities before committing company resources.
• Work with Finance to monitor invoicing, outstanding receivables, payment milestones, and customer credit exposure.
• Ensure that sales agreements contain appropriate commercial terms and are reviewed by relevant internal stakeholders.
• Provide management with accurate revenue forecasts, pipeline reports, budget updates, and profitability analyses.
• Identify opportunities to improve sales productivity, reduce customer acquisition costs, and increase commercial efficiency.

Leadership and Team Development:

• Lead, supervise, and motivate the sales, marketing, and business development teams.
• Establish clear departmental objectives, individual targets, and performance expectations.
• Recruit, develop, coach, and retain high-performing commercial personnel.
• Conduct regular performance reviews and provide constructive feedback to team members.
• Develop sales training programs covering prospecting, negotiation, presentation, account management, and closing techniques.
• Introduce performance-based accountability and appropriate incentive structures, subject to management approval.
• Promote collaboration between Sales & Marketing, Operations, Finance, Procurement, and other relevant departments.
• Ensure that team activities align with company policies, ethical standards, and approved business strategies.
• Prepare succession and talent development plans for critical commercial roles.
• Foster a results-driven culture focused on revenue generation, customer satisfaction, accountability, and continuous improvement.

Cross-Functional Collaboration and Compliance:

• Work closely with the Managing Director/CEO to align commercial activities with the company's strategic priorities.
• Collaborate with Operations to ensure that proposed sales commitments are operationally feasible.
• Work with Finance to ensure accurate forecasting, invoicing, collections monitoring, and commercial reporting.
• Coordinate with Procurement and other internal stakeholders when preparing client proposals and service delivery plans.
• Ensure that sales and marketing activities comply with applicable laws, company policies, environmental requirements, and contractual obligations.
• Support relevant environmental compliance, sustainability reporting, and responsible recycling initiatives.
• Maintain accurate records of commercial agreements, customer engagements, marketing expenditure, and sales performance.
• Prepare management reports, board presentations, and strategic recommendations as required.

Qualifications and Experience
Educational Qualifications:

• A Bachelor's Degree in Business Administration, Marketing, Economics, Management, Engineering, Environmental Management, or a related discipline.
• An MBA or Master's Degree in Business Administration, Marketing, Strategic Management, or a related field is an advantage.
• Relevant professional certifications in sales, marketing, business development, digital marketing, or strategic management are desirable.

Required Professional Experience:

• 20– 25 years of progressive professional experience in sales, marketing, commercial management, or business development.
• At least 20 years in a senior leadership or management role with demonstrable responsibility for revenue growth and team leadership.
• Proven experience developing and executing commercial strategies, securing major contracts, and managing key corporate accounts.
• Demonstrable experience in B2B sales, enterprise sales, strategic partnerships, and complex commercial negotiations.
• Experience in e-waste management, electronics recycling, technology, IT asset disposition, environmental services, sustainability, manufacturing, or a related industry is strongly preferred.
• Evidence of achieving measurable revenue growth, expanding market share, and improving profitability.

Technical and Professional Competencies:

• Strategic sales planning and execution.
• Commercial negotiations and contract management.
• Market research and competitive analysis.
• Customer relationship management and key account development.
• Digital marketing and brand positioning.
• Financial analysis, budgeting, and commercial forecasting.
• CRM systems, sales analytics, and performance reporting.
• Leadership, communication, presentation, and stakeholder management.
• Business acumen and a strong results-oriented mindset.
• Knowledge of sustainability, recycling value chains, and relevant environmental business opportunities.