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Sales and Marketing (Commercial and Business Development)
Senior Corporate Sales Manager
Surulere, Lagos, NigeriaOn-siteFull-timeA competitive salary and performance linked incentive structure, commensurate with experience.
Senior Corporate Sales Manager leads business development activity targeting corporate organisations, HMOs, hospitals and other institutional clients, owning revenue growth and managing a team of business development executives across the corporate and HMO channel.
What you'll own
- —Develop and execute structured business development strategy to identify and win new corporate, HMO and institutional clients
- —Build and maintain qualified sales pipeline from lead generation through proposal development, negotiation and contract close
- —Represent client professionally in client meetings, pitches and presentations, tailoring service propositions to each client's needs
- —Monitor competitor activity and trends in corporate diagnostics and HMO market to refine commercial approach and pricing
- —Own end-to-end relationship management for signed corporate and HMO accounts as primary commercial point of contact
- —Lead tariff negotiations, service level discussions and contract renewals with HMOs and corporate clients within approved pricing bands
- —Track account utilisation, client satisfaction and renewal timelines, proactively managing retention to minimise avoidable client churn
- —Resolve escalated account issues such as billing disputes, service concerns or authorisation and eligibility queries in partnership with Operations, Customer Experience and Finance
- —Recruit, coach and manage a team of Business Development Officers and Corporate Sales Executives focused on the corporate and HMO channel
- —Set individual and team targets for new accounts, revenue growth and renewal rate, reviewing performance regularly
- —Review and approve client proposals, pricing exceptions and significant deals prior to submission or signature
- —Build team capability through structured onboarding, coaching and participation in internal sales training programmes
- —Maintain accurate, current records of all client and prospect activity in CRM system
- —Produce regular pipeline, revenue and renewal reports for the Head of Sales and Marketing and executive leadership
- —Provide reliable revenue forecasts for the corporate and HMO channel to support finance and operational planning
- —Work closely with Marketing, Operations, Customer Experience and Finance to ensure seamless client experience
- —Ensure all corporate and HMO sales activity is conducted in line with sales policies, HMO regulatory requirements and professional standards
- —Maintain confidentiality of commercial terms, client data and pricing information
What we need from you
- —Bachelor's degree in Business Administration, Marketing, Health Sciences or related field
- —Minimum 10 to 15 years of progressive experience in B2B sales, corporate sales or key account management
- —At least 3 years of experience in a supervisory or team leadership capacity
- —Demonstrated experience selling to or managing commercial relationships with HMOs, health insurance providers, hospitals or corporate organisations
- —Proven track record of meeting or exceeding revenue and new business targets
- —Experience using a customer relationship management (CRM) system to manage sales pipeline and produce performance reports
- —Strong commercial acumen and negotiation skills with ability to structure and close corporate and HMO agreements
- —Excellent relationship management skills with confidence and gravitas to engage senior decision makers
- —Strong people leadership skills with experience coaching and managing sales team performance
- —Highly organised and target driven, comfortable operating against pipeline, revenue and renewal metrics
- —Excellent verbal and written communication and presentation skills
- —Willingness to travel regularly within Lagos to meet clients, HMOs and institutional partners
- —MBA or postgraduate qualification in sales or marketing (advantage)
- —Prior experience in healthcare, diagnostics, pharmaceuticals or related industry (advantage)
- —Working knowledge of Nigerian HMO and health insurance landscape (advantage)
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