Head of Revenue

The People Practice - Our Client, a marketing and advertising company, is recruiting to fill the position below:

Job Title: Head of Revenue

Location: Lagos

Job Description

Our Client is looking for an Head of Revenue, who will be responsible for leading the organisation’s commercial growth and making revenue more predictable, profitable and sustainable. This is a hands-on, player-coach role combining direct selling, key-account development, team leadership, revenue operations, commercial strategy and disciplined execution. The role holder will personally originate and close strategic opportunities while building a capable sales team, strengthening the company’s pipeline, protecting commercial margins, improving client retention and embedding effective use of the company’s CRM and sales processes. The Head of Revenue will also serve as the principal commercial stakeholder for the organisation’s developing location-marketing platform. The role will translate client and sales-team needs into practical product requirements, lead commercial testing and adoption, and help develop a viable go-to-market strategy for the platform. A central objective of the role is to move the organisation from excessive dependence on CEO-led relationships towards a strong, company owned commercial system supported by capable people, reliable data, defined processes and multiple client relationships.

Responsibilities

Revenue Ownership and Profitable Growth: Own the company’s monthly, quarterly and annual revenue targets. Develop and execute a revenue plan showing how agreed targets will be achieved across clients, sectors, products and channels. Maintain a qualified pipeline of at least three times the applicable revenue target. Ensure that revenue growth is commercially sound and consistent with approved gross-margin requirements. Personally originate, manage and close high-value, strategic and complex opportunities. Identify new revenue streams, products, partnerships and market segments. Monitor performance against target and initiate corrective action promptly where performance falls behind plan. Maintain clear visibility of committed, probable and early-stage revenue opportunities. New Business Development and Strategic Accounts: Build relationships with brands, media agencies, government institutions, growth-stage companies and other priority client categories. Develop account plans for the organisation’s most valuable existing and prospective clients. Lead strategic pitches, negotiations, presentations and commercial proposals. Expand relationships beyond a single contact by building multiple stakeholder connections within important client organisations. Convert CEO-originated relationships into properly documented, company-owned accounts with named internal owners and defined growth plans. Ensure that important accounts are not dependent on one the organisation employee or one client contact. Maintain an active schedule of client meetings, agency visits, prospecting activities and commercial follow-ups. Sales-Team Leadership and Accountability: Lead, coach and manage the Media Sales Executives and other assigned commercial personnel. Establish clear individual targets, accountabilities, activity expectations and performance scorecards. Conduct regular pipeline reviews, proposal reviews, deal-strategy sessions and sales coaching. Improve the team’s ability to prospect, understand client needs, structure solutions, prepare proposals, negotiate and close. Allocate accounts and opportunities transparently, with one clearly named owner for every opportunity and campaign. Identify performance gaps early and implement appropriate coaching, support or performance-management measures. Work with People and Culture on the recruitment, onboarding and development of high-quality commercial personnel. Build a sales culture characterised by ownership, urgency, integrity, collaboration and disciplined follow-through. Pipeline, CRM and Forecasting Discipline: Own the quality, completeness and reliability of the company’s sales pipeline. Ensure that all leads, contacts, meetings, proposals, values, next actions, expected closing dates and outcomes are accurately recorded in Zoho Bigin. Ensure that the CRM becomes the recognised system of record for sales activities and opportunities. Maintain consistent pipeline stages and qualification criteria across the commercial team. Produce reliable weekly, monthly and quarterly revenue forecasts. Review ageing opportunities and remove, requalify or escalate stalled deals. Track conversion rates across the sales funnel and implement measures to improve performance. Ensure that management reporting provides context, analysis, risks and proposed actions rather than merely presenting activity figures. Pricing, Proposals and Margin Protection: Enforce approved rate cards, pricing frameworks, discount limits and gross-margin requirements. Ensure that vendor costs, client prices, commissions, production expenses and projected margins are properly understood before proposals are issued. Review strategic or exceptional proposals for commercial quality and profitability. Ensure that unauthorised discounts or below-margin proposals are not issued. Improve proposal quality, accuracy, relevance and turnaround time. Work with Media and Operations to maintain current information on the organisation-owned assets, approved third-party inventory, vendor rates and availability. Identify and eliminate sources of margin leakage during proposal development and campaign execution. Client Retention and Account Growth: Establish a structured account-management and client-retention programme. Ensure that completed campaigns are followed by proof of execution, performance