Manager, Sales And Marketing
Institute of Directors Nigeria
full-time
JOB PURPOSE
The Sales & Marketing Manager is responsible for driving CIoD Nigeria's commercial revenue growth, institutional partnerships and business development opportunities in support of the Institute's strategic and statutory objectives.
The role manages the commercial pipeline from prospecting and lead qualification through proposal, negotiation, conversion and account development. It works closely with Corporate Communications and relevant Directorates to convert market opportunities generated through the Institute's programmes, events, publications, partnerships and other approved commercial offerings.
KEY RESPONSIBILITIES
Business Development & Market Development
Develop and implement a business development plan aligned with the Institute's strategic plan and approved revenue targets.
Identify new sectors, organisations, regulators and institutional partners with potential for engagement with CIoD Nigeria.
Conduct market, sector and competitor analysis to identify growth opportunities and emerging demand.
Maintain a robust and current commercial pipeline across approved revenue lines.
Revenue Generation & Conversion
Identify, qualify and pursue prospective corporate organisations, government agencies, regulators and institutional partners.
Develop commercial proposals, presentations, quotations and offers consistent with CIoD Nigeria's brand and governance standing.
Lead pitches and presentations and negotiate commercial terms within delegated authority and approved policy.
Convert qualified prospects into paying participants, sponsors, partners, corporate clients and other approved revenue relationships.
Achieve agreed monthly, quarterly and annual revenue targets and report performance to Management.
Sponsorship, Exhibition & Advertising Sales
Develop and secure sponsorship, exhibition and advertising opportunities for the Annual Directors' Conference and other Institute events and publications.
Develop customised sponsorship and commercial packages appropriate to the Institute's positioning.
Manage sponsor and exhibitor relationships across the full event cycle, including fulfilment and post-event reconciliation.
Corporate Partnerships & Account Management
Develop corporate partnerships, including training arrangements, MoUs, joint programme delivery and other approved collaborations.
Engage CEOs, senior executives, HR/L&D leaders, Company Secretaries, board members and other decision-makers.
Maintain key accounts and identify opportunities for repeat business and cross-selling across the Institute's programme suite.
Monitor partner satisfaction and resolve commercial issues promptly and professionally.
Lead Management, CRM & Reporting
Receive and qualify leads generated through Corporate Communications, Institute programmes and events.
Maintain accurate prospect and opportunity records in the approved CRM/database.
Track conversion, pipeline value, revenue performance and forecast accuracy and provide structured market feedback to Management.
COMPETENCY & SKILLS REQUIREMENTS
Strong B2B business development, sales and commercial relationship-management capability.
Strong understanding of the operating environment of professional and membership-based organisations.
Excellent negotiation, presentation, pitching and influencing skills.
Commercial acumen with strong pipeline, CRM and target-management discipline.
Strong analytical, communication and relationship-management skills.
Ability to engage senior executives and manage multiple commercial opportunities simultaneously.
ACADEMIC & PROFESSIONAL REQUIREMENTS
Bachelor's degree in Business Administration, Marketing, Sales, Economics, Management or a related discipline.
Professional qualification in Sales, Marketing, Business Development or a related field is an advantage.
EXPERIENCE
7-10 years' relevant experience, preferably with demonstrable B2B sales or business development experience.
Demonstrable experience meeting revenue, sales or business development targets.
Experience selling professional services, executive programmes, memberships, events, sponsorships or similar offerings is highly desirable.
Experience engaging senior executives and corporate decision-makers.
KEY PERFORMANCE INDICATORS
Revenue achieved against approved target.
Value and quality of active commercial pipeline.
Qualified-lead-to-conversion rate.
Sponsorship, exhibition and advertising revenue secured.
New and retained corporate accounts/partnerships.
Repeat business and client retention rate.
Forecast accuracy and quality of Management reporting.