The Commercial Lead will be responsible for driving revenue growth through the identification, engagement, negotiation, and closure of high-value deals across ABNO’s full product portfolio. This role requires a seasoned business development professional who can manage the complete sales cycle, mentor junior team members, and build long-term strategic relationships with key decision-makers.
Key Responsibilities
Institutional Sales Execution
- Prospect, qualify, and convert institutional leads across both public and private education sectors.
- Drive the full sales lifecycle: lead generation, qualification, product demonstrations, proposals, negotiations, deal closure, and client onboarding, with a focus on achieving and exceeding monthly revenue targets.
- Participate in procurement processes including tenders, RFQs, and proposal submissions, ensuring compliance and competitiveness.
- Collaborate with Sales Engineers to deliver sector-customized demos and handle technical Q&A.
Sector Engagement
- Build and nurture strategic, long-term relationships with key decision-makers such as Registrars, ICT Directors, Finance Offices, Deans, and school administrators.
- Represent ABNO at industry events including workshops, TVET summits, academic forums, and conferences to enhance brand visibility and generate leads.
- Partner with other Business Units to identify upsell opportunities and emerging client needs.
Team Leadership & Account Management
- Lead, coach, and support Junior Business Development Executives to ensure effective pipeline development, timely lead follow-ups, and achievement of team KPIs.
- Manage and grow assigned key accounts, ensuring client satisfaction, retention, and identifying opportunities for cross-selling and up-selling.
- Conduct market research to understand customer needs, trends, and competitor offerings, and engage relevant stakeholders within target organizations.
Reporting & CRM Discipline
- Maintain accurate and up-to-date CRM records of all client interactions, opportunities, proposals, and deal status.
- Provide timely weekly pipeline reports, client feedback, performance metrics, and monthly sales forecasts to the Business Development Manager.
- Track public funding timelines and support tender documentation preparation.
Strategic Contribution
- Collaborate with marketing teams to design and implement targeted campaigns and promotional activities tailored to education and institutional segments.
- Represent ABNO professionally at networking opportunities to strengthen brand equity and drive lead generation.
- Participate actively in team meetings, strategic planning sessions, and company assemblies, contributing insights and ideas to drive growth.
Qualifications and Experience
- Bachelor’s degree in business, IT, Education Technology, or related field.
- 4+ years of B2B or institutional sales experience (ERP, EdTech, or SaaS preferred).
- Proven record in long-cycle deal management and closing enterprise accounts.
- Demonstrated ability to prepare, process, and submit tenders in compliance with procurement requirements.
- Strong understanding of the education sector, especially public institutions.
- Excellent communication, negotiation and documentation skills.
How to Apply
Interested and qualified? Go to ABNO Softwares International on LinkedIn to apply.
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