B2B Accounts Manager
Reports to
CEO (with dotted line to Head of Commercial when hired)
Function
Account Management — Farmer
Location
Hybrid • Lagos
Type
Full-time, permanent
Compensation
Base salary + retention/expansion bonus tied to NRR and DSO
About the Role
Where the BD Executive hunts, the B2B Accounts Manager farms. You inherit a book of 25+ active B2B customers — predominantly AGO diesel — and your mandate is to grow that book through retention, wallet share expansion, and clean cash collection. You are the customer's day-to-day point of contact, the internal coordinator between Operations and Finance, and the gatekeeper of our credit exposure on each account. Done well, this role compounds: every account you keep healthy is one we don't have to re-acquire, and every cross-sell into Rescue or Fleet is incremental margin.
Key Responsibilities
- Own the relationship with every active B2B account. Be the single named point of contact for procurement, operations, and finance contacts on the customer side.
- Run a quarterly business review (QBR) with each tier-1 account: volume trends, service levels, payment behaviour, expansion opportunities.
- Drive wallet-share growth: every AGO account is a candidate for PMS, Rescue, and Fleet. Set and hit quarterly cross-sell targets.
- Own the credit and Overdraft relationship per account: approve usage within set limits, monitor utilisation daily, escalate any breach immediately, and partner with the Financial Accountant on collections.
- Manage Days Sales Outstanding (DSO) on the book to within target. Run weekly aging reviews and lead all customer-side collections conversations.
- Resolve service issues end-to-end: a late delivery, a short-volume complaint, a fleet incident — you triage, you coordinate Operations, and you close the loop with the customer in writing.
- Forecast monthly volume per account (PMS, AGO, Rescue dispatches) so Operations can plan procurement, dispatch, and crew rosters.
- Run renewal conversations on contracted accounts ahead of expiry — never let an SLA lapse silently.
- Maintain a clean account dashboard: revenue, margin proxy, DSO, NPS or CSAT, last-contact date, and expansion notes.
- Partner with the BD Executive on warm hand-offs — every closed-won account should be live and producing within 14 days of contract signature.
Performance Metrics
- Net Revenue Retention (NRR) on the existing book — target above 110%.
- DSO held within agreed thresholds (target to be set jointly with Finance).
- Cross-sell conversion rate (% of single-product accounts becoming multi-product).
- Customer Satisfaction (CSAT) or NPS, measured quarterly.
- Logo retention — gross account churn target below 5% annually.
- Bad debt as % of revenue — target below 1%.
Qualifications & Experience
- Minimum 4 years in B2B account management, customer success, or key account roles — ideally in fuel distribution, logistics, fleet, banking SME relationship management, or industrial services.
- Bachelor's degree in any commercial, finance, or engineering discipline.
- Strong commercial and credit literacy — you can read an aging report, calculate DSO, and have a confident collections conversation.
- Hands-on experience with CRM and account dashboards (HubSpot, Salesforce, Notion, or Excel-based equivalents).
- Working knowledge of basic contract terms, SLAs, and B2B credit.
What You Bring
- A farmer's mindset — patient, structured, relentless about follow-up.
- Comfort holding hard conversations: late payments, breached limits, service failures. You stay calm, you stay paid, you stay credible.
- Genuine service orientation — you treat the customer's problem as your problem until it's resolved.
- Strong written communication. Every commitment in writing, every escalation documented.
- Comfort working across Operations, Finance, and Tech — you are the connective tissue.
How To Apply
- Send your CV to careers@resqx.ng.
- Use the subject line "B2B Accounts Manager Application - [Your Name]".
- You can also visit www.resqx.ng/careers for more information.