Job Description

Area Sales Manager
Reporting to Director Relationship Channel
Location - Johannesburg, Gauteng
Role Purpose:
Participate in design and ensure implementation of field sales priorities to achieve revenue growth, enhance customer retention and acquisition, and increase lead conversion for a defined geographic region, product line or market segment in line with business strategy, financial objectives, Group guidelines and policies.
Key Responsibilities:
1. Sales Per Day and Revenue Target
Participate in design of field sales priorities including sales forecast, budget and manpower plans considering business strategy, financial objectives, Group guidelines and policies
Prepare plans for a defined geographic region, product line or market segment to generate leads, manage accounts and close sales through a field sales team
Scan market, apply market intelligence, identify and contact prospective customers and build relationships to generate future sales and repeat business
Assess customer's business and requirements, and recommend appropriate products/ service
Develop and deliver sales bids, presentations, proposals and conduct product demonstrations to major customers
Pursue major prospects and lead negotiations and construct appropriate terms of sale Responsible to drive local sales team to grow the Shipments Per Day (SPD) volumes according to local / country objectives
Proactively identify potential challenges that may not be clear in own work area and come up with solutions to modify work methods accordingly
Support field sales representatives in securing critical sales in key or complex accounts
Responsible to strategically plan and execute best practice (in terms of sales) in order to continuously grow revenue within the respective area and territories.
Collaborate and resolve issues with various internal teams such as sales, marketing, operations and service management for resolving customer issues, enhancing sales and customer retention
2. Reporting and Administration

• Responsible to handle escalated queries and customer complaints in a courteous and timely manner.
• Responsible to draft and provide ad-hoc business plans, reports and information sheets as and when required by management or customers

3. People Management

• Manage direct reports by setting clear objectives, providing regular coaching, and fostering a high-performance culture.
• Ensure effective performance management, including goal setting, feedback, and development planning.
• Responsible to identify and initiate change in KPI priorities from time to time as per local business objectives
• Identify and develop talent within the team, ensuring succession plans are in place for critical roles.
• Promote collaboration, inclusion, and psychological safety within the team to drive engagement and innovation.
• Align team capabilities with current and future business needs, ensuring the Sales team remains agile and future-ready.
• Facilitate continuous learning and professional development to build a resilient and capable sales team.
• Manage team workload and priorities to ensure efficient delivery of Sales priorities.

Minimum Requirements
Experience

• Min 6 years of Field Sales experience, with at least 4 years' experience leading a high performing team
• Min 4 years' experience in a similar capacity and preferably in a mid-size organisation of a related industry
• Min 4 years' experience in consumer/retail and/or marketing planning. Orientation in the field of transport and forwarding advantageous.
• Previous logistics experience advantageous.
• Strong numerical and analytical skills
• Advanced MS Suite Office skills (Word, Excel, PowerPoint, etc.)
• Strong spoken and written communication skills
• Project management skills
• Demonstrated ability to influence and build relationships with senior stakeholders.

Qualifications

• Degree in Business or similar in related discipline. Commercial, Business, Marketing preferred.
• Valid driver's license

Skills Required