Job Description

Key Responsibilities
Regional Growth & Revenue Ownership

• Own and deliver regional revenue, margin, and growth targets.
• Develop and execute a regional business development and market penetration strategy.
• Identify priority sectors, strategic accounts, and growth opportunities.
• Build a high-value, sustainable sales pipeline through direct engagement, partnerships, and targeted campaigns.

New Business Development & Strategic Account Acquisition

• Lead complex, high-value sales opportunities from discovery through to contract close.
• Engage senior client stakeholders at operational and executive level.
• Conduct site-based discovery to assess compliance risks, audit readiness, and operational challenges.
• Position integrated, value-led solutions that reduce risk and support regulatory compliance.

Commercial Leadership - Integrated Pest Management & Consulting

• Drive commercial growth of food-industry compliant pest management and consulting solutions.
• Ensure solutions are risk-based, audit-ready, and aligned with food safety and quality standards.
• Oversee definition of service scope, KPIs, reporting requirements, and escalation protocols.

Proposal, Pricing & Contract Oversight

• Lead proposal development and ensure commercial and technical alignment.
• Translate food safety standards and audit requirements into deliverable commercial solutions.
• Maintain pricing discipline, margin protection, and commercially sound contract terms.

Leadership & Performance Management

• Provide leadership, coaching, and performance management to sales and business development resources where applicable.
• Build consultative selling capability and strengthen solution-based sales approaches.

Pipeline, Forecasting & Governance

• Own CRM governance, pipeline accuracy, and forecasting for the region.
• Track performance against targets and proactively manage risks and conversion gaps.
• Deliver regular management reporting with insights and corrective actions.

Client Retention & Account Expansion

• Protect and grow revenue through renewals, retainers, and cross-selling.
• Strengthen long-term strategic relationships with key clients.
• Ensure effective handover to operations and monitor service outcomes to maintain client satisfaction.

Market Intelligence & External Representation

• Monitor competitor activity, pricing trends, regulatory changes, and market dynamics.
• Represent the business at relevant industry events and regional forums.

Key Performance Indicators (KPIs)

• Regional revenue growth and gross margin
• New business value and pipeline coverage
• Conversion rates and deal size
• Client retention, renewals, and account expansion
• Forecast accuracy and CRM data integrity

Required Experience (Non-Negotiable)

• Senior experience within the food or beverage industry in a quality or technical leadership role (e.g. Quality Manager, Food Technologist, Food Safety Officer).
• Proven success in senior B2B business development or consultative sales roles.
• Strong understanding of food safety systems, audit frameworks, and regulatory compliance.
• Demonstrated ability to engage credibly at senior management and executive level.

Qualifications & Professional Training

• Tertiary qualification in Food Science, Food Technology, Microbiology, Environmental Health, or related field.
• Advantageous certifications:

• HACCP (intermediate/advanced)
• Internal Auditing
• ISO 22000 / FSSC 22000
• GMP / PRPs
• Pest control or IPM experience within food environments advantageous, or willingness to obtain required certification.

Core Competencies

• Strategic and consultative selling capability.
• Strong commercial and financial acumen.
• Executive-level stakeholder engagement.
• High-quality proposal development and negotiation skills.
• CRM proficiency and data-driven decision making.
• Excellent planning and territory management skills.

Practical Requirements

• Based in Ferndale, Gauteng.
• Willingness to travel extensively across Gauteng, Limpopo, Mpumalanga, and North West.
• Valid driver's licence.

Personal Attributes

• Strategic, analytical, and results-driven.
• Highly professional with strong attention to detail.
• Resilient, adaptable, and comfortable operating in complex environments.
• Confident communicator and collaborative leader.

Skills Required