Job Description

Key responsibilities include achieving sales targets through strategic planning, effective team leadership, and close collaboration with other departments.
Duties and Responsibilities:
Sales Leadership & Strategy:

• Develop and execute integrated sales strategies across equipment, services, and parts to achieve revenue, margin, and market share targets.
• Set and manage annual sales budgets, forecasts, and KPIs across segments and geographies.
• Identify growth opportunities, including new segments and underdeveloped markets, and design tactical plans to penetrate them.

Customer & Market Development:

• Lead negotiations with strategic customers and prospects, ensuring alignment with pricing policies, commercial terms, and company objectives.
• Maintain and deepen relationships with key customers including Transnet, MSC, Grindrod, and port operators across Southern Africa.
• Oversee sales pipeline development, quotation turnaround times, and customer engagement activity across all channels

Team & Performance Management:

• Lead, coach, and support a diverse sales team through regular 1-on-1s, performance reviews, and development plans.
• Set clear SMART objectives, ensuring alignment with broader business goals, and instill a performance-driven culture.
• Promote compliance with the company ethics, safety, and anti-bribery policies.

Reporting & Commercial Governance:

• Track sales performance against targets; analyze trends in revenue, cost, and margin; and report key insights to senior leadership.
• Collaborate with finance on pricing strategies, payment terms, and cash flow alignment.
• Ensure adherence to Delegation of Authority (DOA), accurate forecasting, and compliance in all deal approvals.

Cross-Functional Collaboration:

• Work closely with Service, Spare Parts, Finance, Marketing, and Operations teams to ensure customer satisfaction and timely delivery.
• Support order fulfilment and commissioning process, ensuring smooth handover to the customer.
• Provide market intelligence on competitor activity, pricing, and industry trends to shape regional strategy.

Requirements:

• Bachelor's degree in Business, Engineering, or a related field (required)
• Formal Sales Qualification or equivalent sales leadership training (preferred)
• Minimum 10 years' experience in capital equipment, service or industrial B2B sales, with at least 3 years in a senior leadership role.
• Proven track record of building and executing sales strategies across diverse customer bases.
• Experience managing cross-functional teams and multiple stakeholders within a regional or multinational structure.
• Background in working within an Ethics & Compliance-driven environment.
• Strategic Planning & Execution: Able to align long-term vision with short-term actions to drive performance and growth.
• Commercial Acumen: Strong understanding of gross margin management, pricing models, and deal structuring in inflationary environments.
• Customer Centricity: Passion for customer value, backed by strong negotiation, communication, and relationship-building skills.
• Leadership & Influence: Capable of inspiring teams, leading change, and managing performance.
• Collaboration & Engagement: Effective working across cultures and functions, with the ability to influence without authority.

Should you not receive a response within the next 2 weeks, please consider your application unsuccessful. Vacancies are advertised on our website, should you wish to keep abreast with our active roles.
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