Job Description

ENVIRONMENT:
DUTIES:
Category Sales & Business Development (National Scope)

• Develop and implement national sales strategies to grow the IT Hardware & Supplies category across all regions.
• Drive achievement of national sales targets and gross profit objectives.
• Lead the sales strategy for their key target customer base while working and aligning with the regional sales teams
• Conduct regional performance analysis and implement tailored strategies to address gaps and optimise growth.
• Collaborate with regional and branch sales managers to execute national plans at local levels.
• Identify and capitalise on new business opportunities and untapped markets.
• Maintain regular contact with key accounts nationally to ensure customer satisfaction and identify upselling opportunities.
• Monitor national portfolio reports (buying patterns, non-buyers, trends) and drive immediate response strategies.
• Analyse historical and projected sales data to anticipate future business requirements.
• Support the commercial tender process by contributing product insights, pricing strategies, and supplier collaboration.

National Marketing & Promotions

• Plan and implement national marketing campaigns, promotions, and category events to boost brand visibility and sales.
• Ensure alignment and execution of promotional activity across all sales channels (retail, commercial, online).
• Benchmark pricing nationally and ensure competitive positioning.
• Provide national oversight of retail merchandising and in-store promotional compliance.
• Lead market research efforts to track consumer behaviour and competitor trends.
• Collaborate with the national marketing team to develop category-specific campaigns and digital content.

Customer Engagement & Relationship Management

• Build and maintain national customer relationships to enhance loyalty and retention.
• Address escalated customer queries or complaints swiftly and effectively.
• Provide national sales teams with training, product information, and support tools.
• Identify and respond to evolving customer needs across all regions.

Product Strategy & Category Development

• Create and implement a national category development roadmap.
• Source and select new products aligned with customer demand and strategic goals.
• Drive product performance and lifecycle management in collaboration with suppliers and internal stakeholders.
• Conduct supplier negotiations at a national level to secure optimal pricing, terms, and support.
• Monitor and manage product pricing to maximise margins and market competitiveness.

Stock & Supplier Management

• Control and Oversee national stock levels to ensure availability and reduce slow-moving inventory.
• Liaise with suppliers and distribution centres to manage national inventory and resolve stock discrepancies.
• Drive supplier performance and foster strategic relationships to enhance category competitiveness.
• Lead national markdown strategies and stock reallocation plans.

Key Account & SBD Management

• Manage National Supplies Big Deals (SBDs), contracts, and pricing agreements.
• Ensure consistent and timely reporting to senior leadership on SBD-related matters.
• Collaborate with the contracts and sales support teams to ensure accurate and timely SBD implementation.
• Visit strategic accounts nationally to maintain and expand relationships.

Reporting & Administration

• Prepare and submit national category performance reports (weekly, monthly, quarterly).
• Analyse sales and financial data to make strategic recommendations.
• Track and report on new business development and lost business trends nationally.

Provide reports as requested distributors and supply partners as and when required REQUIREMENTS: Technical Requirements

• Advanced Microsoft Excel and data analysis capabilities.
• Working knowledge of ERP systems
• Solid understanding of IT Supplies/Hardware product landscape.
• Ability to conduct market benchmarking and competitive price analysis.

Qualifications & Experience

• Minimum 6-10 years' experience in IT or ICT sales/category management, in a national role.
• Experience in the ICT reseller or distribution channel is highly recommended.
• Tertiary qualification in Sales, Marketing, Business Management, or similar (preferred).
• Demonstrated track record of achieving sales growth and category development.
• Strong knowledge of national retail, commercial, and contract sales environments.
• Experience managing supplier negotiations and national promotional execution.
• Valid driver's license and willingness to travel nationally.

ATTRIBUTES:

• Proven ability to operate at strategic, tactical, and operational levels.
• Advanced analytical and data interpretation skills.
• Strong planning, organizational, and project management abilities.
• Excellent communication, negotiation, and presentation skills.
• Resilient, self-driven, and highly results oriented.
• Commercial acumen with a strong understanding of profitability levers.
• Strong interpersonal skills to engage cross-functional teams and external stakeholders.

Ability to influence without direct authority and manage virtual teams.

Skills Required