Job Ref #: 7004902001
Industry: Sales
Job Type: Permanent
Positions Available: 1

Job Description

Strategic Sales Leadership

• Develop and implement a national sales strategy aligned to divisional and company growth objectives.
• Establish annual, quarterly and monthly sales plans and targets.
• Drive sustainable revenue growth, market share expansion and margin improvement.
• Develop trade-focused customer growth strategies to increase market penetration.
• Identify market opportunities, customer trends and competitor activity to inform business decisions.
• Lead the execution of customer-led growth initiatives across all regions.
• Establish go-to-market strategies for key customer segments and target markets.

Sales Transformation and Operating Model Development

• Conduct a comprehensive assessment of the current sales operating model.
• Evaluate the effectiveness, productivity and structure of internal and external sales functions.
• Review customer segmentation, territory allocation, workload distribution and customer coverage models.
• Benchmark sales structures and performance against industry best practice.
• Develop recommendations regarding:
• National and regional sales structures.
• Sales resource requirements.
• Reporting lines and span of control.
• Territory design and customer allocation.
• Sales role definitions and accountabilities.
• Customer segmentation models.
• Sales governance frameworks.
• Lead the implementation of approved organisational and sales transformation initiatives.
• Establish a scalable and sustainable sales operating model that supports future growth.

Leadership and Team Development

• Lead, coach and develop Regional Sales Managers to deliver consistent sales performance.
• Build a high-performance sales culture focused on accountability, customer service and commercial results.
• Drive employee engagement and capability development within the sales function.
• Ensure performance management processes are effectively implemented.
• Identify succession talent and develop future sales leaders.
• Support recruitment, onboarding and development of sales personnel.

Sales Operations and Performance Management

• Establish and manage the national sales budget and sales targets.
• Implement standardised sales processes, methodologies and operating standards.
• Develop sales scorecards, KPIs and performance management frameworks.
• Drive accuracy in sales forecasting and pipeline management.
• Monitor regional sales performance and implement corrective action where required.
• Ensure effective utilisation of CRM and sales management systems.
• Drive continuous improvement in sales productivity and effectiveness.

Customer and Market Development

• Develop and strengthen relationships with major trade customers and key accounts.
• Drive customer acquisition, retention and customer growth strategies.
• Increase customer visibility and engagement across all regions.
• Expand share of wallet within existing customer portfolios.
• Identify opportunities for strategic partnerships and market development.
• Provide customer and market insights to support business planning and decision-making.
• Ensure customer expectations and service commitments are consistently achieved.

Governance, Compliance and Commercial Excellence

• Establish sales governance standards and operating disciplines across the business.
• Ensure compliance with company policies, procedures and commercial frameworks.
• Balance sales growth objectives with profitability and risk management requirements.
• Collaborate with all internal stakeholders to optimise business performance.
• Drive adoption of data-driven decision-making and sales analytics.
• Ensure consistency in customer engagement and sales execution nationally.

Reporting and Performance Analysis

• Prepare and present monthly, quarterly and annual sales performance reports.
• Provide meaningful sales analysis and recommendations to executive leadership.
• Monitor key sales and customer metrics to identify trends and opportunities.
• Measure the effectiveness of sales initiatives and transformation programmes.
• Report on progress against strategic growth priorities and sales transformation objectives.

Job Requirements

Minimum Qualifications

• Degree in Business Management, Commerce, Sales, Marketing or related field.
• Relevant postgraduate qualification advantageous.

Experience

• Minimum 8-10 years sales leadership experience within a multi-site commercial environment.
• Minimum 5 years' experience in a senior sales management role.
• Proven experience leading geographically dispersed sales teams.
• Demonstrated success in developing and implementing national sales strategies.
• Experience in sales transformation, organisational design or operating model implementation.
• Experience within building materials, hardware, wholesale, retail or construction-related industries would be advantageous.
• Proven track record of delivering sustainable revenue and market share growth.