Head of Sales

Talented Recruitment Specialists; Durban; On-site; ZAR 1,200,000 - 1,600,000; Full time

Job summary

A recruitment agency is seeking a Head of Sales to lead and execute sales strategies across various markets. The candidate should have a strong background in B2B sales, team leadership, and customer relationship management. With at least 10 years of relevant experience and a Bachelor’s degree, you will drive revenue growth and ensure sales targets are met. This role is pivotal in shaping sales direction and requires exceptional strategic planning skills.

Qualifications

• Minimum 10 years’ experience in capital equipment or industrial B2B sales.
• At least 3 years in a senior leadership role.
• Proven track record in building and executing sales strategies.

Responsibilities

• Develop and execute integrated sales strategies across defined geographies.
• Lead negotiations with strategic customers ensuring alignment with company objectives.
• Support order fulfilment and commissioning process for customer satisfaction.

Skills

Sales Strategy Development

Negotiation Skills

Team Leadership

Customer Relationship Management

Commercial Acumen

Education

Bachelor's degree in Business, Engineering, or a related field

Formal Sales Qualification or equivalent

Job description

We are looking for a Head of Sales to lead, develop, and execute the sales strategy across defined geographies, product lines, and market segments. This role is responsible for driving revenue growth, expanding market presence, and strengthening customer relationships by aligning sales activities with business objectives. The position ensures the achievement of sales targets through effective planning, team leadership, and cross-functional collaboration.

Key Accountabilities

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 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.

Key Competencies

• 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.

IMPORTANT NOTICE

By applying to this advert you hereby acknowledge that you have read and accept the following Protection of Personal Information ACT (POPIA) disclaimer:

I hereby consent for Talented Recruitment to process my personal information as part of the recruitment process. Talented Recruitment shall take all reasonable measures to protect the personal information of applicants and for the purpose of this disclaimer “personal information” shall be defined as detailed in the Protection of Personal Information Act, Act 4 of 2013 (“POPIA”).