Head Of Sales

Protodigy On Behalf Of Client; Gauteng; On-site; ZAR 500 000 - 600 000; Full time

Job summary

A leading B2B sales firm in South Africa seeks a Sales Manager to drive revenue growth through sales strategy execution and team leadership. The ideal candidate will possess a Bachelor's degree, 6-10 years of B2B hardware sales experience, and strong leadership skills. Responsibilities include managing sales funnels, leading a sales team, and ensuring compliance with health and safety policies. This is a full-time, permanent position requiring in-person work.

Qualifications

• 6-10+ years in B2B hardware sales, especially with international customers.
• 3+ years leading a sales team as a player-coach.
• Fluent in professional English with strong communication skills.

Responsibilities

• Lead and coach a high-performing sales team to meet revenue targets.
• Define and execute B2B sales strategy for substantial year-on-year growth.
• Manage end-to-end sales funnel and channel management.

Skills

B2B hardware sales experience

Leadership skills

Technical understanding of products

CRM proficiency

Education

Bachelor's degree in Engineering, Business or related field

Tools

Microsoft Office Suite

Job description

MAIN PURPOSE : Deliver rapid revenue growth by establishing and leading a disciplined sales cadence—meet revenue targets while building future pipeline through focused strategy, relationship management, and player-coach leadership of a high-performing sales team.

Strategy and Planning

• Define and execute short- and long-term B2B sales strategy (direct + channel) to drive substantial year-on-year revenue growth;
• Identify and foster strategically valuable industry relationships that will deliver deals to the sales pipeline;
• Build a detailed annual bottom-up sales plan and multi-year outlook with relevant stakeholders;
• Grow existing accounts (upsell / cross-sell) and open new opportunities and markets;
• Represent the company at international trade shows, converting show leads into pipeline;
• Collaborate with Marketing on campaigns to ensure alignment with sales objectives;
• Research customer needs and market requirements to propose product improvements or new solutions;
• Monitor market trends, competitor activity, and customer feedback to guide decisions;
• Analyse sales by product, region, and segment, and refine sales strategies to improve performance.

Sales Execution & Operations

• Disciplined and systematic approach to ensure focus on lead conversion, quote-to-order conversion and pipeline growth;
• Manage the sales funnel end-to-end: lead capture, opportunity progression, and quotation control;
• Oversee channel management: selection, onboarding, offboarding, and performance tracking;
• Set per-customer targets for the top 30 customers and report on results quarterly;
• Oversee CRM data management and ensure continuous data clean-up and integrity;
• Ensure accurate and timely quotations, quotations pipeline reporting and follow-up to order conversion;
• Manage customer agreements, including MNDAs, End User Declarations, Terms & Conditions, and other relevant documents;
• Visit key global customers to strengthen relationships and gather product/application feedback;
• Support the negotiation and closing of major deals;
• Manage sales expenses within the approved budget;
• Maintain and comply with the Quality Management System.

Leadership

• Lead and coach a high performing, target-driven sales team;
• Set individual sales targets that cumulatively meet the annual budget;
• Resource planning, recruitment and onboarding in collaboration with People Management;
• Engage in ongoing skills development, weekly check-ins and performance evaluations of direct reports;
• Compliance with Safety, Health & Environmental policies.

Reporting

• Maintain a rolling, bottom-up sales forecast and update this quarterly;
• Present accurate, complete and timely monthly reporting on opportunities and quotes pipelines;
• Provide a quarterly report to the CEO on sales activity, results, and key risks and opportunities;
• Keep a year-end rolling gap-to-target forecast, informed by the opportunities and quotations pipelines;
• Track key sales metrics and report on activity levels, conversion rates, and pipeline health;
• Provide Supply Chain with a monthly product-level sales forecast for production planning;
• Report quarterly on distributor performance against agreed targets.

Authority

• Approve up to $… (amount not specified);
• Provide guidance and delegate responsibilities as appropriate to Sales Team;
• Ensure expenses remain within budget, see DOA Required.

Qualifications, Experience and Skills

• Bachelor's degree in Engineering, Business / Commerce, or a related field (a strong technical diploma considered);
• 6‑10+ years in B2B hardware sales, including international customers (e.g., US / UK / EU / Asia);
• 3+ years leading a sales team (player‑coach);
• Proven record of meeting or exceeding revenue targets, building pipeline, and improving win rate and sales cycle;
• Ability to understand and explain technical products; strong interest in learning LiDAR technology and its applications;
• Willingness to travel and experience with international trade shows;
• Ability to communicate, present, and influence clearly and credibly at all levels in the organisation;
• Proficiency in CRM systems and Microsoft Office Suite;
• Fluent, professional English.

Able to communicate clearly with international audiences; strong written communication is critical.

Job Types : Full-time, Permanent
Work Location : In person