Regional Sales Manager

Pro-Match Recruitment; Gqeberha; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Pro-Match Recruitment is seeking a Regional Sales Manager to drive growth across the Eastern Cape and Garden Route. You will own revenue targets, lead a field team, and develop territory strategies to expand distribution and improve market share.

The role emphasizes strong relationships with major accounts and growth across retail, wholesale, forecourt and independent trade, with robust forecasting and cross-functional collaboration.

Qualifications

• Proven experience in regional sales management or senior sales leadership.
• Strong FMCG sales and distribution experience.
• Proven track record of achieving and exceeding sales targets.
• Experience managing and motivating field sales teams.

Responsibilities

• Take full ownership of regional sales targets and revenue performance.
• Develop and implement territory sales strategies across the Eastern Cape, including the Garden Route.
• Identify and pursue growth opportunities across retail, wholesale, forecourt and independent trade.
• Drive new business through prospecting, presentations, negotiations and securing new accounts.
• Monitor competitor activity, pricing and product ranges within the region.
• Respond quickly to market changes and competitive activity to protect and grow market share.

Skills

Regional leadership

FMCG sales

Negotiation

Team leadership

Key account management

Job description

Key Responsibilities

Regional Sales Strategy & Revenue Growth

• Take full ownership of regional sales targets and revenue performance.
• Develop and implement territory sales strategies across the Eastern Cape, including the Garden Route.
• Identify and pursue growth opportunities across retail, wholesale, forecourt and independent trade.
• Drive new business through prospecting, presentations, negotiations and securing new accounts.
• Monitor competitor activity, pricing and product ranges within the region.
• Respond quickly to market changes and competitive activity to protect and grow market share.

Key Account Management

• Manage and grow relationships with major regional key accounts, including SPAR, Pick n Pay, Shoprite and forecourt groups.
• Negotiate product ranging, promotional activity and trading execution at regional level.
• Ensure key accounts receive a high standard of service, with a strong focus on product availability, compliance, shelf presence and relationship management.
• Handle customer escalations, disputes and commercial queries professionally and efficiently.
• Build strong, long-term relationships with buyers, regional managers and other key stakeholders.

Independent Trade & Wholesale

• Drive sales volume and distribution growth across independent trade and wholesale channels.
• Develop direct relationships with wholesalers and independent retailers.
• Identify opportunities to increase product ranging and repeat orders.
• Ensure pricing, credit and stock discipline are maintained across the customer base.
• Develop new accounts and expand the regional customer network.

Regional Team Leadership

• Lead, manage and develop the regional field sales team, sales representatives and merchandisers.
• Set clear individual and team sales targets.
• Conduct regular performance reviews, coaching sessions and field accompaniments.
• Drive accountability and recognise strong individual and team performance.
• Address underperformance quickly and constructively.
• Build a disciplined, motivated and high-performance regional sales culture.
• Assist with recruitment and onboarding of new team members as the region expands.

Territory Coverage, Distribution & In-Trade Execution

• Maximise customer call coverage and route efficiency across the geographically spread territory.
• Ensure optimal product ranging, availability and visibility across all sales channels.
• Monitor sales performance, stock levels and returns across the regional customer base.
• Ensure consistent merchandising and in-store execution.
• Conduct regular field visits and audits to ensure brand and execution standards are maintained.
• Identify gaps in distribution and product availability and implement corrective action.

Reporting, Forecasting & Collaboration

• Prepare accurate weekly and monthly regional sales reports for the National Sales Manager.
• Provide reliable sales forecasts to support production planning and stock allocation.
• Monitor and report on key performance indicators, including revenue, customer coverage, new accounts, key account growth and debtor performance.
• Work closely with Finance regarding credit risk and debtor management.
• Collaborate with Marketing on regional promotions, campaigns and trade activations.
• Work closely with Operations to address stock availability, lead times and fulfilment requirements.
• Provide management with relevant market intelligence and recommendations.

Key Performance Indicators

• Regional Revenue Growth: Month-on-month and year-on-year regional revenue against target.
• New Account Acquisition: Number of new active accounts opened per quarter.
• Key Account Growth: Revenue and volume growth within major retail and forecourt accounts.
• Independent & Wholesale Growth: Growth in active independent and wholesale accounts and average order value.
• Call Coverage: Active customer coverage against the total addressable customer base.
• In-Trade Execution: Product availability, ranging compliance and shelf presence.
• Forecast Accuracy: Variance between regional sales forecasts and actual monthly revenue.
• Debtor Management: Effective management and reduction of overdue regional accounts.
• Team Performance: Achievement of individual and collective sales targets by the regional team.

Minimum Requirements

• Proven experience in a regional sales management or senior sales leadership position.
• Strong FMCG sales and distribution experience.
• Proven track record of achieving and exceeding sales targets.
• Experience managing and motivating field sales teams.
• Strong experience in key account management and customer relationship management.
• Experience working across retail, wholesale, forecourt and independent trade environments.
• Strong commercial and negotiation skills.
• Excellent understanding of territory planning and sales execution.
• Strong reporting, forecasting and analytical abilities.
• Excellent communication and interpersonal skills.
• Valid driver’s licence.
• Own reliable vehicle.
• Willingness and ability to travel extensively throughout the Eastern Cape and Garden Route.

Personal Attributes

• Results-driven and commercially focused.
• Strong leadership ability.
• Highly motivated and self-disciplined.
• Confident communicator and negotiator.