Regional Sales Manager

Kontak Recruitment; Johannesburg; On-site; ZAR 837,000 - 893,000; Full time

Job summary

Kontak Recruitment is assisting a fast-growing FMCG distributor in recruiting a Regional Sales Manager to lead performance across Gauteng and adjacent provinces.

The role owns regional revenue, manages major accounts including SPAR, Pick n Pay and Shoprite, and leads a dispersed team of sales reps and merchandisers while developing territory strategy and delivering measurable results.

Qualifications

• Minimum five years' regional sales management experience in FMCG.
• Proven sales-growth record with measurable results.
• Experience managing field teams across multiple provinces.

Responsibilities

• Own regional sales targets and revenue across five provinces.
• Develop and execute regional territory plans and growth strategies.
• Grow and manage SPAR, Pick n Pay, Shoprite relationships.
• Lead, coach and develop regional field sales team.
• Produce weekly/monthly regional sales reports and forecasts.

Skills

Regional sales leadership

Team leadership

Forecasting

Data interpretation

Negotiation

Relationship management

Travel readiness

Education

BCom in Marketing or Sales

National Diploma or equivalent

Tools

CRM/ERP exposure

Job description

Regional Sales Manager job vacancy in Johannesburg.

A fast-growing FMCG distributor operating within the nicotine and vaping category across Southern Africa is seeking an experienced Regional Sales Manager to drive sales performance across the Inland region.

Reporting to the National Sales Manager, the successful candidate will own regional revenue growth across retail, forecourt, wholesale and independent-trade channels while managing major key accounts and leading a dispersed team of sales representatives and merchandisers.

This demanding, hands‑on role requires someone who can develop territory strategy, remain active in the field and deliver measurable results under sustained pressure across five provinces. Gauteng, North West, Free State, Mpumalanga and Limpopo.

Location: Johannesburg or Pretoria, Gauteng.

Salary: R75 000 - R80 000 per month, CTC + Performance Incentives.

Minimum Requirements:

• Relevant BCom in Marketing, Sales or Business Management, National Diploma, or equivalent qualification.
• Minimum five years' regional sales management or senior key account management experience within FMCG.
• Proven sales-growth record supported by figures and clear evidence of the actions taken to achieve the results.
• Demonstrated success leading and performing under pressure across a large, geographically dispersed territory.
• Direct experience managing SPAR, Pick n Pay and/or Shoprite at regional buyer or decision‑maker level.
• Experience selling into and growing all major forecourt groups.
• Strong, measurable results across independent‑trade and wholesale channels.
• Experience managing and leading a field sales team, rather than individual contributor experience only.
• Commercial understanding of margins, pricing, trading terms and their effect on profitability.
• Ability to interpret sales data, prepare regional forecasts and report to senior leadership.
• Valid driver's licence, own reliable vehicle and willingness to travel extensively across the region.
• Must be based in Gauteng; relocation may be considered for exceptional candidates but must be completed before commencement.
• Experience within nicotine, vaping, tobacco or regulated consumer goods is advantageous.
• Established buyer and trade relationships across Gauteng, North West, Free State, Mpumalanga and Limpopo are advantageous.
• Experience managing regional distributors or sub‑distributors is advantageous.
• Experience within a fast‑scaling business and launching products into trade, including ranging, pricing and promotional support, is advantageous.
• CRM or ERP exposure covering pipelines, call coverage and account management is advantageous.
• Experience managing teams across multiple provinces or territories is advantageous.
• Available to commence as soon as possible, subject to notice‑period requirements.

Duties and Responsibilities:

• Own regional sales targets and revenue performance across Gauteng, North West, Free State, Mpumalanga and Limpopo.
• Develop and execute regional territory plans across all sales channels.
• Identify growth opportunities and prospect, pitch and close new retail, wholesale, forecourt and independent accounts.
• Monitor competitor activity, pricing and product ranges and respond quickly to protect market position.
• Own and grow relationships with SPAR, Pick n Pay, Shoprite and all major forecourt groups.
• Negotiate ranging, promotions and trading execution with regional buyers and managers.
• Maintain key‑account service standards covering availability, compliance, shelf share and relationship development.
• Resolve account escalations and disputes promptly and professionally.
• Grow volume, distribution, ranging and repeat orders through wholesalers and independent retailers.
• Maintain pricing, credit and stock discipline across independent and wholesale accounts.
• Lead, manage and develop the regional field sales team, key account representatives and merchandisers.
• Set individual and team targets and conduct regular performance reviews, coaching and field accompaniments.
• Recognise strong performance, address underperformance and build a disciplined, accountable regional sales culture.
• Recruit and onboard employees as the region expands.
• Maximise call coverage and route efficiency across the geographically dispersed territory.
• Maintain product ranging, availability, visibility and in-store brand standards across all channels.
• Monitor sell-through, stock holdings and returns through disciplined merchandising and outlet audits.
• Produce accurate weekly and monthly regional sales reports and forecasts for production planning and stock allocation.
• Track regional revenue growth, new‑account acquisition, key‑account performance, independent and wholesale growth, call coverage, execution compliance, forecast accuracy, debtors and team performance.
• Work with Finance on regional credit risk and debtor discipline.
• Collaborate with Marketing on regional promotional calendars and trade activations.
• Partner with Operations on availability, lead times and fulfilment for regional accounts