Regional Sales Representative

Purpose of the Role

To drive regional sales growth by creating and executing annual plans aimed at building a new customer base, retaining key clients, and leading the sales team to exceed budget targets. This includes driving sales across technical markets, specialist distributors, and sub-contractors by coaching and guiding the team to meet profitability goals.

Key Responsibilities

1. Strategy & Planning
   • Conduct in-depth market analysis to inform sales strategy.
   • Develop and present annual budget and product range plans.
   • Deliver on revenue and pricing targets.
   • Monitor market trends, customer attitudes, and identify growth opportunities.
2. Sales Management
   • Communicate regional value propositions to customers.
   • Forecast regional demand and adjust strategy accordingly.
   • Build strong client relationships for sustainable growth.
   • Track competitors’ activities and performance.
   • Provide monthly performance updates to national leadership.
3. Leadership & Team Development
   • Lead and manage a small team (2–4 direct reports).
   • Implement performance management and succession plans.
   • Foster a transparent, innovative, and collaborative team culture.
   • Optimize resource allocation across products and customers.
   • Promote ongoing development through training and coaching.
4. Compliance & Governance
   • Maintain ethical conduct and confidentiality.
   • Adhere to reporting protocols and commercial administrative systems.
   • Ensure regional safety standards, especially on building sites.
5. Cross-Functional Collaboration
   • Work closely with the supply chain, distributors, and contractors.
   • Participate in and lead regional projects with internal and national teams.

Qualifications & Experience

• Education: Preferred: Bachelor’s degree in Construction, Business, or a related field. Additional training in concrete or flooring technologies is an advantage.
• Experience & Skills: Minimum 5 years in a construction or specifications environment. At least 3 years in sales management with team leadership experience. Strong understanding of waterproofing, concrete repair, and flooring. Familiarity with Excel, SAP, CRM systems, and Qlikview. Proven negotiation and communication skills. Strong administrative, organizational, and time-management abilities.

Key Challenges

• Aligning sales with broader marketing agendas.
• Positioning premium products in a volatile, competitive market.
• Addressing counterfeit product issues.
• Navigating a matrix organizational structure and complex brand portfolio.
• Expanding underdeveloped routes to market.

Working Environment

• Influenced by macroeconomic factors such as exchange rates, inflation, and infrastructure development.
• Requires collaboration across various internal and external stakeholders.
• Demands strategic adaptability to changing market and industry dynamics.

Leadership Attributes

This role demands integrity, transparency, empathy, and a deep customer-centric mindset. The ideal candidate should:

• Inspire and align teams through clear goals and feedback.
• Encourage innovation and embrace continuous improvement.
• Promote inclusivity and respect diverse perspectives.
• Balance risk-taking with compliance and rigor.