Sales Director

Watershed Consulting; Sandton; On-site; ZAR 1 000 000 - 1 500 000; Full time

Job summary

A leading automotive consultancy in South Africa seeks a Sales Director to drive sales strategy and market growth in the wholesale and retail automotive sectors. The ideal candidate will possess over 8 years of leadership experience, a solid understanding of automotive regulations, and strong negotiation skills. This role requires strategic oversight of sales operations and relationship management with key stakeholders to enhance market share and profitability.

Qualifications

• 8+ years of sales leadership experience in the automotive import, wholesale, and retail industry.
• Proven track record of achieving revenue targets and driving market expansion.
• In-depth understanding of automotive import regulations.

Responsibilities

• Drive overall sales strategy and revenue growth.
• Develop and execute sales strategy and demand planning.
• Expand the company's presence in the automotive market.

Skills

Strong leadership and people management skills

Excellent negotiation and contract management abilities

Analytical and strategic thinking

High-level communication and presentation skills

Education

Bachelor's degree in Business, Sales, Marketing, or related field

MBA (preferred)

Tools

CRM software

Microsoft Office

Job description

Position

Sales Director-Wholesale & Retail Automotive Importer

Location

Sandton

Reporting to

Chief Operating Officer

Overview

Job purpose and deliverables

Core purpose of the role

The Sales Director is responsible for driving the overall sales strategy, revenue growth, and market share expansion across both wholesale and retail automotive import channels. This role involves leading sales operations, fostering key relationships, identifying new market opportunities, and ensuring the company remains competitive within the automotive sector. The incumbent will be accountable for achieving sales targets, optimizing distribution networks, and enhancing the customer experience.

Key deliverables and outputs

Strategic and Financial

Develop and execute a robust sales strategy and demand planning for wholesale and retail automotive imports.

Identify and capitalize on new business opportunities across multiple sales channels, including dealerships, fleet sales, and direct-to-consumer retail as well as identify new additional revenue streams for the business.

Monitor and manage key financial metrics, ensuring revenue and profitability targets are met.

Build and maintain relationships with strategic partners, suppliers, and key stakeholders. Is the face of the business to the dealer network and would also be the voice of the dealer in internal interactions.

Oversee pricing strategies, promotions, and sales campaigns to maximize market penetration and meet financial obligations.

Manage the annual sales budget, ensuring cost efficiencies and financial sustainability.

Analyze market trends, competitor activity, and customer insights to inform strategic decisions.

Cross-functional collaboration with the departmental stakeholders to align sales and departmental goals to the overall strategy of the company (Marketing, Product, Aftersales, and Finance Department).

Business Development & Growth

Expand the company's presence in the automotive market by identifying emerging trends and potential dealership or retail partners.

Develop and implement marketing and business development initiatives to drive brand awareness and customer acquisition.

Foster innovation in sales processes and strategies to enhance competitive positioning.

Engage in high-level negotiations to secure favourable contract terms with dealers and suppliers.

Operational Excellence

Oversee the implementation of sales processes and CRM systems to optimize efficiency and accuracy and ensure accurate reporting to the senior leadership.

Ensure alignment of sales operations with customer demands, industry regulations, and internal policies.

Monitor and enhance lead management, customer acquisition, and after-sales service strategies.

Ensure that sales teams adhere to compliance requirements, including import regulations, warranties, and financial agreements.

Conduct regular performance reviews and reporting for senior leadership and key stakeholders and corrective actions to be planned and executed as per the requirements.

Execution of sales strategy and demand planning to order fulfilment.

Development and fulfilment of merchandising product offerings.

Managing the dealer network against KPI’s and ensuring adherence to performance standards and requirements.

Leadership & Team Development

Lead, mentor, and develop a high-performing sales team across wholesale and retail segments and ensure the retention of high-performing talent.

Set performance targets, monitor KPIs, and ensure accountability across all sales channels.

Foster a culture of collaboration, continuous learning, and innovation within the team.

Provide coaching and support to regional sales managers, retail sales leaders, and account executives.

Provide clear direction and decisive leadership to direct reports, ensuring all are aligned with the goals and have a clear purpose.

Set the example to the team and deliver on the employee value proposition by leading the team and the business in line with the Group Vehicle Brand -South Africa Leadership Behaviours.

Support and encourage direct reports to drive their own individual development plans in order to further grow as professionals in their jobs.

Risk Management & Compliance

Ensure that all sales transactions and contracts adhere to ethical, legal, and industry standards.

Monitor customer contracts and agreements to ensure accuracy and adherence to terms.

Implement risk mitigation strategies to protect the company’s interests and maintain operational integrity.

Staying informed of relevant regulatory changes

Engage with legal and compliance teams to ensure that the sales teams are up to date and informed on compliance standards applicable to their roles

Stakeholder Engagement

Internal : Senior Management, Sales Teams, Finance, Operations, Marketing, Distribution, Aftersales, Human Resources.

External : Customers, Dealerships, Fleet Buyers, Suppliers, Regulatory Authorities, Finance Partners, Industry Associations, Insurers, Media Houses.

Essential individual competencies to be successful in the job

Academic qualifications

Essential

Bachelor's degree in Business, Sales, Marketing, or a related field (MBA preferred).

Advantageous

Industry certifications in automotive sales, distribution, or supply chain management (advantageous).

NOTE : Unendorsed Driver’s License required

Work experience

Essential

8+ years of sales leadership experience in the automotive import, wholesale, and retail industry.

Proven track record of achieving revenue targets and driving market expansion.

Experience managing dealership networks, fleet sales, and direct-to-consumer retail models.

Knowledge

Essential

In-depth understanding of automotive import regulations, supply chain logistics, and distribution networks.

Strong knowledge of B2B and B2C sales strategies, including digital and traditional sales channels.

Familiarity with CRM software, sales forecasting tools, and financial modelling.

Skills

Essential

Strong leadership and people management skills, with the ability to inspire and drive performance.

Excellent negotiation and contract management abilities.

Analytical and strategic thinking with a data-driven approach to decision-making.

High-level communication and presentation skills to engage with executive stakeholders.

Proficiency in Microsoft Office and CRM platforms.

Financial acumen

Personal Attributes

Essential

Results with a strong commercial mindset.

Customer-centric approach with a focus on relationship-building.

Resilient and adaptable to fast-changing market conditions

Ethical and principled, with a commitment to compliance and corporate governance.

Advantageous

Concern for leading others and our culture

Focus on analyzing and solving problems

Focus on innovating

Appreciation for challenging others with respect

Openness to accepting feedback

Concern for valuing and appreciating others

Concern for working within parameters

• Skillset Required : Cco, Cro, Cto, Marketing, Logistics, Corporate Governance, Mba, Vat, Lead Management, Ned, Presentation Skill, Forecasting, Merchandising, Risk Management, Automotive, Management Skill, Chief Operating Officer, Accountability, Insight, Compliance, Microsoft Office, Sales Service, Sustainability, Leadership, Presentation, Excel, People Management, Strategic Thinking, Retail, Business Development, Trends, Sales Leadership