Sales Lead

Energy Drive; Johannesburg; Remote; ZAR 400,000 - 500,000; Full time

Job summary

A leading energy efficiency firm in Johannesburg is seeking an experienced Sales Lead to spearhead the sale of CAPEX-free industrial energy solutions in the mining sector. You will develop strategic relationships, execute sales strategies, and engage C-level stakeholders. The ideal candidate has 5-10 years of experience in industrial B2B sales and a strong understanding of energy efficiency systems. This role includes travel across Sub-Saharan Africa and offers benefits like work-from-home options and performance bonuses.

Benefits

Group Risk Cover

Medical Aid contribution

Work From Home

Training & Development

Performance Bonus

Sales incentive

Qualifications

• 5-10 years in industrial B2B sales or business development.
• Experience in selling complex, performance-based engineering solutions.
• Proven success engaging C-level decision-makers in long-cycle sales.

Responsibilities

• Develop and execute a regional sales strategy focused on large-scale clients.
• Own the end-to-end sales cycle including prospecting and negotiations.
• Deliver high-impact client engagements targeting performance-based solutions.
• Cultivate relationships with engineering managers and CFOs.

Skills

Energy efficiency in industrial systems

Technical understanding of VFDs

Complex Solution Selling

Strategic Thinking and Forecasting

Executive Engagement

Job description

The Sales Lead supports Energy Drive's growth strategy by spearheading the sale of high-value, CAPEX-free industrial energy efficiency solutions, particularly in the mining and heavy industry sectors across Sub-Saharan Africa. This role blends strategic sales, technical solutioning, and client relationship leadership to deliver large-scale, performance-based contracts aligned with operational, financial, and sustainability goals of clients.

Operating in a long-cycle sales environment (18-24 months), the Sales Lead will be the face of Energy Drive to engineering, procurement, and C-level stakeholders at leading industrial firms, focusing on tailored, technically grounded value propositions that drive energy savings and industrial performance.

The position will travel frequently to client sites and industry engagements, acting as the connective tissue between business development, engineering, and executive leadership.

Requirements

ESSENTIAL DUTIES AND TYPICAL RESPONSIBILITIES - KEY ACTIVITIES

Strategic Sales Execution

• Develop and execute a regional sales strategy focused on large-scale, energy-intensive mining and industrial clients
• Own the end-to-end sales cycle: prospecting, technical scoping, proposal development, negotiations, and contract close
• Deliver high-impact client engagements, driving alignment on performance-based energy solutions
  
  

Client and Market Development

• Cultivate strong, trust-based relationships with engineering managers, CFOs, and other key stakeholders
• Guide clients through complex buying decisions, ensuring alignment with operational and ESG goals
• Identify and articulate market trends and unmet client needs to inform solution design
  
  

Cross-Functional Collaboration

• Partner with technical and project teams to co-develop NPV-based solutions tailored to client operations (e.g., MV VFD retrofits on pumps/fans)
• Ensure tight coordination between engineering, legal, finance, and field teams throughout the sales journey
• Maintain market intelligence on competitor activity, pricing models, and client procurement strategies
  
  

Reporting & Pipeline Management

• Deliver accurate sales forecasts, pipeline reports, and strategic account reviews
• Present monthly progress, risks, and opportunities to senior leadership
• Ensure disciplined use of CRM and internal reporting tools
  
  

Compliance & Ethics:

• Ensure all sales practices align with corporate policies, ethical standards, and industry regulations
  
  

Documentation and Knowledge Transfer

• Maintain accurate records at all times
  
  

Specific Responsibilities

• Lead high-value commercial engagements with mining/steel clients
• Translate technical product offerings into ROI-based business cases
• Develop a robust, multi-year sales pipeline aligned with strategic growth goals
• Ensure successful handover from sales to execution teams post-contract signing
• Serve as a thought leader and ambassador
  
  

SPECIFIC KPI's

Revenue:

• Achievementof annual revenue targets within the sector
  
  

New Business Development:

• Volume and value of new clients secured
  
  

Customer Retention & Satisfaction:

• NPS, CSAT, and renewal rates across strategic accounts
  
  

Sales Efficiency:

• Reduction in sales cycle time and improved deal close rates
  
  

Forecast Accuracy:

• Consistency betweenforecasted and actual sales performance
  
  

Adoption growth:

• Driveadoption of sales and forecasting tools across the organization
  
  

Cost:

• Drive cost-effective client acquisition with efficient sales cycles
• Reduce reliance on outbound spend via referrals and strategic partnerships
  
  

SUCCESS PROFILE

KNOWLEDGE

What people KNOW - Technical and/or professional knowledge

• Energy efficiency in industrial systems (esp. mining, steel)
• Technical understanding of VFDs, motor control, and automation systems
• Familiarity with NPV modelling, CAPEX-free business models, and energy-as-a-service
  
  

Experience

What people HAVE DONE - on-the-job experience

• 5-10 years in industrial B2B sales or business development
• Track record selling complex, performance-based engineering solutions
• Proven success engaging C-level decision-makers in long-cycle sales
• Experience in either MEDDICC or Solution Selling methodologies.
  
  

Competencies

• What people CAN DO - A cluster of behaviours
  
  

CORE Competencies:

• Driving Customer Value
• Cross-Functional Collaboration
• Commercial Excellence
  
  

ROLE Competencies:

• Complex Solution Selling
• Strategic Thinking and Forecasting
• Executive Engagement
  
  

Personal Attributes

Who people ARE - Personal dispositions and motivations

• Entrepreneurial mindset and high accountability
• Empathetic communicator and trust-builder
• Strategic yet detail-oriented thinker
• Comfortable in dynamic, evolving environments
  
  

Benefits

• Group Risk Cover - contribution to Discovery life; disability; dread disease
• Medical Aid - partial contribution to main member fee on Discovery
• Work From Home
• Training & Development
• Performance Bonus
• Sales incentive