Sales Manager

Lightware Lidar; Johannesburg; On-site; ZAR 1 200 000 - 1 800 000; Full time

Job summary

A leading technology company in Johannesburg seeks a Head of People Management to drive sales strategy and lead a high-performing team. The ideal candidate has extensive experience in B2B hardware sales and a proven record of exceeding revenue targets. This role involves strategic planning, team leadership, and collaboration across various departments. Candidates must possess strong communication skills and a focus on customer service.

Qualifications

• 6‑10+ years in B2B hardware sales with international customers.
• 3+ years leading a sales team as a player‑coach.
• Proven track record of meeting or exceeding revenue targets.

Responsibilities

• Define and execute B2B sales strategy for revenue growth.
• Lead a high‑performing, target‑driven sales team.
• Provide accurate monthly reporting on sales activities.

Skills

B2B hardware sales

Team leadership

CRM systems proficiency

Excellent communication skills

Analytical skills

Education

Bachelor's degree in Engineering, Business / Commerce

Tools

Microsoft Office Suite

Job description

Head of People Management at LightWare Optoelectronics (Pty) Ltd

Deliver rapid revenue growth by establishing and leading a disciplined sales cadence—meeting revenue targets while building the future pipeline through focused strategy, relationship management, and player‑coach leadership of a high‑performing sales team.

Areas of Responsibility

Strategy and Planning

Define and execute short‑ and long‑term B2B sales strategy (direct + channel) to drive substantial year‑over‑year revenue growth.

Identify and foster strategically valuable industry relationships that deliver deals to the sales pipeline.

Build a detailed annual bottom‑up sales plan and multi‑year outlook with relevant stakeholders.

Grow existing accounts (upsell / cross‑sell) and open new opportunities and markets.

Represent LightWare at international trade shows; convert show leads into pipeline.

Collaborate with Marketing on campaigns to ensure alignment with sales objectives.

Research customer needs and market requirements to propose product improvements or new solutions.

Monitor market trends, competitor activity, and customer feedback to guide decisions.

Analyze sales by product, region, and segment, refining sales strategies to improve performance.

Maintain a disciplined and systematic approach to lead conversion, quote‑to‑order conversion, and pipeline growth.

Manage the sales funnel end‑to‑end: lead capture, opportunity progression, and quotation control.

Oversee channel management: selection, onboarding, off‑boarding, and performance tracking.

Set per‑customer targets for the top 30 customers and report on results quarterly.

Oversee CRM data management and ensure continuous data clean‑up and integrity.

Ensure accurate and timely quotations, pipeline reporting, and follow‑up to order conversion.

Manage customer agreements, including NDAs, End User Declarations, Terms & Conditions, and other relevant documents.

Visit key global customers to strengthen relationships and gather product/application feedback.

Support the negotiation and closing of major deals.

Manage sales expenses within the approved budget.

Maintain and comply with the Quality Management System.

Leadership

Lead and coach a high‑performing, target‑driven sales team.

Set individual sales targets that cumulatively meet the annual budget.

Plan resources, recruit, and onboard in collaboration with People Management.

Engage in ongoing skills development, weekly check‑ins, and performance evaluations of direct reports.

Ensure compliance with Safety, Health & Environmental policies.

Reporting

Maintain a rolling, bottom‑up sales forecast and update quarterly.

Present accurate, complete, and timely monthly reporting on opportunities and quotes pipelines.

Provide a quarterly report to the CEO on sales activity, results, and key risks and opportunities.

Keep a year‑end rolling gap‑to‑target forecast, informed by the opportunities and quotations pipelines.

Track key sales metrics and report on activity levels, conversion rates, and pipeline health.

Provide Supply Chain with a monthly product‑level sales forecast for production planning.

Report quarterly on distributor performance against agreed targets.

Authority

Approve up to $.

Provide guidance and delegate responsibilities as appropriate to the Sales Team.

Manage expenses within budget, see DOA.

Required Qualifications, Experience and Skills

Bachelor's degree in Engineering, Business / Commerce, or a related field (a strong technical diploma considered).

6‑10+ years in B2B hardware sales, including international customers (e.g., US / UK / EU / Asia).

3+ years leading a sales team (player‑coach).

Proven record of meeting or exceeding revenue targets, building pipeline, and improving win rate and sales cycle.

Ability to understand and explain technical products; strong interest in learning LiDAR technology and its applications.

Willingness to travel and experience with international trade shows.

Excellent communication, presentation, and influencing skills at all organizational levels.

Proficiency in CRM systems and Microsoft Office Suite.

Fluent, professional English; strong written communication is critical.

Strong customer service approach with a focus on excellent experiences.

Solid negotiation and persuasion skills.

Strong analytical skills; able to forecast, plan, and produce clear reports.

Excellent organizational and time‑management abilities, with attention to detail.

Collaboration across Marketing, Finance, Supply Chain, and Executive leadership.

Self‑motivated with the ability to manage multiple priorities in a fast‑paced environment.