Senior Sales Manager International Key Account

DRiV Incorporated; Sandton; On-site; ZAR 1,200,000 - 1,900,000; Full time

Job summary

DRiV Incorporated in South Africa is seeking a Senior Sales Manager International Key Account to lead key accounts and guide a team of sales reps across B- and C-category customers, ensuring revenue growth and service excellence.

You will own budgets, develop strategies, and coordinate with branch managers and stakeholders to create profitable partnerships and expand the customer base across nationwide locations.

Qualifications

• Minimum Grade 12 completed; bachelor’s degree preferred.
• Bachelor's degree in Sales, Marketing, Business, or related field preferred.
• Minimum 10 years' experience in a sales management role within the automotive industry.
• Experience in the automotive aftermarket, spare parts, or OES sector is highly desirable.
• Proven experience managing key accounts and developing long-term partnerships.
• Strong sales, business development, and negotiation skills.
• Ability to manage customer profitability, pricing, rebates, and commercial agreements.
• Strong analytical and strategic thinking abilities.
• Experience with sales forecasting, budgeting, and account planning.
• Excellent relationship-building and stakeholder management skills.
• Strong leadership skills with experience managing or coaching sales teams.
• Proficiency in Microsoft Office; SAP, BW knowledge.

Responsibilities

• Manage assigned key accounts and oversee sales representatives responsible for B- and C-category customers.
• Own sales turnover, profitability, and overall performance of allocated customer accounts.
• Serve as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and service delivery.
• Develop, plan, execute, and manage sales budgets for nationwide multi-location customers.
• Build and maintain strong customer relationships through regular engagement with branch managers and other stakeholders.
• Identify and implement commercial opportunities, promotional activities, and growth initiatives.
• Analyze customer portfolios to identify business potential, customer needs, cross-selling opportunities, and demand-generation activities.
• Consolidate customer forecasts and forward orders to support planning and supply chain activities.
• Establish and drive cross-functional relationships between customer and company stakeholders, including management, logistics, finance, IT, and marketing teams.
• Actively manage Vendor Managed Inventory (VMI) and other customer-focused programs.
• Monitor and manage customer profitability and margins at both product and account level.
• Identify business risks within the customer base and implement preventative measures.
• Manage all account administration activities, including: order reconciliation, rebate management and reconciliation, credit notes and stock returns, payment terms and account management, MOQs, international buying group rebate administration and communication with EMEA structures, annual rebate structure development and approval processes.
• Participate in pricing strategy and price-setting activities.
• Manage approved discount programs and pricing authorizations.
• Ensure acceptance and implementation of price increases with key customers.
• Coordinate marketing campaigns, promotions, incentive programs, training sessions, and seminars in collaboration with brand and marketing teams.
• Lead discussions related to new product introductions (NPI), product portfolio expansion, and market opportunities.
• Work closely with product teams on cost reviews, product performance, and portfolio development.
• Manage and develop assigned sales representatives and support wider sales team performance.
• Collaborate with customer service, supply chain, finance, technical, brand, and product management teams to improve service levels and business results.
• Ensure compliance with company policies, corporate governance requirements, environmental, health and safety standards, and applicable legal regulations.

Skills

Key account management

Sales leadership

Negotiation

Strategic planning

Relationship management

Cross-functional collaboration

Forecasting & budgeting

Analytical thinking

Customer focus

Education

Bachelor's degree in Sales, Marketing or related field

Minimum Grade 12

Tools

SAP

BW

ERP/BI systems

Job description

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Senior Sales Manager International Key Account

• Manage assigned key accounts and oversee sales representatives responsible for B- and C-category customers.
• Own sales turnover, profitability, and overall performance of allocated customer accounts.
• Serve as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and service delivery.
• Develop, plan, execute, and manage sales budgets for nationwide multi-location customers.
• Build and maintain strong customer relationships through regular engagement with branch managers and other stakeholders.
• Identify and implement commercial opportunities, promotional activities, and growth initiatives.
• Analyze customer portfolios to identify business potential, customer needs, cross-selling opportunities, and demand-generation activities.
• Consolidate customer forecasts and forward orders to support planning and supply chain activities.
• Establish and drive cross-functional relationships between customer and company stakeholders, including management, logistics, finance, IT, and marketing teams.
• Actively manage Vendor Managed Inventory (VMI) and other customer-focused programs.
• Monitor and manage customer profitability and margins at both product and account level.
• Identify business risks within the customer base and implement preventative measures.
• Manage all account administration activities, including:
  • Order reconciliation
  • Rebate management and reconciliation
  • Credit notes and stock returns
  • Payment terms and account management
  • Minimum order quantities (MOQs)
  • International buying group rebate administration and communication with EMEA structures
  • Annual rebate structure development and approval processes
• Participate in pricing strategy and price-setting activities.
• Manage approved discount programs and pricing authorizations.
• Ensure acceptance and implementation of price increases with key customers.
• Coordinate marketing campaigns, promotions, incentive programs, training sessions, and seminars in collaboration with brand and marketing teams.
• Lead discussions related to new product introductions (NPI), product portfolio expansion, and market opportunities.
• Work closely with product teams on cost reviews, product performance, and portfolio development.
• Manage and develop assigned sales representatives and support wider sales team performance.
• Collaborate with customer service, supply chain, finance, technical, brand, and product management teams to improve service levels and business results.
• Ensure compliance with company policies, corporate governance requirements, environmental, health and safety standards, and applicable legal regulations.

Requirements

• Minimum Grade 12 (high school qualification).
• Bachelor's degree in Sales, Marketing, Business, or a related field preferred.
• Minimum 10 years' experience in a sales management role within the automotive industry.
• Experience in the automotive aftermarket, spare parts, or OES sector is highly desirable.
• Proven experience managing key accounts and developing long-term customer partnerships.
• Strong sales, business development, and negotiation skills.
• Ability to manage customer profitability, pricing, rebates, and commercial agreements.
• Strong analytical and strategic thinking abilities.
• Experience with sales forecasting, budgeting, and account planning.
• Excellent relationship-building and stakeholder management skills.
• Strong leadership skills with experience managing or coaching sales teams.
• Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Working knowledge of SAP, BW, or similar ERP/business intelligence systems.
• Ability to adapt quickly to changing business and market environments.
• Strong organizational skills and attention to detail.
• Customer-focused mindset with a track record of delivering business growth.
• Ability to work cross-functionally and effectively collaborate with internal and external stakeholders.
• Commitment to compliance, corporate governance, and workplace safety standards.