Sme Manager

Ishida Europe Ltd; Gauteng; On-site; ZAR 300 000 - 400 000; Full time

Job summary

A leading manufacturer in packaging solutions is seeking an SME Manager in South Africa to drive engagement with small and medium-sized food manufacturers. The role focuses on market development, sales pipeline growth, and establishing long-term customer relationships. Candidates should have a degree in Business or related fields, with strong B2B sales experience and a good understanding of the food manufacturing industry. A willingness to travel across Africa is essential.

Qualifications

• Experience in B2B sales, ideally within capital equipment or food manufacturing.
• Strong understanding of African business environments and the food sector.
• Proven ability to work with distributors and channel partners.

Responsibilities

• Identify and prioritize SME customers across key African regions.
• Develop targeted go-to-market strategies for products.
• Drive pipeline development and achieve sales targets.

Skills

B2B sales

Communication

Negotiation

Relationship management

Education

Degree or Diploma in Business, Sales or Marketing

Job description

Overview

Ishida Europe is a World leader in the design, manufacture and installation of complete weighing and packing line solutions. We currently have an exciting opportunity for a SME Manager to join the Sales team in South Africa (RSA).

Main Purpose of the role

The SME Manager will be responsible for developing and executing Ishida Africa's strategy to engage, grow, and support small and medium-sized food manufacturers across the continent. This role focuses on driving entry-level and mid-tier equipment sales, accelerating deal velocity, and building long-term customer relationships to establish Ishida as the partner of choice for growing food producers in Africa.

Primary Responsibilities

• Market Development: Identify and prioritize SME customers across key African regions (South, East, and West Africa).
• Develop targeted go-to-market strategies for entry-level and mid-tier product lines.
• Drive pipeline development and achieve sales targets within the SME segment.
• Shorten the sales cycle by tailoring value propositions and solutions to SME needs.
• Build strong relationships with SME decision-makers to establish long-term partnerships.
• Provide consultative sales support and position Ishida as a trusted advisor.
• Collaborate with distributors and agents to expand Ishida's SME market reach.
• Support partner training, capability building, and joint sales activities.
• Monitor market trends, customer behaviour, and competitor activities in the SME segment.
• Provide insights and recommendations to guide product and sales strategy.

• Cross-Functional Collaboration: Work closely with Service, Marketing, and Product teams to ensure alignment of solutions and support to SME customers.
• Feed back market intelligence to inform product development and entry-level innovation.

Qualifications and Skills

The successful candidate must have a Degree or Diploma in Business, Sales or Marketing, with experience in B2B sales, ideally within capital equipment, packaging, or the food manufacturing industries. A strong understanding of African business environments and the food manufacturing sector is essential, along with proven experience working with distributors and channel partners. The candidate should have excellent communication, negotiation, and presentation skills, coupled with the ability to create and maintain strong relationships at all levels. They must be confident, adaptable, and possess high levels of emotional intelligence. Strong business development and relationship management skills are key, as is the ability to tailor solutions to meet the needs of SME customers.

The ideal candidate will also have an engineering background and a proven track record of developing SME or mid-market customer segments. Technical knowledge of manufacturing or packaging equipment would be advantageous. They should demonstrate a self-driven, entrepreneurial mindset, capable of working independently, with strong analytical skills to translate market data into actionable insights. A willingness to travel extensively across Africa is also required to effectively support and grow the customer base.