Alarm Communication Systems Sales Manager

SUMMARY:
-

POSITION INFO:

Role Purpose

Win new accounts, expand strategic accounts, and run a high-performing field sales engine across South Africa and key African markets. This role blends hands-on selling (hunter), account leadership (farmer), and team coaching in equal measure. You will build pipeline, convert complex multi-stakeholder deals and elevate the team’s execution standards—while ensuring accurate forecasting, disciplined deal management, and repeatable growth.

Key Responsibilities

1. New Accounts (Hunter) - SA & Africa

• Build targeted target lists, open doors, run full cycles, and close complex B2B deals.
• Activate and manage partners/resellers/integrators where appropriate.

2. Key Accounts (Grow & Retain) — SA & Africa

• Strategic account ownership with QBRs, upsell/cross-sell initiatives, and renewals.
• Defend margin and expand footprint (multi-site, multi-country).

3. Team Leadership

• Recruit/coach/performance-manage a field team; define standards and cadence.
• Weekly pipeline reviews, deal strategy, territory/account planning.

4. Forecasting & Operations

• Maintain CRM accuracy; 3–4× pipeline coverage; deliver accurate forecasts.
• Work with Technical/Ops/Finance on pricing, proposals, tenders, deployments, SLAs.

5. Market Development

• Focus on repeatable plays; create playbooks that scale across provinces and countries.

Required Experience

1. Proven Hunter

• Clear track record of opening and closing new accounts in SA and Africa.

2. Key Accounts

• Numerated growth/retention of key accounts (multi-stakeholder).

3. Team Management

• 3+ years managing field sellers with quantifiable uplift.

4. Industry Fit

• B2B tech/communications/electronic security/IoT/telemetry (or adjacent).

5. Commercial Skills

• Pricing, proposals, tenders/RFPs, multi-year contracts, margin management.

6. Tools

• Strong CRM discipline, Excel/Sheets; can discuss fundamentals (RF/GSM/IP, devices, platforms, APIs).

7. Education

• Degree preferred (Business/Engineering/Tech) or equivalent proven performance.

8. Transport

• Reliable vehicle and driver’s licence.

Traits

1. Hunter mentality, gritty, numbers driven.
2. Executive presence; articulate communicator.
3. Process builder and good coach.
4. Well-organized, accurate forecaster, high integrity.