Area Sales Manager

SUMMARY:
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POSITION INFO:

Management Level: Sales Leadership

Role Context

This opportunity offers the chance to join a high-performing commercial environment where strong leadership, sales excellence, and market growth are key drivers of success.

The organisation is seeking a dynamic and commercially driven Area Sales Manager to lead regional sales performance, grow revenue, and drive shipment volumes through effective sales strategy execution and strong leadership of a regional sales team.

Purpose of the Role

The Area Sales Manager will be responsible for leading a regional sales team and driving commercial performance across an assigned territory.

The role focuses on executing sales strategies aligned with national objectives, identifying and capitalising on market opportunities, and ensuring consistent achievement of revenue and shipment growth targets.

The successful candidate will play a critical leadership role in driving sales performance, developing talent, and ensuring strong collaboration across internal teams to maximise commercial outcomes.

Key Responsibilities

• Sales Strategy & Revenue Growth
  • Drive regional sales strategies aligned with broader commercial objectives.
  • Identify and act on local market opportunities to grow revenue and shipment volumes.
  • Drive Shipments Per Day (SPD) growth within the assigned territory.
  • Develop and execute strategies to increase market penetration and customer acquisition.
  • Collaborate with cross-functional teams including Sales, Finance, and Operations to maximise commercial performance.

• Sales Leadership & Performance Management
  • Lead and manage a team of 7 direct-report sales professionals.
  • Drive individual and team performance against agreed sales targets and KPIs.
  • Monitor sales performance and KPIs on a monthly basis and implement corrective actions where required, including adjusting KPI priorities where necessary to align with evolving business objectives.
  • Provide coaching, guidance, and ongoing development to ensure the team achieves sales objectives.
  • Train and support team members on Annual Sales Priorities and best practice sales methodologies, ensuring the team consistently delivers against these objectives.

• Customer Engagement & Relationship Management
  • Manage escalated customer queries and complaints professionally and efficiently.
  • Maintain strong relationships with key customers to ensure retention and satisfaction.
  • Support the development of commercial solutions that address customer needs and improve service delivery.

• Business Planning & Reporting
  • Prepare and present business plans, reports, and commercial performance updates when required.
  • Analyse sales data and performance metrics to inform strategic decision-making.
  • Provide insights and recommendations to support business growth.

• People Management & Team Development
  • Recruit, develop, and retain high-performing sales professionals.
  • Build a motivated and engaged sales team aligned with organisational values.
  • Identify high-potential employees and support succession planning initiatives.
  • Contribute to performance evaluations and recommend performance-based reward or compensation adjustments for direct reports where appropriate.
  • Align team competencies and structures to evolving business requirements.

• Operational & Financial Accountability
  • Ensure departmental activities meet or exceed budget, volume, cost, and efficiency targets.
  • Support organisational change initiatives and continuous improvement efforts.
  • Ensure effective resource allocation based on team capabilities and operational needs.

Minimum Requirements

• Education
  • National Diploma or Degree in Sales, Business, Marketing, or a related field.

• Experience
  • 6 – 8 years’ experience in field sales, preferably within logistics, courier, or related industries.
  • Minimum of 3 years’ experience managing a sales team with direct reports.
  • Proven track record of driving revenue growth and achieving sales targets.
  • Strong experience in sales performance management and team leadership.

• Other Requirements
  • Valid driver’s licence.

Advantageous Experience

• Experience within the express courier, logistics, or supply chain sectors.
• Demonstrated success in leading high-performing commercial teams.

Key Competencies

• Sales Leadership
• Strategic Sales Planning
• Revenue Growth & Market Development
• Performance Management & Coaching
• Customer Relationship Management
• Commercial Negotiation
• Stakeholder Engagement
• Analytical Thinking & Business Planning
• Team Development & Talent Management
• Change Leadership

Employment Equity

All suitably qualified candidates will be given fair consideration.

Remuneration

• A competitive total target compensation package is offered, aligned with the seniority and scale of the role.