Head of Commercial Sales (JHB)

SUMMARY:
Head of Commercial Sales (JHB)

POSITION INFO:

ENVIRONMENT:

Our client, a pioneering AgriTech company, is seeking Head of Commercial: Sales to lead a high-performing team of Sales Associates focused on driving new business revenue across all product lines. This strategic leadership role is responsible for meeting ambitious monthly, quarterly, and annual sales targets, while continuously refining sales strategies in response to market trends, pipeline performance, and evolving business goals. The ideal candidate is a data-driven leader who excels in high-growth, fast-paced environments and brings a balanced approach of strategic thinking and hands-on team mentorship. This role will also serve as a key liaison between the sales, product, and executive teams to ensure alignment and support commercial success.

DUTIES:

Team Leadership & Performance Management

• Lead, coach, and motivate a team of sales associates to exceed individual and collective targets.
• Define and monitor KPIs (e.g., pipeline health, conversion rates, deal velocity, revenue attainment) to ensure accountability and growth.
• Conduct regular performance reviews and implement development plans to address skill gaps.

Sales Strategy & Execution

• Continuously refine sales strategies to adapt to pipeline trends, seasonal commodity cycles, product maturity, and market shifts.
• Identify and act on opportunities to expand the Group’s presence in new regions or verticals within the fresh produce supply chain.
• Optimize the sales process to shorten deal cycles, increase deal size, and improve win rates.
• Cross-Functional Collaboration
• Maintain a direct feedback loop with Product teams to influence roadmap priorities based on customer needs (suppliers, buyers, service providers).
• Partner with Marketing to align campaigns with sales goals and enhance brand visibility.
• Support enterprise deals with hands-on involvement, including travel to key client sites.
• Market Intelligence & Reporting
• Deliver monthly/quarterly reports on revenue streams, product performance, and team progress to the CRO and executive stakeholders.
• Analyze market trends, competitor activity, and customer feedback to inform strategic adjustments.

CRM & Process Optimisation

• Oversee HubSpot CRM usage to ensure accurate pipeline tracking, forecasting, and data hygiene.
• Implement tools and automation to streamline workflows and improve team efficiency.
• Industry Engagement
• Represent the Group at industry events to expand networks, build brand recognition, and generate leads.
• Stay informed on agricultural supply chain innovations and emerging market opportunities.

REQUIREMENTS:

• 5+ years in sales leadership roles, with a proven track record of scaling new business revenue in B2B environments.
• Bachelor’s degree in Business Administration, Agriculture, or related fi eld (Master’s degree preferred).
• Professional certifications in sales or business development would be advantageous.

Knowledge, Competencies And Skills

• Leadership: Strong leadership and team management skills, with the ability to motivate and inspire others.
• Negotiation: Excellent negotiation skills, with a proven track record in closing high-value deals and contracts in a B2B SaaS environment.
• Strategic Thinking: The ability to think strategically and develop long-term commercial plans.
• Market Knowledge: Deep understanding of the Agtech sector, including market dynamics, emerging trends, and key players.
• Analytical Skills: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
• Relationship Building: Strong interpersonal skills, with a focus on building and maintaining relationships with clients and partners.
• Adaptability: Ability to thrive in a fast-paced, rapidly changing environment, and adjust strategies as needed.

Job Related Experience

• Experience in agriculture, supply chain, or commodity-driven industries preferred.
• Expertise in CRM systems (HubSpot proficiency required) and sales analytics tools.
• Strong ability to translate data into actionable insights and strategy pivots.
• Exceptional negotiation, communication, and cross-functional collaboration skills.
• Willingness to travel up to 40% for client meetings, fi eld support, and industry events.

ATTRIBUTES:

• Innovative: A forward-thinking individual who embraces innovation and seeks to push boundaries within the Agtech space.
• Collaborative: A team player who works well across departments to achieve shared goals and drive success.
• Customer-Centric: Passionate about delivering value to clients and ensuring their long-term success.
• Results-Oriented: Focused on achieving measurable results and contributing to the overall success of the company.
• Ethical: Operates with the highest standards of integrity and professionalism, ensuring that commercial activities align with the company’s ethical standards and values.
• Communication: Exceptional communication skills, both written and verbal, able to engage and influence at all levels.