Head of Sales

SUMMARY:
A Durban-based client is looking for an experienced Head of Sales to lead and implement the company’s sales strategy across various regions and markets.

The role focuses on driving revenue growth, expanding market reach, and building strong customer relationships.

POSITION INFO:
Key responsibilities include achieving sales targets through strategic planning, effective team leadership, and close collaboration with other departments.

Duties and Responsibilities:
Sales Leadership & Strategy:

• Develop and execute integrated sales strategies across equipment, services, and parts to achieve revenue, margin, and market share targets.
• Set and manage annual sales budgets, forecasts, and KPIs across segments and geographies.
• Identify growth opportunities, including new segments and underdeveloped markets, and design tactical plans to penetrate them.

• Lead negotiations with strategic customers and prospects, ensuring alignment with pricing policies, commercial terms, and company objectives.
• Maintain and deepen relationships with key customers including Transnet, MSC, Grindrod, and port operators across Southern Africa.
• Oversee sales pipeline development, quotation turnaround times, and customer engagement activity across all channels

• Lead, coach, and support a diverse sales team through regular 1-on-1s, performance reviews, and development plans.
• Set clear SMART objectives, ensuring alignment with broader business goals, and instill a performance-driven culture.
• Promote compliance with the company ethics, safety, and anti-bribery policies.

• Track sales performance against targets; analyze trends in revenue, cost, and margin; and report key insights to senior leadership.
• Collaborate with finance on pricing strategies, payment terms, and cash flow alignment.
• Ensure adherence to Delegation of Authority (DOA), accurate forecasting, and compliance in all deal approvals.

• Work closely with Service, Spare Parts, Finance, Marketing, and Operations teams to ensure customer satisfaction and timely delivery.
• Support order fulfilment and commissioning process, ensuring smooth handover to the customer.
• Provide market intelligence on competitor activity, pricing, and industry trends to shape regional strategy.

• Bachelor's degree in Business, Engineering, or a related field (required)
• Formal Sales Qualification or equivalent sales leadership training (preferred)
• Minimum 10 years’ experience in capital equipment, service or industrial B2B sales, with at least 3 years in a senior leadership role.
• Proven track record of building and executing sales strategies across diverse customer bases.
• Experience managing cross-functional teams and multiple stakeholders within a regional or multinational structure.
• Background in working within an Ethics & Compliance-driven environment.
• Strategic Planning & Execution: Able to align long-term vision with short-term actions to drive performance and growth.
• Commercial Acumen: Strong understanding of gross margin management, pricing models, and deal structuring in inflationary environments.
• Customer Centricity: Passion for customer value, backed by strong negotiation, communication, and relationship-building skills.
• Leadership & Influence: Capable of inspiring teams, leading change, and managing performance.
• Collaboration & Engagement: Effective working across cultures and functions, with the ability to influence without authority.