National Sales Manager

SUMMARY:
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POSITION INFO:

The National Sales Manager (NSM) will lead and significantly expand market presence across South Africa for an established Logistics business. The NSM will be responsible for developing and executing a comprehensive national sales strategy focused on proactive new business acquisition and aggressive revenue growth, rather than solely account management. This role requires exceptional leadership skills to effectively manage and mentor a team of Regional Sales Managers and drive a high-performance sales culture.

Key Responsibilities

1. Strategic Sales Leadership & Business Development (New Business Focus)

• Develop and Execute Strategy: Formulate and implement a robust national sales strategy with clear, measurable targets for new business acquisition, market penetration, and revenue growth within the road logistics sector (express parcel delivery).

• "Hunter" Focus: Personally drive high-level new business development initiatives, focusing on securing large, strategic, and high-value contracts. Set the standard for proactive, aggressive sales efforts across the organisation.

• Market Analysis: Conduct ongoing market research, competitive analysis, and industry trend identification to identify new opportunities, potential clients, and areas for service expansion.

• Target Setting: Establish challenging but achievable individual, regional, and national sales targets (volume, revenue, margin) and ensure continuous tracking against KPIs.

• Sales Pipeline Management: Oversee and manage the entire national sales pipeline, ensuring Regional Sales Managers and their teams maintain a healthy, active pipeline weighted towards new business.

2. Team Management & Performance

• Leadership and Mentorship: Recruit, train, coach, mentor, and motivate a team of Regional Sales Managers (RSMs) to achieve and exceed their sales quotas.

• Performance Management: Hold RSMs accountable for individual and regional performance, conducting regular reviews, sales meetings, and one-on-one sessions.

• Process Improvement: Implement best-practice sales processes, reporting standards, and CRM usage to improve efficiency and sales conversion rates.

• Culture: Foster a high-energy, competitive, collaborative, and ethical sales culture focused on new business growth and customer-centric solutions.

3. Financial & Operational Oversight

• Budgeting: Manage the national sales budget, ensuring optimal resource allocation and a high return on investment (ROI) for sales activities.

• Pricing and Contracts: Work closely with the Finance and Operations teams to ensure profitable pricing strategies are applied to all new and existing business, and oversee high-level contract negotiations.

• Reporting: Deliver accurate and timely national sales forecasts, pipeline reports, and performance updates to the Executive Team.

Minimum Requirements

• Experience: A minimum of 8 years in a senior sales management role within the South African logistics, road freight, or other high volume industry is essential.

• Proven Track Record: Demonstrable, quantifiable success in a new business-focused sales manager role and achieving significant revenue growth.

• Leadership: Proven experience in successfully managing, mentoring, and leading a dispersed, high-performing team of Regional Sales Managers.

This role will suit a proactive sales leader, who is driven by growing the market and inspiring sales teams in proactive sales strategies.