National Sales Manager: Wholesale and Building Materials

SUMMARY:
National Sales Manager: Wholesales and Building Materials

POSITION INFO:
Why this role exists Sales leadership currently sits with an executive whose primary value to the business is operational. We are separating the two so that sales gets dedicated ownership rather than part of someone's week. This is a build role, not a caretaker role. The person takes over an existing rep team and an existing set of national accounts, and is expected to raise the discipline of both. Purpose of the role Two mandates of roughly equal weight: Lead the sales rep team. A national team of 12 reps. Bi-weekly analytics and performance reviews, target setting, coaching, sales technique training, and performance management where required. Own national account relationships. Hold and grow senior relationships across our retail, wholesale and OEM channels. Candidates will naturally lean toward one of these. We need real competence in both. Key responsibilities Rep team leadership (12 reps, nationally spread) Run the weekly sales review cadence: pipeline, territory performance, call quality Set and manage individual rep targets and scorecards Coach on sales technique and product knowledge, and run structured training Manage underperformance directly, including through to exit where necessary National accounts Own senior relationships across the retail and wholesale groups: Build It, BUCO, Plumblink, Builders Warehouse Own OEM and manufacturer relationships: Kwikot, Apollo, Ariston, Supahot Manage range reviews, listings, trading terms and promotional planning Protect pricing integrity and trading term compliance across channels Defend existing listings against competitor incursion Travel and representation Approximately one week per month travelling, primarily Cape Town and KwaZulu-Natal Represent the business at trade events, industry days, customer golf days and supplier functions Candidate requirements Essential Track record managing a field sales team of comparable size, ideally eight or more reps across multiple provinces, with specific evidence of both developing and exiting underperformers National account experience at buyer or category manager level with a major South African retail, wholesale or hardware group Comfortable working in analytics and scorecards, not only in relationships Commercially literate: understands margin, not only turnover Valid driver's licence and willing to travel monthly Presentable, articulate and credible in a boardroom Strongly preferred Building materials, plumbing, sanitaryware, hardware retail or water heating background Existing relationships in any of the named accounts Bonus Plays golf R80,000 CTC per month, fixed, inclusive of vehicle, quarterly bonus based on KPI achievement