SUMMARY:
Ready to lead sales across multiple provinces? Drive growth in FMCG retail with a fast‑growing distributor.
POSITION INFO:
An exciting opportunity is available for an experienced and commercially driven Regional Sales Manager - Inland to take ownership of sales performance across Gauteng, North West, Free State, Mpumalanga and Limpopo . This is a high-impact regional leadership position within a fast-growing FMCG business operating in a competitive, fast-moving consumer environment. The successful candidate will be responsible for driving revenue growth across multiple channels, developing and strengthening major retail and forecourt relationships, expanding the independent and wholesale customer base, and leading a geographically dispersed field sales team. This role will suit a proven regional sales leader who is equally comfortable developing territory strategy, analysing sales data, engaging with senior buyers and regional decision-makers, and getting into the field with their sales team to drive execution. The successful candidate will be expected to demonstrate a proven history of measurable sales growth , supported by actual numbers, and be able to clearly explain the strategies and actions that delivered those results. KEY RESPONSIBILITIES Regional Sales Strategy & Revenue Growth Take full ownership of regional sales targets and revenue performance across all channels and provinces. Develop and execute comprehensive territory plans covering Gauteng, North West, Free State, Mpumalanga and Limpopo. Identify and capitalise on growth opportunities across retail, wholesale, forecourt and independent trade. Drive new business development through prospecting, pitching, negotiating and securing new accounts. Monitor competitor activity, pricing, product ranges and market developments, responding quickly to protect and grow market position. Develop strategies to increase regional distribution, volume and revenue. Key Account Management Develop, manage and grow relationships with major regional key accounts, including SPAR, Pick n Pay, Shoprite and major forecourt groups . Engage directly with regional buyers, decision-makers and regional management. Negotiate ranging, promotional activity, trading terms and execution. Ensure key accounts receive consistently high levels of service. Drive product availability, compliance, visibility and share of shelf. Strengthen relationships and identify opportunities for additional business within existing accounts. Resolve account escalations and disputes promptly and professionally. Independent Trade & Wholesale Drive volume and distribution growth across independent retailers and wholesale channels. Develop strong, direct relationships with wholesalers and independent retailers. Secure new ranging opportunities and drive repeat orders. Monitor and maintain appropriate pricing, credit and stock discipline across the customer base. Identify opportunities to increase active accounts and average order value. Regional Team Leadership Lead, manage, coach and develop the regional field sales team, sales representatives and merchandisers. Set clear individual and team targets aligned with overall regional objectives. Conduct regular performance reviews, coaching sessions and field accompaniments. Establish a culture of accountability, performance and continuous improvement. Recognise and develop high performers while addressing underperformance quickly and constructively. Build a disciplined, high-performance sales culture focused on measurable results and strong in-market execution. Recruit, onboard and develop additional team members as the regional operation expands. Effectively manage a team operating across a large and geographically dispersed territory. Coverage, Distribution & In-Trade Execution Maximise sales call coverage and route efficiency throughout the region. Ensure effective product ranging, availability and visibility across all relevant trade channels. Monitor sell-through, stock holding and returns across the regional account base. Ensure consistent in-store execution and adherence to brand standards. Drive disciplined merchandising and regular store audits. Identify gaps in execution and implement corrective action where required. Reporting, Forecasting & Commercial Management Prepare accurate weekly and monthly regional sales reports for the National Sales Manager. Develop reliable regional forecasts to support production planning and stock allocation. Monitor and report on key performance indicators, including: Revenue Sales growth New account acquisition Key account growth Distribution Call coverage Debtor performance Team performance In-trade execution Work closely with Finance regarding credit risk and debtor management. Collaborate with Marketing on regional promotional calendars and trade activations. Partner with Operations to ensure product availability, appropriate lead times and effective fulfilment of regional accounts. KEY PERFORMANCE INDICATORS Success in this role will be measured against clear and commercially focused objectives, including: Month-on-month and year-on-year regional revenue growth against target. Number of new active accounts secured per quarter. Revenue and volume growth across major retail and forecourt accounts. Growth in active independent and wholesale accounts. Growth in average order value. Effective sales call coverage across the territory. Product availability, ranging compliance and share of shelf. Accuracy of regional sales forecasts. Effective debtor management and reduction of overdue accounts. Individual and collective regional team performance against targets. MINIMUM REQUIREMENTS To be considered for this position, you will need to meet the following non-negotiable requirements : Minimum 5 years'' regional sales management or senior key account management experience within FMCG . A proven and measurable track record of delivering sales growth. The ability to provide actual sales figures and clearly articulate the strategies and actions used to achieve growth. Demonstrated experience managing a large, geographically dispersed territory and performing successfully under sustained pressure. Direct experience managing major retail key accounts, specifically SPAR, Pick n Pay and\/or Shoprite , at buyer or regional decision-maker level. Proven experience selling into and growing business across major forecourt groups . Strong results and demonstrable experience within independent trade and wholesale channels . Proven experience leading and managing a field sales team. This is a leadership role and individual contributor-only experience will not be sufficient . Strong commercial acumen, including an understanding of margins, pricing, trading terms and their impact on profitability. Strong analytical and data interpretation skills, with the ability to work with sales data, prepare forecasts and report to senior management. Valid driver''s licence. Own reliable vehicle. Willingness and ability to travel extensively throughout the region. Relevant tertiary qualification such as a BCom in Marketing, Sales or Business Management, NDip, or equivalent qualification . SA Citizens only Must be Criminal Clear ADVANTAGEOUS EXPERIENCE The following will be regarded as strong differentiators: Experience within the nicotine, vaping, tobacco or other regulated consumer goods environment . Established relationships with buyers and trade decision-makers across Gauteng, North West, Free State, Mpumalanga and Limpopo. Experience managing distributor or sub-distributor relationships. Experience working within a business experiencing significant growth and expansion, rather than solely within a mature, steady-state environment. Experience successfully launching new products into the trade, including ranging, pricing and promotional support. Exposure to CRM and\/or ERP systems for pipeline management, sales coverage and account management. Previous experience managing teams distributed across multiple provinces or territories. THE IDEAL CANDIDATE The successful candidate will be a results-driven, commercially astute and hands-on regional sales leader who understands that strong sales leadership requires both strategic thinking and excellent execution. You will be able to demonstrate: Strong leadership and people-management capability. Excellent negotiation and relationship-building skills. A strong understanding of the FMCG sales environment. The ability to build and execute regional sales strategies. A proven ability to open new business and grow existing accounts. Confidence engaging with senior buyers and key decision-makers. Strong commercial and financial awareness. Excellent analytical and forecasting capability. Resilience and the ability to perform under sustained pressure. A hands-on approach to field sales and team management. Strong accountability for achieving measurable results. Most importantly, you will be able to show what you have achieved , rather than simply describe what you have been responsible for.
