About the position
ENVIRONMENT:
A leading Retailer is looking for an Area Manager who is accountable for driving commercial sales growth, profitability, and operational excellence across their assigned geographic area. This role provides strategic leadership and hands-on management for the company’s commercial sales operations in regional markets, ensuring consistent performance, customer service excellence, and market share growth across corporate, SMME, schools, and institutional customer segments. This role combines strategic business leadership with operational execution and people management. The Area Manager is responsible for P&L management, sales forecasting, budget achievement, and team performance across their assigned area. Through effective leadership of commercial sales teams, the manager builds high-performing teams that consistently deliver revenue targets, gross profit objectives,
and exceptional customer experiences.
DUTIES:
Commercial Strategy & Market Development
- Drive commercial sales strategy execution across the assigned geographic area in alignment with national commercial objectives.
- Identify and pursue growth opportunities through market analysis, competitor benchmarking, and customer insights.
- Implement business development initiatives to achieve market differentiation and drive sales and profit growth.
- Conduct ongoing competitor analysis and market intelligence to inform strategic decisions and tactical adjustments.
- Develop and maintain customer databases for targeted marketing and promotional activities.
P&L Management & Financial Performance
- Manage area P&L with accountability for revenue, gross profit, costs, and profitability targets.
- Achieve and exceed sales and gross profit budgets through effective planning, execution, and performance management.
- Conduct sales forecasting and budget preparation, ensuring accurate projections and resource allocation.
- Monitor operating performance and financial statements, analyse profitability ratios, and implement corrective actions.
- Control costs and optimise resource allocation to maximise profitability and operational efficiency.
Team Leadership & Performance Management
- Lead, coach, and develop a team of 12–15 commercial sales staff across the assigned area.
- Set clear performance expectations and targets, monitor achievement, and provide regular feedback.
- Build high-performing, passionate, and innovative teams through effective recruitment, training, and succession planning.
- Conduct performance reviews, manage capability development, and address underperformance through coaching and disciplinary processes.
- Create a culture of high performance, continuous improvement, and customer-centricity.
Customer Relationship Management & Service Excellence
- Build and maintain strong relationships with key customers, including corporate accounts, SMMEs, schools, and institutions.
- Ensure exceptional customer service and quality standards across all customer touchpoints.
- Implement and monitor customer service initiatives and take corrective action to enhance the customer experience.
- Handle escalated customer issues and complaints professionally and efficiently.
- Drive customer satisfaction, retention, and loyalty through responsive service and proactive engagement.
Sales Execution & Business Cycle Management
- Drive and grow key business cycles and events, including Back to School, Christmas, Back to College, and Back to Work campaigns.
- Oversee area marketing strategy execution in line with the national marketing strategy.
- Implement in-store displays, promotional events, and customer engagement activities to drive sales.
- Monitor sales performance across product categories, channels, and customer segments and identify improvement opportunities.
- Ensure sales teams have the product knowledge, sales tools, and support required to achieve targets.
Operational Excellence & Compliance
- Ensure compliance with company policies, procedures, and operating standards.
- Drive adherence to health and safety guidelines, legal requirements, and regulatory standards.
- Monitor inventory management to maximise sales and profitability and maintain sufficient stock of fast-moving products.
- Address slow-moving stock through markdowns, promotions, and strategic clearance initiatives.
- Maintain operational excellence through process optimisation, quality control, and continuous improvement.
Cross-Functional Collaboration & Stakeholder Management
- Liaise with Head Office teams across Procurement, Supply Chain, Marketing, Finance, and Operations.
- Coordinate with Supply Chain and Operations teams to ensure stock availability and timely fulfilment.
- Partner with Marketing to develop and execute regional campaigns, promotions, and customer engagement initiatives.
- Provide market intelligence and customer insights to inform product range and procurement decisions.
- Collaborate with Finance on credit control, payment terms, and commercial governance.
REQUIREMENTS:
Skills & Capabilities
Technical Skills
- P&L Management
- Financial Analysis
- Sales Forecasting
- Budget Management
- Commercial Sales Strategy
- Sales Execution
- Market Analysis
- Competitor Benchmarking
- CRM Systems
- Customer Database Management
- Inventory Management
- Stock Control
- Microsoft Excel
- Microsoft PowerPoint
- Microsoft Word
- Sales Performance Metrics
- Reporting
- Business Analysis
- Profitability Analysis
Soft Skills
- Leadership
- Team Management
- Strategic Thinking
- Business Acumen
- Communication
- Presentation Skills
- Negotiation
- Influencing
- Stakeholder Relationship Management
- Problem-Solving
- Decision-Making
- Analytical Thinking
- Data Interpretation
- Time Management
- Priority Setting
- Resilience
- Composure Under Pressure
- Customer Service Orientation
Leadership Skills
- Team Leadership
- Team Development
- Performance Management
- Accountability
- Coaching
- Mentoring
- Change Management
- Continuous Improvement
- Cross-Functional Collaboration
- Coordination
- Conflict Resolution
- People Management
Domain Skills
- Commercial B2B Sales Environments
- Multi-Segment Customer Management
- Corporate Sales
- SMME Sales
- Schools Sales
- Institutional Sales
- Regional Market Development
- Business Growth
- Customer Acquisition
- Retention Strategies
- Competitive Analysis
- Market Intelligence
- Sales Campaign Planning
- Campaign Execution
- Supply Chain Management
- Inventory Management
Qualifications & Experience
Education
- National Senior Certificate (Grade 12) – Essential
- Relevant tertiary qualification in Business Administration, Sales, Marketing, Operations Management, or a related field – Advantageous
- Professional certifications in Sales Management, Business Development, or Commercial Operations – Advantageous
Experience
- Solid experience in Commercial Sales, Business Development, or Regional Management
- Sales Team Leadership
- P&L Accountability
- Commercial B2B Sales Operations
- Multi-Location or Multi-Segment Sales Management
- Strategic Planning
- Team Leadership & Development
- Financial Management
- Corporate Sales
- SMME Sales
- Schools & Institutional Sales
Relevant Operational Exposure
- Leading and developing commercial sales teams across regional or multi-location environments
- Managing P&L, including revenue, gross profit, costs, and profitability targets
- Developing and executing commercial sales strategies and business development initiatives
- Building and maintaining relationships with corporate, SMME, school, and institutional customers
- Conducting market analysis, competitor benchmarking, and strategic planning
- Managing sales forecasts, budgets, and financial performance
- Coordinating with Supply Chain, Operations, and Finance teams
- Implementing customer service initiatives and quality standards across sales operations
- Using CRM systems and sales performance tools for pipeline management and reporting
- Driving sales campaigns and key business cycles, including Back to School and seasonal promotions
Desired Skills:
