About the position
About the Company
The organisation operates within the telematics, fleet management, and connected mobility technology sector, delivering integrated solutions that combine vehicle tracking, asset monitoring, driver behaviour analytics, and operational intelligence platforms.
Its solutions support customers across transport, logistics, mining, insurance, construction, and enterprise environments to improve operational efficiency, safety, compliance, and cost optimisation through data-driven decision-making.
The business leverages advanced technology, analytics, and customer-focused innovation to provide intelligent mobility solutions that enable organisations to optimise fleet performance and manage risk effectively.
Brief Description of Role
The New Business Sales Manager is responsible for driving sustainable revenue growth through the acquisition of new customers within an assigned region. The role leads a dedicated new business sales team focused on identifying opportunities, engaging prospective clients, and delivering solution-based offerings that create measurable business value.
This position combines strategic leadership with hands-on sales execution to ensure consistent pipeline development, improved conversion performance, and achievement of regional revenue objectives. The role plays a key part in expanding market presence, strengthening customer acquisition capability, and building long-term commercial relationships across targeted industries.
Job Functions
Sales Leadership and Team Management
- Lead, mentor, and develop a team of new business sales professionals.
- Establish clear performance expectations aligned with revenue and activity targets.
- Create a high-performance sales culture focused on accountability, collaboration, and customer success.
- Support recruitment, onboarding, coaching, and continuous professional development of team members.
New Business Development
- Drive customer acquisition initiatives across identified market segments.
- Identify and pursue new revenue opportunities within transport, logistics, fleet, insurance, enterprise, and related industries.
- Build and maintain a strong pipeline of qualified prospects.
- Expand regional market share through structured prospecting and targeted engagement strategies.
Sales Strategy Execution
- Implement regional sales strategies aligned with organisational growth objectives.
- Translate business strategy into executable sales plans and measurable outcomes.
- Ensure consistent adoption of structured sales methodologies and best practices.
Pipeline and Performance Management
- Oversee pipeline health, deal progression, and forecasting accuracy.
- Monitor conversion ratios and sales performance metrics.
- Conduct regular pipeline reviews and performance coaching sessions.
- Implement corrective actions where performance gaps are identified.
Solution-Based Selling
- Ensure the team applies a consultative selling approach focused on solving customer business challenges.
- Position solutions based on operational value, return on investment, and measurable outcomes.
Negotiation and Deal Closure
- Support complex negotiations and enterprise-level opportunities.
- Guide the team in structuring commercially sustainable agreements.
- Drive efficient deal closure while maintaining profitability standards.
Market and Competitive Intelligence
- Monitor industry developments, emerging technologies, and competitor activity.
- Provide market insights that inform sales strategy and business decision-making.
Cross-Functional Collaboration
- Work closely with marketing, product, implementation, and customer success teams to improve sales effectiveness.
- Ensure alignment between customer acquisition strategies and long-term retention objectives.
- Provide feedback to enhance product positioning and customer value propositions.
Behavioural Competencies
- Strong leadership capability with the ability to inspire, motivate, and guide teams toward achieving business objectives.
- Strategic thinking with the ability to analyse market trends and translate insights into actionable sales strategies.
- Excellent verbal and written communication skills with the ability to influence stakeholders at all organisational levels.
- Strong relationship-building capability with customers, partners, and internal teams.
- Effective team management through coaching, mentoring, and performance development.
- Strong performance management capability supported by data-driven decision-making.
- Analytical problem-solving ability to overcome barriers to growth.
- Sound commercial decision-making in a fast-paced environment.
- High levels of integrity, professionalism, and ethical conduct.
Technical Competencies
- Comprehensive understanding of the full sales lifecycle, including prospecting, qualification, solution positioning, negotiation, and closing.
- Ability to analyse markets, customer needs, and competitive positioning to identify growth opportunities.
- Strong sales forecasting capability using CRM systems and pipeline analytics.
- Advanced negotiation skills focused on achieving mutually beneficial commercial outcomes.
- Strong customer focus with a commitment to delivering exceptional client experiences and long-term partnerships.
Qualifications and Experience
- Bachelor's Degree in Business Administration, Marketing, Commerce, or a related field.
- Postgraduate qualification or management development programme advantageous.
- Minimum three years' experience in a sales management or business management role.
- Minimum three years' experience managing and developing a sales team.
- At least five years' experience in B2B solution-based sales.
- Experience within technology, SaaS, telematics, fleet management, telecommunications, or data-driven solution environments preferred.
- Experience selling into transport, logistics, mining, insurance, or enterprise sectors is advantageous.
Key Skills
- Strong new business acquisition capability.
- Proven ability to develop and execute business growth strategies.
- Ability to engage senior decision-makers and build long-term commercial partnerships.
- Advanced negotiation and closing skills.
- Proficiency in CRM platforms and data-driven sales management.
- Strong presentation and solution-selling capability.
- Highly target-driven with a strong results orientation.
- Ability to operate effectively within a fast-paced, competitive sales environment.
Key Performance Indicators
- Achievement of new revenue and customer acquisition targets.
- Growth of qualified sales pipeline and improved conversion ratios.
- Sales team productivity and performance improvement.
- Forecast accuracy and pipeline management effectiveness.
- Expansion of market share within the assigned region.
- Contribution to overall organisational revenue growth.
***Salary - R45,000.00 - R55,000.00 + Business Petrol & Cellular Allowance + Medical & Provident Fund Contributions + Commission On Top (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
- New Business Sales Manager
