About the position
Role Purpose
The Regional Sales Manager is responsible for leading and growing regional sales performance through the effective management of both new business acquisition and existing customer growth teams.
The role focuses on achieving regional revenue targets, strengthening pipeline conversion, improving customer retention, and building a disciplined, high-performance sales culture. The incumbent will combine strategic leadership with hands-on execution to drive sustainable commercial growth.
Key Responsibilities
Sales Leadership
- Lead, motivate, and manage the regional sales team.
- Establish a performance-driven culture focused on accountability, activity, and results.
- Set clear revenue targets, KPIs, and expectations for all team members.
- Drive alignment between regional execution and national sales strategy.
- Foster collaboration, professionalism, and continuous improvement.
New Business Development
- Drive prospecting and acquisition of new customers across the region.
- Ensure consistent pipeline generation and strong conversion performance.
- Support strategic opportunities and complex deal closures.
- Identify market opportunities and expand regional customer footprint.
- Promote solution-based and consultative selling practices.
Account Management Growth
- Grow revenue from existing customers through retention, upselling, and cross-selling initiatives.
- Ensure structured account engagement and regular customer reviews.
- Improve customer satisfaction and reduce churn.
- Strengthen long-term customer relationships and lifetime value.
Performance Management
- Conduct weekly sales meetings and pipeline reviews.
- Monitor sales activity including calls, meetings, quotes, and client visits.
- Analyse performance metrics and address gaps proactively.
- Manage underperformance through structured coaching and corrective action plans.
Coaching & Development
- Conduct regular field visits, ride-alongs, and customer engagements.
- Coach team members on:
- Consultative selling
- Negotiation techniques
- Territory management
- Account growth strategies
- Identify skills gaps and implement ongoing development plans.
- Build leadership capability within the regional team.
Reporting & Forecasting
- Deliver accurate weekly and monthly sales reports.
- Maintain strong CRM discipline and pipeline visibility.
- Provide reliable revenue forecasts aligned with business objectives.
- Use data insights to drive decision-making and performance improvement.
Cross-Functional Collaboration
- Collaborate closely with operational and support teams to ensure smooth service delivery.
- Align customer commitments with operational capacity.
- Support successful onboarding and implementation processes.
- Act as regional escalation points for strategic customer matters.
Behavioural Competencies
- Commercially driven with strong business acumen
- Strong leadership and coaching capability
- High accountability and ownership mindset
- Results-oriented and performance focused
- Excellent communication and influencing skills
- Disciplined, analytical, and data-driven
- Resilient and adaptable in a fast-paced environment
Travel Requirements
- Regular travel within the Western Cape region.
- Majority of working time spent in-market with customers and sales teams.
- Periodic travel to Head Office when required.
Key Performance Indicators (KPIs)
- Regional revenue growth vs target
- New business acquisition performance
- Customer retention and account expansion
- Pipeline value and conversion rate
- Sales activity levels and productivity
- Forecast accuracy
- Team performance and engagement
Qualifications & Experience
- Bachelor's Degree in Business, Marketing, or a related field.
- Minimum 5+ years' sales management experience within a B2B environment.
- Demonstrated success leading sales teams and achieving revenue targets.
- Strong experience in:
- Pipeline management
- Forecasting
- Sales coaching and performance leadership
- Experience within telematics, fleet management, technology, SaaS, connectivity, or solution-based selling environments is advantageous.
- Valid driver's licence.
Ideal Candidate Profile
A commercially focused, hands-on sales leader who balances strategic thinking with operational execution. The successful candidate will excel in managing people, driving activity levels, and improving sales performance within a technology or solutions-driven environment.
***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:
About The Employer:
About the Company
The organisation is a leading provider of technology-driven mobility, fleet management, and connected asset solutions, delivering innovative products and services to businesses across multiple industries.
Operating within a subscription-based technology and solutions environment, the business combines hardware, software, data analytics, and customer support services to help organisations improve operational efficiency, asset visibility, compliance, and cost optimisation.
