About the Company
The organisation is a leading provider of fleet management, telematics, and connected mobility solutions, delivering technology-driven services that enable businesses to monitor, manage, and optimise mobile assets and workforce operations.
Operating across multiple industries including logistics, transport, construction, mining, security, and enterprise sectors, the company provides integrated solutions such as vehicle tracking, asset monitoring, driver behaviour analytics, video telematics, and operational intelligence platforms.
The business is focused on helping customers improve operational efficiency, safety, compliance, productivity, and cost control through innovative data-led solutions and long-term customer partnerships.
Role Purpose
The Regional Sales Manager is responsible for leading and accelerating regional sales performance across the KwaZulu-Natal market by managing both new business acquisition and existing customer growth teams.
The role drives sustainable revenue growth through strong leadership, disciplined pipeline management, strategic customer engagement, and the development of a high-performance sales culture aligned to organisational objectives.
Key Responsibilities
Sales Leadership
- Lead, motivate, and manage the regional sales team to achieve revenue and activity targets.
- Build a high-performance, results-driven sales culture.
- Set clear performance expectations and accountability standards.
- Ensure consistent execution of defined sales methodologies and processes.
- Support recruitment, onboarding, and development of sales talent.
New Business Development
- Drive customer acquisition across SME, mid-market, and enterprise segments.
- Ensure continuous prospecting and healthy pipeline generation.
- Support complex opportunities and strategic deal closures.
- Identify regional growth opportunities and expand market share.
- Implement structured territory and sector development strategies.
Account Management & Customer Growth
- Grow revenue within the existing customer base through:
- Upselling additional solutions
- Cross-selling services
- Contract renewals and retention strategies
- Conduct structured account reviews and engagement plans.
- Strengthen executive-level customer relationships.
- Reduce churn and increase customer lifetime value.
Performance Management
- Run weekly sales meetings and pipeline reviews.
- Monitor activity metrics including calls, meetings, quotations, demonstrations, and field visits.
- Manage underperformance through coaching and structured improvement plans.
- Drive productivity and performance consistency across the region.
Coaching & Development
- Conduct regular field visits, ride-alongs, and joint customer engagements.
- Coach team members on solution selling, negotiation, and account development.
- Identify capability gaps and implement ongoing development initiatives.
- Build leadership capability and succession within the team.
Reporting & Forecasting
- Deliver accurate weekly and monthly sales reporting.
- Maintain CRM discipline and pipeline visibility.
- Provide reliable forecasts and revenue projections.
- Analyse trends and implement corrective strategies where required.
Cross-Functional Collaboration
- Collaborate closely with operational, technical, and customer support teams.
- Align customer commitments with service delivery capability.
- Ensure seamless customer onboarding and implementation experiences.
Travel Requirements
- Regular travel within KwaZulu-Natal.
- Majority of time spent in-market with customers and sales teams.
- Periodic travel to Head Office in Gauteng when required.
Key Performance Indicators (KPIs)
- Revenue growth vs regional targets
- New business acquisition performance
- Customer retention and account expansion
- Pipeline value and conversion rates
- Sales activity and productivity levels
- Forecast accuracy
- Team performance and engagement
Minimum Experience & Qualifications
- Minimum 5+ years' sales management experience in a B2B environment.
- Proven success leading high-performing sales teams.
- Strong experience in:
- Telematics
- Fleet management
- Technology or SaaS environments
- Solution-based selling (advantageous)
- Demonstrated capability in forecasting, pipeline management, and strategic sales execution.
- Valid driver's licence and willingness to travel extensively.
Core Competencies
- Leadership and People Management
- Commercial Acumen
- Results Orientation
- Strategic Thinking
- Coaching and Talent Development
- Communication and Influencing Skills
- Planning and Execution
- Accountability and Discipline
Success Profile
The successful incumbent will be a hands-on sales leader who combines strategic thinking with strong execution capability, drives accountability through coaching and performance management, and consistently delivers regional growth through effective leadership, customer engagement, and disciplined sales management.
***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)
