About the position
About the Role
An established commercial vehicle organisation is seeking an experienced Sales Director to lead its extra-heavy commercial vehicle sales strategy. The role is responsible for driving revenue, profitability, market share and sales performance, while developing strategic fleet relationships and leading a high-performing national or regional sales team.
Key Responsibilities
Sales Strategy & Performance
- Develop and execute the sales strategy to achieve revenue, margin and profitability targets.
- Lead annual sales planning, budgeting and regional target allocation.
- Monitor performance, forecasting and corrective actions.
- Develop pricing, product positioning and market strategies.
- Identify new growth opportunities and strengthen market share.
Customer & Market Development
- Build strategic relationships with major fleet customers and industry stakeholders.
- Maintain strong relationships with manufacturing and supply partners.
- Monitor market trends, customer requirements and competitor activity.
- Use market intelligence to guide commercial decisions.
Sales Operations
- Oversee sales support, product management and sales administration.
- Manage demand forecasting, inventory and stock planning.
- Support both new and used commercial vehicle sales across multiple product lines.
Leadership
- Lead, coach and develop sales managers and executives.
- Establish clear targets, accountability and performance standards.
- Build succession plans and retain high-performing talent.
- Promote a strong, customer-focused and results-driven sales culture.
- Contribute commercial insight as part of the senior leadership team.
Experience & Qualifications
- Grade 12 or equivalent.
- Bachelor's Degree in Business, Marketing, Commerce, Engineering or a related field is essential.
- Postgraduate qualification or MBA advantageous.
- 10-15 years' sales experience within commercial vehicles, transport, automotive, capital equipment or a related industry.
- Strong exposure to the extra-heavy commercial vehicle market.
- Minimum 5-8 years' senior sales leadership experience.
- Proven responsibility for revenue, profitability, market share and business growth.
- Experience leading national or regional sales teams.
- Strong fleet sales, dealer-network and key-account management experience.
Industry & Commercial Knowledge
Strong knowledge of:
- Extra-heavy commercial vehicles and fleet operations.
- Commercial vehicle market dynamics.
- Sales forecasting, budgeting and pricing.
- Demand and inventory planning.
- Fleet sales and dealer networks.
- Strategic customer and supplier relationships.
Ideal Candidate
The successful candidate will be:
- A commercially astute and strategic sales leader.
- Strong in execution and delivering measurable results.
- Experienced in managing complex sales operations.
- Confident engaging major fleet customers and senior stakeholders.
- Analytical and comfortable managing budgets, forecasts and profitability.
- A strong people leader with proven coaching and development capability.
- Resilient, adaptable and commercially decisive.
Key Competencies
- Strategic Leadership
- Commercial Acumen
- Sales & Business Development
- Customer & Stakeholder Management
- Negotiation & Influencing
- People Leadership
- Results Orientation
- Decision-Making & Problem Solving
- Market Awareness
- Resilience & Adaptability
Additional Requirements
- Proficient in CRM systems and sales analytics.
- Good general business software proficiency.
- Valid Code B driver's licence.
- Willingness to travel nationally.
Scope of Responsibility
The role carries responsibility for multiple product lines across the new and used commercial vehicle market in Sub-Saharan Africa, with accountability for sales volumes, revenue, profitability, market share and overall commercial performance.
***Salary - R35,000 - R45,000 per month basic + R10,000 - R13,000/month car allowance + employer pension/provident fund & medical aid contributions (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
