About this role
Sales Manager - Southern African Region (Mining and Earthmoving - Yellow Machine) Requirements More than 10 years’ experience in the construction and heavy equipment industry , with strong knowledge of major OEMs and brands such as CAT, Komatsu, Volvo, Liebherr, Hitachi, Bell Equipment and other leading equipment manufacturers. Proven experience in whole goods sales, dealer management and dealer development within the construction, mining, earthmoving or related capital equipment industries. Proven experience developing and maintaining strong relationships with dealers, customers and key stakeholders across South Africa and the African continent . Demonstrated experience in developing new dealer networks , identifying suitable dealer partners and supporting dealers in establishing and growing their businesses. Experience developing and implementing dealer development strategies and sales plans to achieve machine sales targets, increase market penetration and improve market share. Proven ability to develop pricing programmes, sales initiatives and marketing strategies to support machine sales and achieve commercial targets. Strong understanding of construction and earthmoving equipment applications , with the ability to provide product guidance, conduct dealer training and assist customers in selecting the correct equipment for their specific applications. Experience monitoring and managing machine sales KPIs, sales pipelines and forecasts , identifying areas of underperformance and implementing corrective actions to improve dealer competitiveness and results. Proven ability to travel extensively within assigned territories to meet dealers and customers, develop new business, identify market opportunities and gather market intelligence . Strong market intelligence and analytical capabilities, with the ability to research industry trends, competitor activity, market opportunities and customer requirements and translate these insights into actionable sales and dealer strategies. Experience working directly with customers and dealers to understand market requirements and develop appropriate whole goods sales solutions . Strong communication, negotiation and relationship-management skills, with the ability to work effectively across different cultures and business environments. Ability to work independently while coordinating effectively with OEM headquarters, dealers, customers and internal departments across multiple territories. Experience in African markets including Namibia, Botswana, Zambia, Zimbabwe, Mozambique, Eswatini, Lesotho, Mauritius and Madagascar will be highly advantageous. Strong understanding of the South African construction and mining equipment market , including the major OEMs, dealer networks, customer segments and competitive landscape. Experience managing capital equipment sales cycles , from identifying opportunities and developing customer requirements through to quotation, negotiation and closing. Key Responsibilities The successful candidate will be responsible for: Developing and maintaining strong working relationships with dealers and customers across South Africa and assigned African territories . Implementing dealer development strategies to successfully achieve machine sales, market share and PINS targets within the assigned territories. Supporting dealers in developing new business opportunities while strengthening existing customer relationships and customer retention. Developing and managing machine sales pipelines, forecasts and sales KPIs , ensuring that opportunities are actively managed through to closure. Acting as a product application specialist , providing dealers with product training and assisting customers in selecting the correct machine for their specific application. Developing pricing programmes, sales initiatives and marketing strategies to improve machine sales and strengthen the competitiveness of the dealer network. Monitoring market and competitor activity and actively adapting the sales approach to ensure dealers remain competitive and well positioned within their respective markets . Travelling regularly to assigned markets to meet dealers and customers, identify new opportunities, support major sales opportunities and develop new business. Working closely with dealers and customers to gather market intelligence and feedback regarding product requirements, customer needs, competitor activity and opportunities for future growth. Identifying and developing new dealer opportunities in strategic African markets and supporting the implementation of new dealer relationships. Providing dealers with the information, tools, product knowledge and commercial support required to develop new business and increase market share. Conducting research and analysis on emerging industry trends, competitor activity and market conditions , evaluating these factors to determine opportunities for growth and ensure the company's products remain competitive. Supporting the development and implementation of strategies aimed at achieving new business objectives, increasing market penetration and strengthening customer retention . Working closely with OEM headquarters and internal teams to ensure that dealer and customer requirements are communicated effectively and that appropriate commercial solutions are developed. Promoting accuracy, efficiency and professionalism in all sales, dealer development and administrative processes in order to maintain a strong corporate image.