About the RoleAn 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 ResponsibilitiesSales 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 KnowledgeStrong 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 CandidateThe 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 ResponsibilityThe 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.
Desired Skills:
Sales Director