Permanent - Manager: Capital Equipment Sales - Ekurhuleni (East Rand) - South Africa

Reporting to the Divisional Manager

Product Lines:  

Comminution Equipment (Jaw, Gyratory, Cone, Impact & Roll Crushers) | Process Equipment (Sensor Sorting, Jigs, Up Current Classifiers, Magnetic Separation)

PURPOSE OF THE ROLE:

Responsible for the strategic growth of the company's Comminution and Process Equipment business. The manager who oversees the department, will be responsible for visiting clients and generating business. The role combines technical expertise with a senior-level focus on business development, pipeline strategy, and commercial risk management. The incumbent leads the full sales cycle — from market development and opportunity creation through to technically sound, commercially robust proposals — and ensures all tender submissions comply with the company’s legal and commercial risk framework.

KEY RESPONSIBILITIES:

a) Strategic Business Development & Pipeline Growth

Drive strategic pipeline growth - Pipeline value maintained across both product lines (ZAR)

Sales strategy -  Written sales strategy that is aligned with company strategy and objectives

Develop new market segments - number of new applications / segments actively pursued

Industry presence & representation - number of industry events attended / presented at

b) Revenue Generation and Sales Delivery:

Achieve annual sales target - Order intake value vs. budget (ZAR)

Maintain profitability - Gross margin % on sales

Grow revenue year on-year -  YoY revenue growth %

Full-cycle sales execution - Deals progressed from qualified to closed.

Key projects -  Key projects with needs analysis & benefit summary based on DAPA 

c) Commercial & Legal Risk Management on Tenders:

Ensure commercial compliance on all tenders - % of proposals with completed costing sheet & risk assessment

Manage legal and contractual risk - Completion of product performance, penalty & commercial risk review

Scope accuracy - number of post-handover scope disputes raised by Project Management

Handover quality - % of handover packs rated ‘complete’ by PM team

d) Technical Solution Development & Proposal Quality:

Proposal technical quality - USP matched to client benefits in proposals

Solution fit - Post-order scope change requests from customer

Site assessments - number of site audits / technical assessments completed

Test work facilitation - Test work projects facilitated to completion

e) Forecasting, CRM & Sales Process Compliance:

Forecast accuracy - Forecast vs. actual order intake variance

CRM accuracy - CRM updated with go/get, product/service values, due dates & value pitch

Process compliance - CRM and internal process adherence (Mercuri)

New opportunity creation - number of new qualified leads added per month

f) Market Intelligence & Product Alignment:

Competitor intelligence - Market intelligence reports submitted

Customer feedback loop - Customer feedback reports shared with Product team

Value-selling adoption - % of proposals incorporating value-sell framework

Product development contribution - Product development sessions attended / contributed to

QUALIFICATION:

Degree in Engineering, Process Engineering, Metallurgy, or a closely related field.

EXPERIENCE:

8–12 years of capital equipment sales experience in Mining, Minerals Processing, or Consulting Engineering. 

Demonstrated track record of closing large capital equipment tenders in the Mining and/or Minerals Processing markets. 

5 – 8 years of engineering sales experience in similar position in Mining/ Process or Crushing Equipment or Consulting Engineering environment.

Demonstrated success selling capital equipment into the Mining and/or Minerals Processing markets.

Comminution Equipment: hands-on familiarity with jaw, gyratory, cone, impact, and roll crushers. 

Process Equipment: working knowledge of Sensor Sorting, Jigs, Up Current Classifiers, and Magnetic Separation systems.

Sufficient plant design and operations knowledge to engage credibly with process engineers and mine planners.

KEY REQUIREMENTS: 

Proven ability to develop and execute a strategic sales pipeline across multiple product lines and market segments. 

Strong track record in managing complex capital tenders, including legal terms, risk assessment, performance guarantees, and commercial risk mitigation.

Experience in business development: identifying new markets, building client relationships, and growing the customer base. 

Competence in costing, estimating, and financial modelling for capital equipment proposals. 

Ability to write, manage, and present high-quality technical proposals and tender responses. 

Understanding of, and proven application of, structured sales methodologies (e.g. Mercuri or equivalent). 

Competitor and market landscape awareness across Mining & Minerals Processing sectors. 

Strong negotiation, communication, and executive-level presentation skills.

Advanced computer literacy: CRM platforms, MS Office, and estimating tools. 

Willingness to travel and spend extended periods on site or in-country.

Valid driver’s license and own transport. 

Mentorship and team-leadership capability.