Reports To: General Manager / Managing Director
Direct Reports: Regional Sales Managers, Key Account Managers, Technical Sales Representatives, Customer Service Team (as applicable)
Purpose of the Role
The Head of Sales is responsible for leading and executing the company's sales strategy to drive profitable growth, strengthen customer relationships, expand market share, and position the company as the preferred partner for mining and infrastructure ground support solutions. The role provides strategic direction, commercial leadership, and operational oversight across all sales activities while ensuring alignment with business objectives, customer requirements, and market opportunities.
Key Responsibilities
Sales Strategy & Business Growth
- Develop and implement the sales strategy aligned with the company's business objectives.
- Identify growth opportunities across mining, civil, tunnelling, and infrastructure sectors.
- Drive revenue growth, profitability, and market share expansion.
- Develop annual sales plans, budgets, and forecasts.
- Monitor market trends, customer requirements, and competitor activity.
- Establish and manage sales performance targets and KPIs.
Customer & Key Account Management
- Build and maintain executive relationships with key mining houses and strategic customers.
- Lead negotiations of major contracts, pricing agreements, and supply arrangements.
- Develop customer retention and growth strategies.
- Ensure high levels of customer satisfaction and service delivery.
- Support resolution of major customer issues and commercial disputes.
Leadership & Team Management
- Lead, coach, and develop the sales team to achieve performance objectives.
- Establish a high-performance sales culture driven by accountability and customer focus.
- Conduct regular performance reviews and development planning.
- Support succession planning and talent development.
- Foster collaboration between Sales, Operations, Technical Services, Supply Chain, and Finance.
Commercial Management
- Manage sales budgets and revenue forecasts.
- Drive margin improvement through value-based selling and pricing discipline.
- Monitor sales pipeline, opportunities, and conversion rates.
- Ensure effective use of CRM and sales reporting tools.
- Oversee tender submissions and commercial proposals.
Market Development
- Identify new business opportunities and strategic partnerships.
- Support product launches and market penetration initiatives.
- Work closely with technical and product teams to develop customer-centric solutions.
- Represent the company at industry forums, conferences, and customer events.
Health, Safety & Compliance
- Promote and maintain a strong safety culture.
- Ensure compliance with company policies, mining regulations, and ethical business practices.
- Support compliance with contractual and legal requirements.
- Ensure adherence to quality, environmental, and safety standards.
Key Performance Indicators (KPIs)
- Achievement of annual sales revenue targets.
- Gross profit and margin performance.
- Market share growth.
- Customer retention and satisfaction levels.
- New business development and pipeline growth.
- Forecast accuracy.
- Tender win rate.
- Sales team performance and development metrics.
Safety and compliance performance