Open (Coatings/Industrial/PetroChemical/FMCG/Retail/Wholesale/Exports)

Market Strategy & Growth Initiatives
• Lead strategic planning, market analysis, and territory segmentation to identify profitable channels and underserved markets across multiple product lines. • Formulate and execute go-to-market strategies tailored to fuels, lubricants, and gas sectors, aligned with national revenue and expansion targets. • Monitor competitor landscape and macroeconomic trends to inform proactive response strategies and product positioning. • Identify, assess, and mitigate commercial and operational risks within provincial markets to protect company assets and reputation. • Build and maintain strategic relationships with provincial government agencies, industry associations, and community groups to support business objectives and regulatory compliance.

Sales & Revenue Optimization
• Develop, manage, and expand the national sales pipeline across B2B, B2G, B2M, B2C and other aligned commercial segments. Portfolio annual revenue contribution averaged approx. R520mil ZAR (approx. 25mil Ltrs product supplied throughput). • Drive deal acquisition and retention through strategic account management, pricing control, and value-added solution delivery. • Ensure continuous sales force enablement through training, tools, and performance KPIs, managing direct commissioned agents.
• Prepare and manage provincial business unit budgets, ensuring effective resource allocation and cost control to meet financial targets. • Analyse financial performance and ROI of growth initiatives, adjusting strategies to optimize profitability.

Product & Channel Marketing
• Collaborate with marketing to craft targeted campaigns, lead-generating promotions, and customer education programs. • Champion brand visibility through industry exhibitions, roadshows, digital platforms, and local activations. • Coordinate launch strategies for new product variants or bulk supply offers, ensuring alignment with customer segment needs. • Promote adoption of digital sales tools, CRM enhancements, and data analytics to improve market penetration and customer insights.

Customer & Partner Relations
• Function as key interface for customer lifecycle management—driving satisfaction, solving service issues, and identifying up/cross-sell opportunities. • Oversee dealer and distributor relationships, including performance management, volume targets, rebate programs, and credit exposure. • Negotiate contractual terms for branded/unbranded trade and manage incentive programs tied to throughput and loyalty. • Represent the company in public forums and industry bodies to influence favourable policy development and foster goodwill.

Project & Network Expansion
• Lead end-to-end execution of new-to-industry retail fuel site builds and refurbishments. • Oversee feasibility, budget control, CAPEX/ OPEX alignment, and multi-stakeholder engagement for project delivery. • Coordinate all regulatory, engineering, and operational approvals in partnership with internal and external teams. • Drive sustainability initiatives within provincial business units, including energy efficiency, emissions reduction, and responsible sourcing practices aligned with corporate CSR policies.

Cross-Functional Alignment
• Partner with internal and external Supply Chain, HSSEQ, Legal, Finance, and Technical teams to ensure product availability, compliance, and service delivery excellence. • Ensure execution of statutory and policy frameworks across sales and operational domains. • Provide input into R&D and product development where new solutions can improve margins or solve customer challenges. • Lead talent development and succession planning efforts to nurture high-potential provincial team members aligned with corporate leadership frameworks.

Reporting & Performance Monitoring
• Deliver monthly revenue forecasts, sales analytics, and market insights to National Executive. • Use CRM and business intelligence tools to track conversion rates, margin contribution, and customer behaviour metrics. • Implement corrective action plans where KPIs fall short and drive a culture of performance and accountability. • Manage end-to-end risk and compliance monitoring to ensure business activities align with regulatory and internal standards.

Team Leadership
• Lead and develop a high-performance commercial team including regional consultants, specialists, and sales agents. • Drive a culture of coaching, innovation, and ownership across the business development function. • Manage organizational alignment and succession planning to support sustainable growth. • Champion continuous improvement initiatives in sales processes, customer engagement, and project delivery methodologies.

Strategic Sales & Market Expansion

• Maintain and grow an existing portfolio while actively developing a pipeline of prospective clients to expand brand footprint and geographical coverage.
• Lead identification, qualification, and pursuit of high-value opportunities in emerging sectors and export markets.
• Build and nurture strong relationships with national asset owners, OEMs, manufacturers, and major contractors including but not limited to EPCMs, SABT, TNPA (Transnet), Southey Contracting, and Kaefer Thermal.
• Drive joint ventures, strategic partnerships, and commercial alliances to support accelerated market entry and revenue diversification.
• Promote value-based selling aligned with SHEQ standards across Energy, Infrastructure, Mining, and Manufacturing sectors.
• Develop and implement key account strategies with a focus on sales growth, gross margin improvement, and DSO optimization.

Financial & Commercial Management

• Maintain Profit & Loss (P&L) accountability through cost control and identification of organic growth opportunities.
• Analyse revenue streams and optimize pricing strategies to enhance ROI.
• Monitor and forecast critical business KPIs including sales volume, margin contribution, and receivables performance.
• Lead contract negotiations and finalize complex commercial agreements in alignment with internal compliance, pricing, and risk protocols.
• Oversee project and account budgets to ensure profitability and resource efficiency.

Sales Operations & Pipeline Management

• Holistically manage the full sales pipeline including qualification, progression, and closure.
• Ensure accurate and timely forecasting to support strategic planning and resourcing.
• Coordinate cross-functional teams—technical, legal, finance, and operations—for smooth execution from proposal to delivery.
• Drive sales process improvements and automation initiatives to enhance efficiency and client responsiveness.
• Utilize CRM tools to track pipeline activities, update account developments, and measure conversion metrics.

Marketing Intelligence & Product Strategy

• Conduct detailed market and competitor analysis to identify trends, shifts, and new opportunities.
• Maintain a live competitive intelligence framework to support data-driven strategic decisions.
• Develop differentiated value propositions and conduct executive-level presentations, workshops, and technical training.
• Influence purchase decisions through consultative and solution-led engagement models.

Customer Service Excellence

• Conduct in-depth customer needs assessments and manage service conflicts proactively.
• Respond to technical queries, application concerns, and post-sale issues with precision and urgency.
• Prepare and manage tender submissions, ensuring compliance and competitiveness.
• Provide both internal and external support throughout the customer lifecycle—pre-sales to aftercare.
• Lead asset audits and integrate multi-project supply chain plans to support client needs.

Project & Key Account Management

• Oversee the full project lifecycle, ensuring deliverables align with scope, timelines, and profitability benchmarks.
• Engage regularly with key clients to review progress, satisfaction, and opportunities for upselling or cross-selling
• Facilitate alignment between internal departments and external stakeholders to ensure seamless execution.
• Conduct periodic business reviews and performance assessments with strategic clients.

Compliance, SHEQ & Sustainability

• Champion sustainability and environmental responsibility initiatives in collaboration with client and industry expectations.
• Align sales and project execution with SHEQ standards and legal frameworks to ensure safety, quality, and regulatory adherence.
• Participate in industry bodies, regulatory forums, and technical committees to stay informed on compliance and certification developments.
• Promote eco-conscious product solutions and packaging where applicable.

Internal Collaboration & Leadership

• Collaborate with technical experts, R&D, and marketing teams to align go-to-market strategies and product innovations.
• Engage in knowledge-sharing and leadership development to drive team growth and capability building.
• Demonstrate excellent communication and stakeholder engagement across all organizational levels.
• Maintain focus on business vision, team goals, and strategic growth objectives.

Regional Strategy Implementation & Sales Execution

• Implement and execute the regional Afrox Channel + Retail strategy to optimize sales to the indirect customer base and GPADE by coordinating and leading regional sales activities.
• Profit Centre management: strive to lower Cost to Serve without compromising quality of service delivery standards, including mitigating losses through defence/ rescue strategy planning and implementation.
• Bridge interfaces between various regional business areas to ensure agreed business strategies are implemented, monitored, and corrective measures are taken on any objective discourse.
• Sales force effectiveness: improve ergonomic output constituency, leveraging advanced CRM and analytics tools for pipeline management, sales forecasting, and performance tracking.
• Lead key account management ensuring volume/revenue rebate targets are consistently met.

Technical Knowledge & Regulatory Compliance

• Maintain deep technical knowledge of gas properties, welding and medical gas applications, and industry safety regulations to support consultative selling and customer education.
• Ensure compliance with all hazardous material transport codes, environmental standards, and medical certifications (ISO, OSHA, FDA) across jurisdictions.
• Lead audits and inspections for internal teams and partners to ensure full regulatory compliance and safety adherence.
• Oversee SHEQ controls for retail operations, distributors, and PartnerNet customers by ensuring all staff comply with product handling, installation, safety procedures, and equipment specifications aligned with industry gazette standards.

Channel Strategy & Customer Relationship Management

• Develop and execute channel strategies in collaboration with the National Channel Manager and Business Unit Heads.
• Manage and coordinate regional distributors and PartnerNet customer accounts, leveraging data-driven tools to analyse sales performance, account queries, debt (DSO), and product volume/margin management.
• Build and sustain long-term partnerships with distributors and customers by understanding their unique business needs, improving service levels, and driving joint strategic visions.
• Negotiate contracts, pricing plans, and rebates, managing customer-specific strategies to meet evolving market demands.
• Utilize CRM systems and digital marketing channels to enhance customer engagement, lead generation, and brand visibility.

Project & Logistics Management

• Strategically plan and manage logistics routes, delivery cycles, depot stock levels, promotional shipments, and supply chain costs to optimize product availability and customer service (DIFOTIS).
• Coordinate the full order cycle from raw material forecasting and production to final sales output, ensuring efficiency and quality.
• Liaise and negotiate with suppliers, manufacturers, retailers, and consumers to streamline stock availability and meet customer requirements in a timely manner.
• Resolve supply chain conflicts, obsolete stock issues, billing discrepancies, and inventory management challenges proactively.

Marketing & Sales Support

• Implement and execute advertising, merchandising, point-of-purchase promotions, frequent shopper programs, special events, and sales support activities to increase volume and customer retention.
• Provide ongoing field support, coaching, and guidance during trade visits to reinforce retail marketing standards and promote transformational initiatives.
• Act as a technical expert for product benefits, compliance standards, and value selling in complex, regulated environments.

Risk Management & Continuous Improvement

• Develop and implement risk mitigation and contingency plans to manage supply chain disruptions, regulatory changes, and customer emergencies.
• Drive continuous improvement initiatives focused on operational efficiencies, customer experience enhancement, and innovation to sustain competitive advantage.

Team Leadership & Performance Management

• Direct and supervise both direct and indirect reportees in accordance with company HR policies, fostering a culture of accountability, coaching, and innovation.
• Conduct competency assessments, training programs, and succession planning to build a high-performance, customer-centric team.
• Monitor sales and operational metrics regularly to assess performance, implementing corrective actions where necessary to achieve revenue and productivity targets.

Financial & Contract Management

• Monitor and manage budgets including selling overheads and Gross Profit After Selling Expenses (GPASE), ensuring deviations are promptly investigated and corrected.
• Manage contract administration including renewals, pricing adjustments aligned with market conditions, and rebate structures to maximize profitability.
• Lead tender processes and negotiate complex agreements ensuring compliance with company policies and customer requirements.

Communication & Stakeholder Engagement

• Disseminate complex technical and commercial information effectively to internal stakeholders and customers.
• Foster collaborative partnerships across R&D, Quality, Operations, Marketing, and Finance to align sales strategies with overall business goals and customer needs.

Portfolio Revenue Contribution

• Manage an annual portfolio revenue contribution of approximately R60 million+, driving sustained business growth and profitability.

Customer Service & Account Management

• Deliver outstanding customer service excellence through active servicing of assigned customer accounts, ensuring timely follow-up and responsiveness to evolving needs.
• Build and sustain strong relationships with store owners, managers, and key floor stakeholders to exceed customer expectations and encourage repeat business.
• Resolve customer issues proactively, addressing channel conflicts, obsolete stock, pricing, billing disputes, and inventory management challenges.
• Facilitate bespoke Product Service Offerings (PSO) and provide application, performance, and colour variance feedback, recommending remedial actions as needed.
• Conduct regular account reviews, audits, and meetings with key distributors and manufacturing customers to maintain high satisfaction and retention levels.

Sales Strategy & Market Intelligence

• Develop and implement high-level account planning strategies to cultivate key accounts and identify high revenue opportunities aligned with company objectives.
• Utilize CRM tools to methodically manage accounts, maintain call logs, run reports, and analyse sales data to inform decision-making.
• Maintain deep understanding of market dynamics, competitor activities, industry trends, and product developments, effectively communicating technical data and value propositions to customers.
• Collaborate closely with National Sales Executive on tenders, pricing strategies, and achieving margin targets through competitive and timely RFQ responses.

Financial & Operational Management

• Manage accounts receivables diligently to minimize Days Sales Outstanding (DSO) and optimize cash flow.
• Control regional marketing expenses and manage company asset lifecycle to maximize return on investment and resource utilization.
• Monitor portfolio revenue contributions, meeting or exceeding regional budgets and business plans through new business development and growth of existing customers.
• Drive cost efficiency by meeting productivity, accuracy, and timeliness targets, including lowest cost to serve, EBITDA maximization, and factory output optimization.
• Oversee full order cycle management: raw material forecasting, manufacturing throughput, stock levels, delivery, and transport efficiency.
• Negotiate with suppliers, retailers, and manufacturers to streamline stock availability and fulfill customer requirements, including promotional and special project logistics.

Leadership & Team Development

• Recruit, train, coach, and manage a motivated, competent salesforce fostering transformation and continuous skills development.
• Implement structured Individual Development Plans (IDPs), competency mapping, and “train the trainer” programs to build sustainable talent pipelines.
• Foster a culture of accountability, collaboration, and high performance aligned with company goals and transformation initiatives.

Strategic Business Development & Innovation

• Lead cross-functional collaboration initiatives across sales, marketing, product development, and supply chain to drive cohesive growth and customer satisfaction.
• Leverage data analytics, customer insights, and market intelligence to identify new business opportunities and innovate sales approaches.
• Champion digital transformation efforts to enhance CRM capabilities, improve sales forecasting, and automate workflows for increased efficiency.
• Promote sustainability and corporate social responsibility (CSR) efforts aligned with brand values and customer expectations.

Risk Management & Compliance

• Proactively identify and mitigate risks related to profitability, credit exposure, supply chain disruptions, and regulatory compliance.
• Ensure all activities comply with internal governance, industry standards, and health, safety, and environmental policies.

Market Positioning & Customer Experience

• Conduct regular competitive benchmarking and SWOT analyses to refine market positioning and enhance value propositions.
• Partner with marketing to develop targeted communication and promotional campaigns tailored to key accounts and end-users.
• Develop customer loyalty programs and track customer satisfaction metrics (e.g., NPS) to improve service quality and deepen account penetration.

Administration & Reporting

• Maintain accurate metrics and analyse data to assess performance and implement continuous improvements across sales, workforce development, and pricing strategies.
• Manage all budgetary aspects of sales activation events, tastings, and promotional activities with transparency and fiscal discipline.
• Ensure timely submission of all reports, progress updates, and market feedback to National Sales Executive and General Manager.

 Achievements

• Awarded fully paid 2-week trip to Manchester UK, Old Trafford (March 2014) for being the highest performing consultant nationally, generating the greatest GP revenue contribution for FY 2013/ 2014.
• Qualifying metric: Annual revenue generation growth rate of 34% within 6 months (from R82mil ZAR to R110mil ZAR) period FY 2013/ 2014.