Regional Sales Manager – Eastern Cape

Job Description

Regional Sales Manager – Eastern Cape

Role Purpose

To lead and manage the Gauteng regional business unit with full accountability for sales performance, profitability (P & L), and operational execution. The role is responsible for driving revenue growth, optimizing costs, strengthening market presence, and leading high-performing sales and administrative teams across direct and agency channels, in alignment with company strategy.

Key Performance Areas (KPAs)

Business & Financial Management (P & L Ownership)

• Full accountability for regional revenue, profitability, and cost management
• Deliver sales performance in line with or exceeding budget targets
• Manage operational expenditure including staffing, travel, fleet, and logistics
• Ensure optimal return on assets (devices, vehicles, infrastructure)
• Monitor and improve regional commercial performance through data-driven decision-making

Sales Strategy & Execution

• Develop and implement regional sales strategy aligned to national objectives
• Drive revenue growth across VAS and payment solutions (Kazang Pay)
• Manage and optimise Direct Sales and Independent Agent channels
• Identify geographic, sector, and trading node opportunities for expansion
• Ensure effective deployment and utilisation of vending devices

Leadership & People Management

• Lead, coach, and develop Area Sales Managers, Sales Representatives, and Sales Admin teams
• Build a high-performance, accountable, and engaged regional culture
• Recruit, retain, and develop talent aligned with business growth needs
• Foster strong collaboration with independent sales agents as strategic partners
• Maintain strong alignment and communication with Head Office and peer regions

Customer Growth & Retention

• Drive customer acquisition while minimizing churn across channels
• Maximise Average Revenue per Unit (ARPU) and device lifecycle value
• Ensure alignment between Direct and Agent channels to avoid overlap and conflict
• Support customer segmentation and prioritisation strategies in collaboration with Head Office
• Enhance customer experience through effective support coordination

Operational & Asset Management

• Oversee regional administration including:
• Device inventory, allocation, and tracking
• Faulty device returns and replacements
• Fleet and mobile asset control
• Ensure efficient deployment and performance of assets (e.g., drop-safes with Cash Connect)
• Maintain operational discipline and compliance across the region

Marketing & Brand Execution

• Align regional sales activities with marketing campaigns and brand strategy
• Ensure strong brand representation (Kazang and Lesaka) in all field activities
• Drive local marketing initiatives to support sales growth
• Act as a brand custodian within the region

Reporting & Performance Management

• Deliver accurate and timely weekly and monthly reports
• Implement structured performance tracking using systems (e.g., KSIS)
• Establish regular sales performance reviews and management rhythms
• Provide insights and recommendations based on data analysis
• Support ad-hoc reporting and strategic initiatives

Key Performance Indicators (KPIs)

Financial & Sales

• % Achievement of regional sales budget
• Revenue growth (VAS & Payments)
• Regional profitability (P & L margin)
• Cost-to-sales ratio

Sales Effectiveness

• Device deployment vs. target
• Sales per representative / agent productivityConversion rates and pipeline performance
• Geographic expansion metrics

Customer Metrics

• Customer acquisition rate
• Customer retention / churn rate
• ARPU (Average Revenue per Unit)
• Device activity rate

Operational Efficiency

• Asset utilisation rates
• Device turnaround time (faulty returns)
• Fleet and asset cost control
• Admin accuracy and compliance

People & Leadership

• Team performance vs. targets
• Staff turnover and retention
• Employee engagement / culture indicators
• Training and development completion

Reporting & Governance

• Timeliness and accuracy of reporting
• Data-driven decision-making effectiveness
• Compliance with company policies and processes

Core Competencies

Commercial & Technical

• Strong business acumen with proven P & L management experience
• Deep understanding of sales operations, distribution, and channel management
• Experience in VAS, payments, FMCG, or similar industries (preferred)
• Advanced Excel and data analysis capability

Leadership

• Proven ability to lead geographically dispersed teams
• Coaching, mentoring, and performance management expertise
• Strong stakeholder management (internal and external)

Personal Attributes

• Entrepreneurial mindset with strong initiative
• Results-driven and resilient under pressure
• Strong negotiation and influencing skills
• Ability to operate effectively in diverse and informal markets
• High integrity, professionalism, and accountability

Minimum Requirements

• Matric (essential)
• Degree/Diploma in Business, Sales, or Marketing (preferred)
• Proven experience in regional or senior sales management role
• Strong computer literacy (Excel, reporting systems, CRM tools)

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