Regional Sales Manager - BUCO & TimberCity - Cape Town

Regional Sales Leadership

• Lead, manage and motivate External Sales Representatives within the region.
• Translate national sales strategies into actionable regional execution plans.
• Create a high-performance sales culture focused on accountability, customer service and results.
• Drive achievement of regional sales targets, gross profit targets and growth objectives.
• Ensure alignment between sales activities and business objectives.
• Promote collaboration between sales teams, stores and support functions.

Customer Acquisition and Market Development

• Drive new customer acquisition across targeted market segments.
• Increase B&T’s visibility and presence within the regional trade market.
• Identify new business opportunities and emerging customer needs.
• Develop and implement customer growth plans for key accounts.
• Expand share of wallet within existing customer portfolios.
• Monitor competitor activity and provide market intelligence to support business decisions.
• Build and maintain strong relationships with key customers and stakeholders.

Sales Performance Management

• Develop regional sales plans aligned to national objectives.
• Establish clear sales targets and activity expectations for team members.
• Monitor and manage sales performance through agreed KPIs and scorecards.
• Conduct regular performance reviews and coaching interventions.
• Ensure effective pipeline management and forecasting disciplines.
• Analyse sales trends and implement corrective actions where required.
• Drive accountability for customer acquisition, customer retention and revenue generation.

Customer Relationship Management

• Ensure consistent and effective utilisation of CRM systems.
• Monitor customer interactions, sales opportunities and pipeline progression.
• Drive customer engagement and relationship-building initiatives.
• Ensure accurate customer data and reporting.
• Support the implementation of customer segmentation and targeting strategies.
• Resolve escalated customer issues and ensure satisfactory outcomes.

Sales Capability Development

• Coach and develop sales representatives to improve sales effectiveness and customer engagement.
• Identify capability gaps and implement development plans.
• Conduct store visits and sales observations to improve performance.
• Support onboarding and integration of new sales employees.
• Promote best practice sharing and continuous learning across the sales team.
• Assist in building future sales leadership capability within the region.

Operational Alignment and Execution

• Work closely with Regional Operations Managers and Store Managers to ensure alignment between sales and operational execution.
• Ensure customer commitments can be delivered effectively through operational capabilities.
• Facilitate communication between sales teams and operational leadership.
• Support stock availability, service delivery and customer experience initiatives.
• Ensure sales growth is achieved without negatively impacting operational efficiency.

Governance, Compliance and Commercial Excellence

• Ensure compliance with company policies, procedures and sales governance requirements.
• Promote ethical selling practices and sound commercial decision-making.
• Monitor discounting practices and margin performance.
• Ensure adherence to approved customer onboarding and credit processes.
• Drive consistency in sales execution across all territories within the region.
• Support the implementation of national sales standards and methodologies.

Reporting and Business Insights

• Prepare weekly, monthly and quarterly sales performance reports.
• Monitor regional sales trends, customer performance and market opportunities.
• Provide recommendations to the National Sales Manager to improve sales effectiveness.
• Track progress against strategic sales objectives and growth targets.
• Ensure accuracy and integrity of sales reporting and forecasting.