Johannesburg: Sales & Commercial Manager (Head Office)

About the Role

The Sales & Commercial Manager (Head Office) will run the Germiston Head Office as a fully-fledged sales branch, leading both the internal and external sales teams, while owning key reseller and export relationships and managing the contract sales portfolio at a high level. The role is responsible for driving sustainable sales growth, margin improvement and customer retention across MRO, OEM, reseller and export channels.

Key Responsibilities

• Lead and manage the internal sales team day to day, ensuring disciplined execution of core processes (quotations, order processing, follow-ups, customer updates, issue resolution).
• Drive the shift from reactive order-taking to proactive selling by implementing and managing the customer classification and margin framework.
• Build and maintain a clear operating rhythm for the internal team (daily huddles, weekly reviews, dashboards) to keep proactive selling front and centre.
• Embedding structured quote follow-up routines, courtesy calls and customer check-ins.
• Ensuring the team actively promotes the full product range and value-added services.
• Using call and activity plans to generate opportunities, not just respond to enquiries.

• Manage the external sales team and Key Account Managers day-to-day, including call cycles, territory coverage and visit plans.
• Own the discipline around the Opportunity Engine in the CRM: Plan and run weekly and monthly opportunity and sales meetings, using CRM data to review pipeline health, conversion, lost deal analysis and next actions.
• Support external team members with deal strategy, pricing, presentations and negotiations, while holding them accountable for execution.

• Personally own and manage strategic relationships with selected local resellers and export resellers (owners, senior management), distinct from end-user accounts.
• Develop account plans for focus resellers/export resellers, identifying growth opportunities, share of wallet and joint initiatives.
• Use the internal sales team as the engine to service and grow these accounts, ensuring clear communication, service standards and commercial discipline.

• Take overall accountability for the commercial health of the contract book at Head Office, including contract activation, stock health, pricing and margins.
• Identify and prioritise the right new tenders and contract opportunities, aligned with company strategy, capacity and margin expectations.
• Build and maintain relationships with contract and procurement stakeholders on the customer side, positioning B2K as a reliable, value-adding partner.

Requirements

• Minimum of 5 years sales management experience in a B2B environment, preferably within industrial, engineering or technical product sectors.
• Proven track record of achieving or exceeding sales and margin targets across multiple channels (e.g. MRO, OEM, reseller and/or export).
• Experience managing both internal sales teams and field-based / Key Account Managers; exposure to leading export sales or contract / tender-based sales will be advantageous.

Qualifications

• Relevant tertiary qualification in Business, Sales, Marketing, Commerce or a related discipline will be advantageous.

Salary & Benefits