Position: Regional Sales Manager Western Cape

Location: Cape Town, Western Cape

Reports to: National Sales Manager

Direct Reports: Sales Representatives, Merchandisers (as applicable)

  

Purpose of the Role

To drive sales, distribution, and market share growth across the assigned region while managing and developing relationships with key strategic customers. The role combines regional sales leadership with key account management, ensuring operational excellence and strategic customer partnerships.

 

 Key Responsibilities

1. Regional Sales & Distribution (40–50%)

Lead and manage the regional sales team to achieve volume, revenue, and coverage targets.

Ensure effective product distribution, visibility, and compliance with in-store execution standards.

Monitor regional sales performance, market trends, and competitor activity.

Conduct regular trade visits to support and coach the sales team.

Manage regional budgets, expenses, and promotional spend.

 

2. Key Account Management (40–50%)

Build and maintain strong relationships with key customers in the region (e.g., major retailers, distributors, wholesalers).

Negotiate trading terms, promotional activities, and joint business plans.

Track key account sales, margin performance, and promotional ROI.

Act as the first point of escalation for account-related issues.

Develop tailored growth strategies for top accounts.

 

3. Cross-Functional Collaboration

Work closely with Marketing, Supply Chain, and Finance to ensure account-specific strategies are executed smoothly.

Provide market intelligence and customer insights to inform product launches and campaigns.

Align regional execution with national business strategy.

 

4. Leadership & Reporting

Recruit, train, and mentor regional sales team members.

Report regularly to management on regional performance, key account status, and opportunities.

Implement performance management processes and hold team accountable for KPIs.

 

KPIs

Regional KPIs

% achievement of sales volume & revenue target.

Numeric and weighted distribution growth.

On-shelf availability & merchandising compliance.

Market share growth in the region.

 

Key Account KPIs

Year-on-year sales growth per key account.

Profit margin by account.

% achievement of joint business plan milestones.

Execution of promotional activities (on time, in full).

 

Candidate Profile

Bachelor’s degree in Business, Sales, Marketing, or related field.

4–8 years’ sales experience, including at least 2 years in key account management or regional sales leadership.

Strong negotiation, relationship management, and people leadership skills.

Ability to balance strategic customer management with operational regional oversight.

Willingness to travel extensively within the region.

Remuneration

Base salary: Competitive range based on experience

Performance-based bonus linked to sales & distribution KPIs.

Benefits: Company fuel allowance, cellphone, RA