Head of Sales

Our client, a leading global chemicals and adhesives organisation with a strong international footprint, is seeking a Head of Sales to be based in Johannesburg. The role is responsible for driving commercial performance across a defined territory, focusing on revenue growth, market expansion, and strategic customer management.

Key Responsibilities

Sales & Revenue Delivery

• Own and achieve territory sales, volume, revenue, and margin targets.
• Develop and execute territory plans aligned with national and regional strategy.
• Identify growth opportunities and expand market penetration across channels.
• Manage pricing, promotions, and trade spend within commercial guidelines.

Customer & Channel Management

• Build strong relationships with key customers, distributors, and partners.
• Lead commercial negotiations and oversee contract execution.
• Monitor customer performance and implement corrective actions.
• Ensure excellent customer service and issue resolution.

Market Execution & Insights

• Drive effective in-market execution of brand, product, and promotional strategies.
• Track competitor activity, market trends, and customer insights, providing actionable feedback.
• Support new product launches and promotional initiatives.

Forecasting & Reporting

• Deliver accurate sales forecasts and demand planning inputs.
• Track KPIs, sales results, and budget adherence.
• Maintain disciplined CRM usage and reporting.

Cross‑Functional Collaboration

• Partner with Marketing, Supply Chain, Finance, and Customer Service.
• Support credit control, stock optimisation, and route‑to‑market efficiency.

Requirements

Experience & Background

• 10+ years in sales or key account management within FMCG, chemicals, adhesives, or related sectors.
• Proven success delivering sales targets in a regional/area-based role.
• Strong distributor and multi‑channel management experience.

Skills & Competencies

• Strong commercial, negotiation, and analytical capability.
• Excellent planning, forecasting, and problem solving skills.
• High autonomy, accountability, and resilience.
• Strong communication and relationship building ability.

Qualifications

• Tertiary qualification in Business, Sales, Marketing, or related fields

Valid driver’s licence and willingness to travel extensively