Purpose of the Role

To drive regional sales growth by creating and executing annual plans aimed at building a new customer base, retaining key clients, and leading the sales team to exceed budget targets. This includes driving sales across technical markets, specialist distributors, and sub-contractors by coaching and guiding the team to meet profitability goals.

Key Responsibilities Strategy & Planning

• Conduct in-depth market analysis to inform sales strategy.

• Develop and present annual budget and product range plans.

• Deliver on revenue and pricing targets.

• Monitor market trends, customer attitudes, and identify growth opportunities.

Sales Management

• Communicate regional value propositions to customers.

• Forecast regional demand and adjust strategy accordingly.

• Build strong client relationships for sustainable growth.

• Track competitors’ activities and performance.

• Provide monthly performance updates to national leadership.

Leadership & Team Development

• Lead and manage a small team (2–4 direct reports).

• Implement performance management and succession plans.

• Foster a transparent, innovative, and collaborative team culture.

• Optimize resource allocation across products and customers.

• Promote ongoing development through training and coaching.

Compliance & Governance

• Maintain ethical conduct and confidentiality.

• Adhere to reporting protocols and commercial administrative systems.

• Ensure regional safety standards, especially on building sites.

Cross-Functional Collaboration

• Work closely with the supply chain, distributors, and contractors.

• Participate in and lead regional projects with internal and national teams.

Qualifications & Experience Education

• Preferred: Bachelor’s degree in Construction, Business, or a related field.

• Additional training in concrete or flooring technologies is an advantage.

Experience & Skills

• Minimum 5 years in a construction or specifications environment.

• At least 3 years in sales management with team leadership experience.

• Strong understanding of waterproofing, concrete repair, and flooring.

• Familiarity with Excel, SAP, CRM systems, and Qlikview.

• Proven negotiation and communication skills.

• Strong administrative, organizational, and time-management abilities.

Key Challenges

• Aligning sales with broader marketing agendas.

• Positioning premium products in a volatile, competitive market.

• Addressing counterfeit product issues.

• Navigating a matrix organizational structure and complex brand portfolio.

• Expanding underdeveloped routes to market.

Working Environment

• Influenced by macroeconomic factors such as exchange rates, inflation, and infrastructure development.

• Requires collaboration across various internal and external stakeholders.

• Demands strategic adaptability to changing market and industry dynamics.

Leadership Attributes

This role demands integrity, transparency, empathy, and a deep customer-centric mindset. The ideal candidate should:

• Inspire and align teams through clear goals and feedback.

• Encourage innovation and embrace continuous improvement.

• Promote inclusivity and respect diverse perspectives.

• Balance risk-taking with compliance and rigor.