Sales Manger

Job Title: Sales Manager (South African) – Power Industry

Location: Johannesburg, South Africa

Department: Sales & Business Development

Reports to: Regional Sales Director / Country Manager

Job Purpose:

The Sales Manager will be a pivotal leader responsible for strategically developing, executing, and meticulously managing all sales activities within the dynamic and evolving South African power industry. This critical role demands a laser focus on identifying, qualifying, and securing high-value projects through comprehensive project bidding, proactive tender participation, and the expert preparation of compelling proposals. Ultimately, the Sales Manager will be instrumental in driving significant business growth, expanding market share, and solidifying the company’s position as a leading solutions provider in the sector. This position requires exceptional cross-functional collaboration, fostering strong, enduring relationships not only with internal technical, commercial, and project management teams, but also with a diverse range of external customers, strategic partners, and key industry stakeholders.

Key Responsibilities:

1. Project Bidding & Tendering Excellence:

• Opportunity Identification & Tracking: Proactively and systematically identify, research, and continuously track potential business opportunities across the entire spectrum of the South African electricity and power distribution sector. This includes monitoring market trends, government initiatives, infrastructure developments, and competitor activities to anticipate future project needs.
• Tender Process Management: Expertly navigate and actively participate in complex tender processes for both public and private sector projects. This encompasses a broad range of entities, including national utilities like Eskom, various municipal utilities throughout the country, and a growing number of Independent Power Producers (IPPs). The Sales Manager will be the primary point of contact for all tender-related inquiries and submissions.
• Tender Document Coordination & Compliance: Take full ownership of coordinating the meticulous preparation of all tender documents. This involves ensuring absolute compliance with all specified tender specifications, regulatory requirements, and strict submission deadlines. The Sales Manager will implement robust quality control measures to guarantee accuracy and completeness.
• Competitive Proposal Development: Collaborate closely and strategically with internal engineering, technical, and commercial teams to prepare highly competitive and persuasive commercial and technical proposals. This includes articulating the unique value proposition of our solutions, highlighting technical superiority, and presenting clear, financially attractive commercial terms.

2. Cross-Departmental Collaboration & Internal Alignment:

• Strategic Bid Alignment: Serve as the central liaison between sales and various critical internal departments, including technical, engineering, and commercial teams, to ensure that all bid strategies are meticulously aligned with company capabilities, resource availability, and overall business objectives. This involves translating client requirements into actionable internal directives.
• Internal Meeting Facilitation & Problem Solving: Proactively facilitate and lead internal meetings specifically designed to address tender requirements, develop optimal pricing strategies, ensure robust technical compliance, and resolve any potential challenges or ambiguities that may arise during the bidding process. This role requires strong negotiation and conflict resolution skills within the organization.
• Financial Coordination & Negotiation: Work in close concert with the finance team to ensure accurate and comprehensive project cost estimation, thorough financial modeling, and the strategic negotiation of payment terms that are favorable to the company while meeting client expectations. This includes understanding the financial implications of project execution.

3. Client & Stakeholder Engagement & Relationship Management:

• Proactive Communication & Relationship Nurturing: Cultivate and maintain regular, proactive communication with key customers, influential industry stakeholders, and critical decision-makers across the power sector. This involves building deep, trust-based relationships that extend beyond individual project transactions.
• Strategic Client Interactions: Organize, lead, and actively participate in client meetings, comprehensive presentations, and key industry events, conferences, and exhibitions. These interactions will be used to understand evolving client needs, showcase our innovative solutions, and gather valuable market intelligence to inform future strategies.
• Brand Advocacy & Thought Leadership: Act as a brand ambassador, consistently promoting the company’s expertise, technological advancements, and commitment to delivering sustainable and efficient power solutions. This includes subtly positioning the company as a thought leader in the South African power industry.

4. Business Development
   Develop and execute sales strategies to expand market share in the South African power sector.
   Identify and approach potential clients for new business opportunities.
   Monitor market trends, competitor activities, and regulatory changes affecting the power industry.
5. Reporting & Administration
   Prepare sales forecasts, pipeline reports, and tender status updates.
   Maintain accurate records of customer interactions, proposals, and contracts.
   Support the country manager in strategic planning and performance analysis.
   Qualifications & Requirements
   Bachelor’s degree in Electrical Engineering, Business Administration, or related field (power industry background preferred).
   Interested in sales, business development, or project tendering within the power, energy, or infrastructure sectors.
   Familiarity with South African electricity market, procurement processes, and key stakeholders (e.g., Eskom, municipalities).
   Strong communication, negotiation, and presentation skills.
   Ability to work independently and in cross-cultural teams.
   Proficient in MS Office; experience with tender management tools is an advantage.
   Fluent in English; knowledge of Mandarin is a plus.
   Valid South African work authorization and driver’s license.
   Key Competencies
   Result-Oriented – Driven to meet sales targets and secure key projects.

Business Development & Market Expansion

This role is central to our strategic growth in the dynamic South African power sector. The successful candidate will be responsible for meticulously developing and executing comprehensive sales strategies designed to significantly expand our market share. This involves more than just identifying opportunities; it requires a deep understanding of market dynamics and the ability to craft compelling value propositions. You will proactively identify and strategically approach potential clients, ranging from large utility companies and independent power producers to industrial consumers and government agencies, cultivating new business opportunities that align with our long-term objectives. A crucial aspect of this will be the continuous monitoring of market trends, competitor activities, and regulatory changes within the power industry. This includes staying abreast of renewable energy policies, grid infrastructure developments, technological advancements, and shifts in energy demand, all of which will inform and refine our market penetration strategies. By anticipating market evolution, you will help us position ourselves as a leading solutions provider.

Reporting, Analytics & Administrative Excellence

Effective communication and meticulous record-keeping are paramount in this role. You will be tasked with preparing detailed and insightful sales forecasts, providing critical data for strategic planning and resource allocation. Regularly updated pipeline reports will be essential for tracking the progress of potential projects and ensuring timely follow-ups. Furthermore, you will be responsible for delivering precise and up-to-date tender status updates, allowing for quick decision-making and efficient management of ongoing bids. Beyond reporting, maintaining accurate and comprehensive records of all customer interactions, proposals submitted, and contracts secured is a non-negotiable requirement. This ensures institutional knowledge is preserved and facilitates seamless client management. Finally, you will play a vital supportive role to the Country Manager, assisting in critical tasks such as strategic planning, in-depth performance analysis, and the preparation of high-level reports that inform executive decisions and drive overall business success.

Qualifications & Requirements: The Ideal Candidate Profile

We are seeking a highly motivated and skilled individual who possesses a Bachelor’s degree in Electrical Engineering, Business Administration, or a closely related field. While a strong academic foundation is essential, a proven power industry background is highly preferred, demonstrating a pre-existing understanding of the sector’s complexities and stakeholders. The ideal candidate will exhibit a genuine and demonstrable interest in sales, business development, or project tendering within the broader power, energy, or infrastructure sectors. This passion will be crucial for navigating the competitive landscape and driving consistent results.

A key prerequisite for this role is a solid familiarity with the intricacies of the South African electricity market. This includes a deep understanding of its unique procurement processes, regulatory frameworks, and the ability to navigate relationships with key stakeholders such as Eskom, various municipalities, independent power producers (IPPs), and relevant government bodies. Exceptional communication, negotiation, and presentation skills are non-negotiable; you must be adept at articulating complex technical and commercial propositions clearly and persuasively to diverse audiences. The ability to work independently with initiative and drive, coupled with a demonstrated capacity to thrive in collaborative, cross-cultural teams, is also essential.

Technically, proficiency in MS Office Suite (Word, Excel, PowerPoint, Outlook) is a fundamental requirement. Furthermore, practical experience with tender management tools or CRM software will be considered a significant advantage, streamlining your workflow and enhancing efficiency. Fluency in English, both written and spoken, is mandatory for effective communication within our international organization and with local partners. While not essential, knowledge of Mandarin would be a distinct advantage, facilitating interactions with our global teams and potential stakeholders. Finally, all applicants must possess valid South African work authorization and a current, valid driver’s license to facilitate client visits and travel within the region.

Key Competencies: Driving Success

• Result-Oriented: A relentless and unwavering drive to not only meet but exceed challenging sales targets and successfully secure key projects, consistently delivering tangible results that contribute directly to the company’s growth.
• Strategic Acumen: The ability to analyze market data, identify emerging trends, and formulate proactive strategies to capitalize on opportunities and mitigate risks within the power sector.
• Client Relationship Management: A natural ability to build and nurture strong, long-lasting relationships with clients, fostering trust and repeat business through exceptional service and understanding of their needs.
• Problem-Solving: An analytical mindset coupled with the capacity to identify challenges, evaluate potential solutions, and implement effective strategies to overcome obstacles in complex sales cycles.
• Adaptability & Resilience: The flexibility to adapt to evolving market conditions and regulatory changes, coupled with the resilience to navigate setbacks and maintain a positive, proactive approach.

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