NATIONAL B2B SALES MANAGER

Contact person for this position:

Rayleen Lentz

rayleen@joblinkplacement.co.za

Website: www.joblinkplacement.co.za

PURPOSE OF THE ROLE:

The National B2B Sales Manager is responsible for leading, developing, and executing the national B2B sales strategy to drive revenue growth, profitability, and long-term customer partnerships. This role oversees regional B2B Sales teams, key accounts, pricing strategies, and customer service delivery to ensure strong market penetration and sustainable growth. A key focus will be aligning sales execution with the overarching business strategy, driving operational excellence, and building a high-performance sales culture.

KEY RESPONSIBILITIES:

Strategic Leadership

• Develop and implement a national B2B sales strategy aligned to company objectives and growth plans.
• Analyse market trends, customer insights, and competitor activity to guide sales planning.
• Lead budgeting, forecasting, and annual sales planning processes for the B2B division.

Sales & Revenue Accountability

• Own and deliver national B2B revenue, margin, and customer growth targets.
• Oversee pricing strategies, discount structures, and contract negotiations to ensure profitability.
• Ensure consistent sales performance across all regions through structured performance management.

Key Account Management

• Strengthen relationships with national and strategic accounts, ensuring retention and growth.
• Identify new business opportunities and oversee the onboarding of new key accounts.
• Resolve escalated customer issues to ensure high service standards.

Team Leadership & Development:

• Lead, coach, and mentor Regional B2B Sales Managers and the national B2B team.
• Build a high-performance sales culture focused on accountability, excellence, and customer-centricity.
• Ensure sales teams receive ongoing product, systems, and sales capability training.

Operational Execution:

• Ensure effective route-to-market plans, territory coverage, and customer call cycles.
• Work closely with Procurement, Supply Chain, Logistics, and Finance to ensure seamless execution.
• Provide accurate monthly reporting, dashboards, and insights to Exco and leadership.

Compliance & Governance:

• Ensure correct use of contracts, pricing approvals, trading terms, and credit policies.
• Maintain adherence to legal and ethical standards in all customer and supplier engagements.

KEY SUCCESS METRICS (KPI’S):

• Revenue Growth: Consistently deliver and exceed national B2B sales targets.
• Profitability: Protect and grow gross margin through strong pricing and portfolio management.
• Customer Retention & Expansion: Retain key accounts and grow national strategic customers.
• Team Leadership: Build a high-performing sales team across all regions.
• Operational Excellence: Accurate forecasting, clean processes, and strong cross-functional partnership.

SKILLS & COMPETENCIES REQUIRED:

• Exceptional relationship-building and interpersonal skills, aligned to the Company values.
• Friendly, helpful, confident, humble, and team-oriented with strong emotional intelligence.
• Ability to operate in a competitive, high-pressure, dynamic retail environment.
• Strong communication skills (written and verbal) with the ability to influence and build trust.
• High accuracy, attention to detail, and strong administrative capability.
• Demonstrates integrity, ownership, resilience, and a willingness to go the extra mile.
• Strategic Thinking & Commercial Acumen
• Strong Leadership & People Management
• Negotiation & Contract Management
• Customer Relationship Building
• Data-Driven Decision Making
• Results Orientation & High Accountability
• Problem-Solving & Resilience
• Excellent Communication & Presentation Skills
• Champion the Company culture of transparency, accountability, and execution.
• Drive performance management processes aligned to B2B Sales objectives.

QUALIFICATIONS & EXPERIENCE:

• Bachelor’s Degree in Sales / Marketing / Business Management or related field (will be an advantage).
• 7–10 years senior sales experience, with at least 5 years in B2B or wholesale/foodservice sales.
• Proven track record of leading national or regional sales teams.
• Experience managing national key accounts and large sales portfolios.
• Experience in FMCG / wholesale / food distribution.
• Strong financial acumen, understanding of margins, pricing, and forecasting.
• Advanced Excel, CRM, and reporting capability

Salary – Market related