Regional Sales Manager - BUCO & TimberCity - Cape Town

Job Description The Building Company 2026/09/10 Airport Industria Job Reference Number: View phone number on click.appcast.io Department: Corporate Office Business Unit Industry: Sales Job Type: Permanent Positions Available: 1 Salary: Market Related The Regional Sales Manager is responsible for translating B&T’s national sales strategy into consistent, measurable regional execution through the leadership, coaching and performance management of the sales team. Regional Sales Leadership Lead, manage and motivate External Sales Representatives within the region. Translate national sales strategies into actionable regional execution plans. Create a high-performance sales culture focused on accountability, customer service and results. Drive achievement of regional sales targets, gross profit targets and growth objectives. Ensure alignment between sales activities and business objectives. Promote collaboration between sales teams, stores and support functions. Customer Acquisition and Market Development Drive new customer acquisition across targeted market segments. Increase B&T’s visibility and presence within the regional trade market. Identify new business opportunities and emerging customer needs. Develop and implement customer growth plans for key accounts. Expand share of wallet within existing customer portfolios. Monitor competitor activity and provide market intelligence to support business decisions. Build and maintain strong relationships with key customers and stakeholders. Sales Performance Management Develop regional sales plans aligned to national objectives. Establish clear sales targets and activity expectations for team members. Monitor and manage sales performance through agreed KPIs and scorecards. Conduct regular performance reviews and coaching interventions. Ensure effective pipeline management and forecasting disciplines. Analyse sales trends and implement corrective actions where required. Drive accountability for customer acquisition, customer retention and revenue generation. Customer Relationship Management Ensure consistent and effective utilisation of CRM systems. Monitor customer interactions, sales opportunities and pipeline progression. Drive customer engagement and relationship-building initiatives. Ensure accurate customer data and reporting. Support the implementation of customer segmentation and targeting strategies. Resolve escalated customer issues and ensure satisfactory outcomes. Sales Capability Development Coach and develop sales representatives to improve sales effectiveness and customer engagement. Identify capability gaps and implement development plans. Conduct store visits and sales observations to improve performance. Support onboarding and integration of new sales employees. Promote best practice sharing and continuous learning across the sales team. Assist in building future sales leadership capability within the region. Operational Alignment and Execution Work closely with Regional Operations Managers and Store Managers to ensure alignment between sales and operational execution. Ensure customer commitments can be delivered effectively through operational capabilities. Facilitate communication between sales teams and operational leadership. Support stock availability, service delivery and customer experience initiatives. Ensure sales growth is achieved without negatively impacting operational efficiency. Governance, Compliance and Commercial Excellence Ensure compliance with company policies, procedures and sales governance requirements. Promote ethical selling practices and sound commercial decision-making. Monitor discounting practices and margin performance. Ensure adherence to approved customer onboarding and credit processes. Drive consistency in sales execution across all territories within the region. Support the implementation of national sales standards and methodologies. Reporting and Business Insights Prepare weekly, monthly and quarterly sales performance reports. Monitor regional sales trends, customer performance and market opportunities. Provide recommendations to the National Sales Manager to improve sales effectiveness. Track progress against strategic sales objectives and growth targets. Ensure accuracy and integrity of sales reporting and forecasting. Job Requirements Minimum Qualifications Degree or Diploma in Business Management, Sales, Marketing, Commerce or related field. Relevant sales leadership qualifications advantageous. Experience Minimum 5-8 years sales experience within a commercial, wholesale, retail, building materials or related environment. Minimum 3 years leadership experience managing sales teams. Proven track record of consistently achieving sales and profit targets. Experience managing customer relationships and key accounts. Experience leading geographically dispersed teams advantageous. Experience using CRM systems and sales performance management tools. #J-18808-Ljbffr The Building Company