Area Sales Manager – Southern Africa

Overview

Area Sales Manager – Southern Africa Jobs in Kempton Park, Gauteng, South Africa at Manitou MEA

Title: Area Sales Manager – Southern Africa

Company: Manitou MEA

Location: Kempton Park, Gauteng, South Africa

GENERAL ACCOUNTABILITY:

The Area Sales Manager (ASM) – Southern Africa is responsible for driving sustainable revenue growth, expanding market share, and managing dealer performance. The primary objective is to build and cultivate a high-performing, compliant, and motivated dealer network. You will serve as the strategic link between the OEM/Manufacturer and dealers, ensuring aggressive market penetration for Backhoe Loaders, Skid Steer Loaders, material handling and Mobile elevated work platform equipment while safeguarding brand standards and operational compliance.

The Role Reports directly to the Managing Director

DUTIES AND RESPONSIBILITIES:

Key Responsibilities

1. Strategic Network Development

• Identify and appoint new dealers in Key Southern African territories to expand market coverage.
• Evaluate existing dealer performance and implement remedial actions or terminations where necessary.
• Develop long-term territory plans to increase the market share across the region.
• Develop strategic plans to ensure Dealer Network Delivers sustainable growth.
• Collaborates with the finance department to develop and refine the annual machine sales budget.

2. Machinery Sales & Market Share

• Drive the achievement of annual machinery sales targets and retail volume objectives.
• Monitor competitor activity and market trends to adjust pricing and positioning strategies.
• Manage the machinery sales pipeline, forecasting, and inventory allocation for the dealer network.
• Complete order intake forecast internal tools and ensure the desired level of forecast accuracy

3. Dealer Performance & Compliance

• Conduct regular business reviews with Dealer to track KPIs related to machinery sales.
• Ensure all dealers adhere to brand identity standards and corporate commercial policies.
• Facilitate product training and sales enablement programs for dealer sales teams.

4.Enablement, Training & Relationship Management

• Deliver continuous product, commercial, and competitive training to dealer sales representatives.
• Organize joint customer visits, field demonstrations, and trade shows to support dealer sales pipelines.
• Serve as the principal voice-of-the-dealer back to internal teams (Engineering, Aftersales, Supply Chain) to solve operational bottlenecks swiftly.

EDUCATION:

• Bachelor’s degree/Diploma in Engineering, Business Administration, Marketing, or a related field.

EXPERIENCE:

• A minimum of 10 years’ Experience in Sales Management

COMPETENCIES AND SKILLS:

• Relationship & Negotiation Skills:
• Ability to influence C-level dealer executives and principals without direct authority.
• Analytical Thinking:
• Proficient in analyzing market share data, competitor moves, and regional sales trends.
• Self-Driven & Autonomous:
• Ability to manage extensive travel schedules and operate effectively in remote/cross-border environments.
• Languages:
• Business fluency in English is mandatory. Additional languages are a strong advantage.

INTERNAL/EXTERNAL CONNECTIONS:

• Works in partnership with almost all departments of the Headquarters to ensure close alignment
• Represents the company as appropriate in its relationships with major customers, suppliers, competitors

LOCATION & EXPECTED TRAVEL:

• This position is based in Proton Industrial Park, South Africa
• Requires Regional and Occasional International Travel