A member of the Hudaco group, Pentagon is a leading value-added distributor of IP CCTV, High Density Storage Solutions, Access Control, Fire Detection, Public Address and networking products in Africa.


National Sales and Projects Manager

Key Areas of Responsibility in this Position Include:

  • To assess, contain, and control the Gross Profit Activity (GPA) within the parameters set by the executive management, whilst simultaneously ensuring that the sales force receives an income that is market-related, and attractive enough to retain, and motivate qualified and competent salespeople.
  • To segment the markets served by the sales operations of the assigned Business Units (BU), and ensure that sales targets are aligned with these segments; to ensure that targets are fairly spread, and justifiably attainable by the Account Managers (AM) in the assigned BU.
  • To align AM targets with the product mix targets for the BU that best deliver on the overall GP targets.
  • To set the standards for sales ability, behavior, performance, and competence of the sales force, and provide operational management with an effective benchmark for evaluating, employing, and measuring the performance of sales staff.
  • To provide inspiring leadership that encourages a commitment to an ever-increasing level of customer-centric sales, and pre- / post-sales support.
  • To devise a national sales strategy and assist AM in the development of region-specific sales strategies.
  • To oversee the discipline of AM as and when this becomes necessary, for their failure to sustain benchmark standards, and to perform this, for the assigned BU.
  • To provide coaching and mentoring to AM in order to improve knowledge, skills, ability, behavior, and competence in the sales environment.
  • To build and maintain a central knowledge base that ensures relevant information is shared by all AM.
  • To meet with major customers, in all spheres of the operation, in order to provide “senior management visibility”, and reinforce the company’s commitment to service delivery excellence. This will require regular local travel and travel into sub-Saharan Africa.
  • To monitor competitors, and competitive activity, and devise sales strategies that support BU operations.
  • To assist product management by providing them with accurate, timely information about market changes, demands, and conditions, in order to assist those functions in delivering more innovative products, at better pricing, proactively.
  • To communicate company developments to the AM in order to ensure they are kept abreast of and motivated by the company’s commitment to supporting them in their quest for greater customer-satisfaction, higher sales, and better margins.
  • To provide marketing with sufficient, timely information and guidance in producing marketing collateral, and to undertake in-field promotional activities that support specific regional, and product focused sales drives.
  • To identify, reward individual sales effort, and provide recognition on an ongoing basis, for performance that exceeds benchmark standards.
  • To provide Exco and Opco with information that will enable them to make sound management decisions.
  • To act as a conduit between the company’s executives and the field operations regarding decisions that are made, and to ensure that these are clearly understood, and effectively carried out.
  • To identify and coordinate sales training that addresses the specific needs, and requirements of the sales force, at all levels of sales activity.
  • To work tirelessly at motivating staff and sustaining their commitment to the company in all economic conditions, and to do this by demonstrating strong leadership, rather than by “buying” commitment with incentives, rewards and bonuses that increase the cost of sales.

Minimum Skills Required:

  • To perform this job successfully, an individual must possess a three-year degree or post matric diploma in business management or 5-7 years relevant work experience.
  • Three to five years senior sales management experience with knowledge in security equipment a requirement.
  • Three to five years project management experience, where experience leading a project team is a requirement.
  • Sound knowledge of security electronics or equipment and systems design and familiarity with the industry is essential.
  • Sufficient knowledge of modern sales and project management techniques and best practices.
  • Knowledge of Syspro will be an advantage.

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