ROLE OVERVIEW

The Sales Manager is the driving force behind the company's revenue generation and commercial growth. This individual is responsible for building, leading, and developing a high-performance sales team that captures new business, retains and grows existing accounts, and positions the company as the preferred packaging supplier in the market. The Sales Manager will set the strategic direction of the department, establish sales targets, design go-to-market plans, and foster a culture of accountability, excellence, and continuous improvement across the entire sales function.

KEY DUTIES & RESPONSIBILITIES

Strategic Sales Planning & Execution

• Develop and implement a comprehensive annual sales strategy aligned with the company's revenue and growth objectives.
• Define sales targets, territory allocations, and key account priorities for the department.
• Continuously analyse market trends, competitor activities, and customer needs to refine strategy.
• Identify and pursue new market segments, verticals, and geographic territories.

Team Leadership & Performance Management

• Recruit, onboard, and retain top sales talent across all sales roles within the department.
• Set individual and team performance targets and conduct regular performance reviews.
• Provide coaching, mentorship, and ongoing training to develop the team's skills and capabilities.
• Motivate and inspire the team through incentive programmes, recognition, and clear career pathways.

Business Development & Client Acquisition

• Lead from the front by personally engaging with high-value prospects, strategic partners, and key stakeholders.
• Cultivate and maintain relationships with C-suite decision-makers at major corporate clients.
• Oversee bid and tender processes for large commercial contracts.
• Represent the company at industry events, trade shows, and networking forums.

Sales Pipeline & Forecasting

• Maintain an accurate and up-to-date sales pipeline, ensuring visibility across all stages.
• Produce regular sales forecasts, performance reports, and variance analyses for senior management.
• Use CRM tools to track deal progress and team activity levels.

Cross-Functional Collaboration

• Work closely with production, logistics, and finance teams to ensure sales commitments are deliverable and profitable.
• Collaborate with marketing on campaigns, lead generation, and brand positioning.
• Align pricing strategies with the finance team and ensure healthy margin management.
• Set, monitor, and enforce pricing guidelines, credit terms, and discount structures.
• Handle escalated client complaints or commercial disputes with professionalism and urgency.
• Prepare and present the department's budget, ensuring cost-effective sales operations.

EDUCATION REQUIREMENTS

• Bachelor's Degree in Business Administration, Marketing, Commerce, or a related field (required).
• A postgraduate qualification such as an MBA or equivalent is a strong advantage.
• Relevant professional certifications in Sales Leadership, Strategic Management, or similar are desirable.
• Continuous professional development through industry courses and workshops is expected.

CORE COMPETENCIES

• Leadership & Team Development
• Proven ability to lead, inspire, and develop high-performing sales teams.
• Strategic & Commercial Thinking
• Ability to translate business goals into actionable sales strategies with measurable outcomes.
• Relationship Management
• Exceptional ability to build and sustain long-term relationships with clients at all levels.
• Strong negotiation and persuasion skills with a track record of closing large, complex deals.
• Analytical mindset with the ability to interpret sales data and make informed, evidence-based decisions.
• Resilience and adaptability in a fast-paced, target-driven environment.
• High emotional intelligence with excellent interpersonal and communication skills.
• Entrepreneurial spirit with a relentless focus on growth and results.

TECHNICAL & PROFESSIONAL SKILLS

• Proficiency in CRM systems (e.g., Salesforce, HubSpot, or similar).
• Strong command of Microsoft Office Suite, especially Excel and PowerPoint.
• Financial acumen including P&L understanding, budgeting, and margin management.
• Excellent written and verbal communication and presentation skills.
• Experience in the packaging, FMCG, manufacturing, or print industry is highly advantageous.
• Knowledge of packaging materials, printing processes, and production lead times is an added advantage.
• Data analysis and sales reporting skills.

• Develop and implement a comprehensive annual sales strategy aligned with the company's revenue and growth objectives.
• Define sales targets, territory allocations, and key account priorities for the department.
• Continuously analyse market trends, competitor activities, and customer needs to refine strategy.
• Identify and pursue new market segments, verticals, and geographic territories.
• Recruit, onboard, and retain top sales talent across all sales roles within the department.
• Set individual and team performance targets and conduct regular performance reviews.
• Provide coaching, mentorship, and ongoing training to develop the team's skills and capabilities.
• Motivate and inspire the team through incentive programmes, recognition, and clear career pathways.
• Lead from the front by personally engaging with high-value prospects, strategic partners, and key stakeholders.
• Cultivate and maintain relationships with C-suite decision-makers at major corporate clients.
• Oversee bid and tender processes for large commercial contracts.
• Represent the company at industry events, trade shows, and networking forums.
• Maintain an accurate and up-to-date sales pipeline, ensuring visibility across all stages.
• Produce regular sales forecasts, performance reports, and variance analyses for senior management.
• Use CRM tools to track deal progress and team activity levels.
• Work closely with production, logistics, and finance teams to ensure sales commitments are deliverable and profitable.
• Collaborate with marketing on campaigns, lead generation, and brand positioning.
• Align pricing strategies with the finance team and ensure healthy margin management.
• Set, monitor, and enforce pricing guidelines, credit terms, and discount structures.
• Handle escalated client complaints or commercial disputes with professionalism and urgency.
• Prepare and present the department's budget, ensuring cost-effective sales operations.

• Proficiency in CRM systems (e.g., Salesforce, HubSpot, or similar).
• Strong command of Microsoft Office Suite, especially Excel and PowerPoint.
• Financial acumen including P&L understanding, budgeting, and margin management.
• Excellent written and verbal communication and presentation skills.
• Experience in the packaging, FMCG, manufacturing, or print industry is highly advantageous.
• Knowledge of packaging materials, printing processes, and production lead times is an added advantage.
• Data analysis and sales reporting skills.
• Leadership & Team Development
• Strategic & Commercial Thinking
• Relationship Management
• Strong negotiation and persuasion skills
• Analytical mindset
• Resilience and adaptability
• High emotional intelligence
• Entrepreneurial spirit

• Bachelor's Degree in Business Administration, Marketing, Commerce, or a related field (required).
• A postgraduate qualification such as an MBA or equivalent is a strong advantage.
• Relevant professional certifications in Sales Leadership, Strategic Management, or similar are desirable.
• Continuous professional development through industry courses and workshops is expected.